Director, Growth Sales (AI & Digital Natives) - Cloudflare

About the Role

We are seeking an entrepreneurial Sales Director to lead our DN/AI Growth Segment, focusing on both the acquisition and expansion of our fastest-growing Startup accounts. In this role, you will scale a high-performing team tasked with bringing the world’s most innovative AI companies onto Cloudflare's platform.

To thrive, you must bring a founder mentality and deep familiarity with the VC ecosystem to capture high-growth startups at inception. You possess a sharp understanding of the dynamics of the hyperscaler market and the AI landscape, allowing you to position Cloudflare as the definitive infrastructure layer for modern workloads. Finally, you are highly familiar with PLG sales motions, knowing exactly how to identify high-potential, self-serve developer accounts and seamlessly transition them into enterprise expansions.

Responsibilities

• Own and exceed quarterly revenue targets, driving both high-velocity new logo acquisition and strategic account expansion within the AI and startup ecosystem.
• Recruit, coach, and develop a world-class sales team, instilling a high-tempo, execution-oriented culture tailored to technical buyers.
• Effectively articulate Cloudflare’s value proposition across our connectivity cloud, including Workers AI, R2 storage, network security, and developer platforms.
• Partner closely with Product, Growth, and Marketing to seamlessly convert self-serve developer usage into structured enterprise agreements.
• Act as a key executive sponsor for high-growth startups, founders, and VC partners, positioning Cloudflare as the foundational architecture for the next generation of tech.

Qualifications

• 10+ years of experience in enterprise software sales with at least 3+ leading sales teams.
• A proven track record of leading high-performing sales teams in the cloud infrastructure, SaaS, or developer platform space.
• A strong understanding of modern application architecture, serverless computing, and how AI startups utilize compute and data storage.
• Active connections within the tech startup and venture capital ecosystems, with an innate ability to spot and engage high-potential accounts early.
• Hands-on experience navigating hybrid sales models that blend product-led growth with top-down enterprise execution.
• A history of thriving in fast-paced, rapidly evolving markets where you can turn ambiguity into clear, actionable sales strategies.

Benefits

• Comprehensive health, dental, and vision insurance.
• 401(k) retirement savings plan and employee stock participation.
• Flexible paid time off and parental/medical leave programs.
• On-demand mental health support and family-forming benefits.