Renewals Director, Cloudflare

Salary not provided

+Equity

Senior and Expert level
Remote in US
Austin
San Francisco Bay Area
Cloudflare

Web performance and security platform

Job no longer available

Cloudflare

Web performance and security platform

1001+ employees

B2BEnterpriseAnalyticsSaaSCyber Security

Job no longer available

Salary not provided

+Equity

Senior and Expert level
Remote in US
Austin
San Francisco Bay Area

1001+ employees

B2BEnterpriseAnalyticsSaaSCyber Security

Company mission

Cloudflare's mission is to help build a better Internet that is bold and ambitious.

Role

Who you are

  • 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
  • Strong sales, customer management, business acumen and the ability to quickly assess and understand a customer’s needs are essential to success in this role, in addition to inspiring, coaching and guiding the team to success
  • 4+ years of experience in sales leadership
  • 6+ years of full sales cycle management in tech/software
  • Proven track record of success in sales as an account executive, or equivalent
  • Demonstrated ability to effectively navigate customer objections and challenges toward a win-win outcome and renewal
  • Demonstrated ability to work under the pressure of a constantly changing and rapidly evolving work environment and industry
  • Experience with forecasting and deal management
  • Experience leading high transaction/volume teams with short sales cycles
  • Bachelor's Degree or equivalent work experience

What the job involves

  • Renewals Account Managers, Customer Success Managers, Account Executives, Business Development Representatives, Solution Engineers, 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
  • The Manager of Renewals will be responsible for providing guidance and leadership to a highly motivated team of Renewals Managers (RMs) that focus on renewing and managing existing named accounts
  • Your team would work through both proactive and reactive activity for the renewal and retention of customers by carefully managing and monitoring their customer base, outreach, forecasting and implementing the correct renewal strategy
  • Lead, mentor, and develop a regional RM team that is focused on customer success, retention, and upsells
  • Guide team through renewal opportunities, forecasting, negotiation and close of renewals prior to contract expiration
  • Accurately forecast projected revenue attainment and performance of RM team
  • Mentor team members through observation of their work and develop learning plans to improve their abilities, skills and knowledge of the Cloudflare platform, RM strategies, and client facing skills
  • Work with sales leaders to drive sales through optimizing processes, training of team, and development of a culture of collaboration, learning, and success
  • Provide monthly/quarterly updates to sales teams
  • Conduct quarterly business reviews
  • Potential travel up to 25%

Our take

Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with around 25 million global internet properties on its network.

Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.

This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.

The cloud infrastructure market reached $53 billion in 2022. While the Big 3 (Amazon, Microsoft, and Google) own 65% of the market, that still leaves billions of dollars left for companies such as Cloudflare. Its ambitious and successful work is likely to continue being a crucial feature of the web, but in 2023, placed it in the crosshairs of hackers looking to exploit its infrastructure. The beginning of 2024 saw Cloudflare vow to bolster its security and patch vulnerabilities.

Steph headshot

Steph

Company Specialist

Insights

Led by a woman

Few candidates hear
back within 2 weeks

16% employee growth in 12 months

Company

Company benefits

  • Minimum 8 weeks of paid parental leave
  • Equal opportunity employer
  • Unlimited paid time off policy
  • Work from home opportunities
  • Medical, Dental & Vision Insurance
  • Life Insurance, Disability Insurance
  • 401(k) plans
  • Family planning and fertility program
  • Gym discounts
  • Commuter Benefits Program

Company values

  • Principled - We create our products and features with a global mindset and democratize important and innovative technologies that drive adoption of the latest standards
  • Curious - Our team is made up of pioneering innovators that approach new challenges with interest and a desire to learn
  • Transparent - We hold ourselves accountable when we make mistakes—and we do everything we can to learn from them

Company HQ

China Basin, San Francisco, CA

Founders

Lee Holloway

(Lead Engineer)

Lee started their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.

Michelle Zatlyn

(President & COO)

Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.

Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare as CEO in March 2009.

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