Territory Sales Director, NYC

About the role

You will own the end-to-end sales strategy and execution for the New York City enterprise market as a Territory Sales Director within the Cloudflare Territory segment. This role demands that you build and lead a high-performing team of Account Executives to drive both new logo acquisition and deep expansion within existing enterprise accounts. You will be responsible for forecasting pipeline and revenue with precision, leveraging data-driven insights to ensure consistent quota and target attainment. The position requires you to act as a strategic leader who can translate complex platform capabilities into clear value propositions for both technical teams and executive stakeholders. You will partner closely with cross-functional groups to align sales initiatives with product innovation and market positioning. Success in this role means shaping how the Enterprise platform is perceived and differentiating Cloudflare's market position in a competitive landscape. You will foster a culture of collaboration, continuous learning, and data-led decision-making to ensure the entire team elevates its performance. If you thrive in a fast-paced, iterative environment where AI and automation accelerate sales outcomes, this is your role.

Key facts

What you'll do

Develop and execute a comprehensive sales plan for the New York City territory that aligns with company revenue objectives and market opportunities.

Lead, coach, and mentor a team of eight Account Executives, providing ongoing feedback, performance management, and career development.

Analyze automated data layers and forecast models to accurately predict pipeline, commit rates, and quota performance on a monthly and quarterly basis.

Champion solution-based selling techniques that address critical business challenges and highlight the strategic value of the Cloudflare platform.

Collaborate with Sales Enablement to refine playbooks, training content, and battle cards based on real-world market feedback and win/loss analysis.

Partner with Product and Product Marketing to ensure sales teams are equipped with the latest product insights, messaging, and competitive differentiators.

Build and maintain a diverse, high-quality pipeline by sourcing new prospects, nurturing relationships, and closing deals across multiple industries.

Implement structured sales methodologies such as Gap Selling or Challenger approaches to guide complex enterprise buying journeys.

Drive cross-functional collaboration with Marketing, Customer Success, and Technical Professional Services to support strategic accounts and expand footprint.

Monitor adoption and proficiency of CRM tools and sales enablement resources to ensure team efficiency and consistent execution.

Identify and engage multi-threaded buyers across security, network, development, and infrastructure organizations to build consensus and accelerate decisions.

Maintain a robust talent pipeline by conducting continuous interviews and nurturing a network of high-potential candidates for future hiring needs.

Regularly communicate performance metrics, wins, and learnings to leadership to inform strategy and resource allocation for the territory.

Foster an environment of transparency, accountability, and continuous improvement within the sales team through regular 1x1s and coaching sessions.

Requirements

Must have 5 or more years of sales management experience leading high-performing teams within a high-growth SaaS organization.

Must demonstrate a consistent track record of meeting or exceeding sales quotas through strategic acquisition and expansion efforts.

Must possess a strong technical foundation to effectively communicate with highly technical customers and understand their infrastructure and security needs.

Must have experience selling through modern, data-driven, product-led growth (PLG) models that emphasize self-service and stakeholder consensus.

Must be proficient in structured sales methodologies such as Gap Selling, Sandler, or Challenger and apply them to complex enterprise deals.

Must excel at multi-threading across business units to identify new divisional buyers and drive consensus among internal and external stakeholders.

Must have excellent written communication, presentation, and pipeline management skills to articulate value and manage complex sales cycles.

Must be comfortable working in a fast-paced, iterative environment where AI and automation are leveraged to scale sales efforts and improve outcomes.

Must be able to relocate or commute reliably to the New York City area to fulfill the responsibilities of this role.

Nice to have

Experience working with AI-native sales tools and platforms to augment team productivity and insights.

Familiarity with Cloudflare's product suite and the challenges faced by digital businesses online.

Background in building and scaling sales operations in a high-growth technology company.

Practical notes

This role is based in New York, US, and operates on a hybrid schedule.

The position requires full-time commitment and adherence to standard employment policies.

Candidates must meet the eligibility requirements outlined in the job description.

Travel is not specified as a routine requirement for this role.