At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
Available Locations: London, UK
About the Department
Account Executives, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The Sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.
About the Role
The UK and Ireland is a market of major importance for Cloudflare. We are looking for a VP/Head of the UK and Ireland to help us invest and grow for the long term and successful future. The VP/Head of UKI will be responsible for driving Cloudflare’s revenue in the region, and for building our team, market presence and overall business. The focus of the role will be market facing, with an emphasis on customer and prospect engagement including nurturing of executive relationships with enterprise customers. In addition, the Head of UKI will be the heart and soul of all the UKI’s customer facing teams, empowering and providing leadership to all sales and customer functions and teams in the UKI business.
What you’ll do
- Drive exceptional sales growth and the overall development of Cloudflare’s business in country(s) through successful leadership, organisational building, customer and prospect engagement, and highly effective planning and execution of the go-to-market plan for UKI. Lead all customer and market facing functions within the UKI business including sales, channel, customer success, solutions engineering, business development, support and field marketing.
- Design, build and execute strategies for Cloudflare’s long term success in the UKI in collaboration with regional and global functional leaders. Work closely and cross-functionally with Cloudflare leadership in EMEA and our corporate/global organisation to develop a strong, collaborative partnership that promotes overall success. Help drive the mission/vision of Cloudflare to all stakeholders in the country.
- Engage effectively with large UKI customers, prospects, partners and other important market players such as public sector leaders, and foster strong relationships with them as the senior leader representing the UKI business.
- Grow and build the UKI team and drive the local hiring needs for the UKI by working with global functional leadership and recruiting resources. Attract great talent onto the UKI team.
- Ensure we have large-scale sales and market coverage capacity and that we operate a data and metrics driven country operation to achieve productivity and growth.
- Develop managers and leaders within your UKI team, while you construct a productive, efficient and effective organisation with multiple management layers over time, as the business grows. Ensure we have proper leadership development-succession planning in place across all teams.
- Interject as the single point of contact for all UKI sales and customer facing operational concerns, ensuring proper and timely escalation and resolution
- Ensure that corporate policy and regulatory initiatives are consistently applied and followed by UKI team members. Carry out other duties as necessary to keep the local teams productive and operating inline with local regulations.
- Outstanding leadership - inspiring interpersonal effectiveness to lead teams, develop talent and effect change. Willing and able to be a “doer” and “influencer”
- Drive business cadence for regional business plan reviews, forecast calls, customer account/deal reviews, regular team leadership and periodic company-wide kick offs
- Represent Cloudflare as appropriate at external conferences, media and PR events.
Communicate and drive Cloudflare’s external agenda in the national press. Develop and maintain relationships with UK and Ireland industry and government agencies and other related associations that are key to Cloudflare’s success in the UK and Ireland Market.
Desirable competencies, knowledge and experience:
- General experience: Minimum 15 years of relevant, Regional or Country Leadership, coupled with large scale Sales Management & Channel experience, preferably in Infrastructure SaaS/Cloud area.
- High Growth at Scale: Track record of leading organisations through rapid growth at scale. Led organisations of greater than 100 sales representatives and greater than 100 supporting functions (greater than 200 staff in total). Led organisations with multiple layers of management and cross functional responsibilities. Able to successfully drive change, accelerate growth at scale.
- Customer facing: Enterprise/corporate and public sector market rich experience including having a well regarded reputation in the UKI market and strong connections/relationships with large enterprise customers at a senior decision maker level.
- Experience with complex Go-to-Market models: Developed and implemented successful GTM strategies and processes for scaling. Built and led complex, platform/multi-product sales motion across field/direct, channel and inside sales addressing a multi-segment (SMB to large Enterprise) customer base.
- Market knowledge: Deep experience and relationships with Infrastructure SaaS/Cloud community in UKI, able to establish, build and grow strong relationships in the market..
- Collaborative, Strategic Builder: Exceptional collaboration, relationship-building and interpersonal skills – with the ability to develop working relationships at all levels of management, both inside and outside Cloudflare.
- Partner Friendly: Ability to define, develop and lead go-to-market programs leveraging partners in a fast-paced, rapidly changing environment. Experience working closely with channel partners.
- Effective Communicator: Excellent presentation, verbal and written communication skills; a highly effective influencer.
- Cultural fit: Curious, empathetic, passionate learner, who values diversity and thrives in a high growth, continuously changing environment. Team builder, team player and a leader.
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you’d like to be a part of? We’d love to hear from you!
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.