Senior Manager - GTM Specialists, AMER

Location(s): USA

About the Role and What You’ll Do

Cloudflare is looking for a leader to manage our Cloudflare One Go-to-Market (GTM) Specialist team across the United States, Canada, and Latin America.

Cloudflare One unifies Zero Trust security and networking to protect users, devices, applications, and networks. As customers evolve toward agentic enterprises, it extends that security fabric to govern workforce AI usage, protect sensitive data, and secure access and connections involving AI agents.

You will lead GTM Specialists who partner with account executives, sales leaders, and Solutions Engineering to drive discovery, sales strategy, and execution across customer segments—while account teams retain ownership of the broader customer relationship.

Your responsibilities will include:

• Build and develop the team: Recruit and coach GTM Specialists, establish clear performance expectations, and strengthen discovery, business-value conversations, and commercial execution.
• Own AMER growth: Deliver against the Cloudflare One quota, build qualified pipeline, and drive new customer acquisition and expansion. Align coverage and resources with regional priorities.
• Shape opportunity strategy: Partner with account teams on customer discovery, executive alignment, competitive positioning, business cases, and close plans. Lead strategic customer engagements.
• Partner with Solutions Engineering: Establish shared priorities and align demonstrations and proofs of concept with customer success criteria and a clear purchase decision.
• Advance modernization and secure AI adoption: Develop repeatable plays for VPN replacement, secure Internet and SaaS access, data protection, email security, and network modernization. Help customers address emerging access, data protection, and governance requirements for AI and agentic workflows.
• Scale cross-functional execution: Align with Sales, Customer Success, channel partners, Marketing, and Product. Strengthen field readiness, share customer feedback, and support effective post-sales handoffs.
• Run a disciplined business: Establish pipeline inspection, forecasting, and deal-review practices that create shared visibility and accountability.
• Improve effectiveness through AI: Adopt or build tools for research, preparation, coaching, and opportunity inspection. Measure their impact while ensuring responsible use, data protection, and appropriate human review.
• Travel: 25% - 50%

Examples of Desirable Skills, Knowledge, and Experience

Leadership and Commercial Execution

• Demonstrated success leading GTM or enterprise sales teams in cybersecurity, networking, cloud services, or related technologies.
• A record of hiring and developing talent, improving team performance, and delivering against revenue quotas.
• Strong pipeline management, forecast discipline, resource prioritization, and commercial judgment.
• Experience leading an overlay organization or achieving results through a matrixed GTM model.
• Ability to influence without direct authority, build trusted account-team partnerships, and coach discovery, value-based selling, and complex enterprise execution.

Customer and Market Expertise

• Strong understanding of SASE, Security Service Edge (SSE), Zero Trust, and security and network modernization.
• Familiarity with Zero Trust Network Access, Secure Web Gateway, CASB, Data Loss Prevention, browser isolation, email security, WAN connectivity, and firewall-as-a-service—and their customer use cases.
• Ability to connect AI adoption and agentic workflows to least-privilege access, data protection, visibility, and policy enforcement.
• Credibility with CISOs, CIOs, and senior security, networking, and IT leaders.
• Experience adapting GTM strategies across segments and markets; Americas experience is particularly valuable.

AI Fluency and Operating Mindset

• Practical experience using AI to improve team productivity, execution quality, or customer engagement, with measurable results.
• A builder mindset: comfortable prototyping AI workflows through prompting, automation, low-code/no-code tools, or code, with technical partners as needed.
• Sound judgment about responsible AI use and where human expertise remains essential.
• Strong communication and organizational skills, an entrepreneurial mindset, and comfort bringing structure to a fast-moving environment.
• Willingness to travel across AMER for customers, team development, and business priorities.

TRAVEL: 25% - 50%

Compensation

This role features a competitive base salary and a variable commission structure tied directly to the successful execution of full-lifecycle commercial targets, including new business acquisition, ongoing adoption milestones, and overall account expansion.

Compensation may be adjusted depending on work location. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

• For hires based in San Francisco, San Jose, and the San Francisco Bay Area, the estimated annual salary is $258,000 - $354,000.
• For hires based in Boston, Kirkland (WA), New York City, New York Metro, Washington, D.C., and Washington, D.C. Metro, as well as remote hires in California, Connecticut, Massachusetts, New Jersey, and Washington, the estimated annual salary is $246,000 - $339,000.
• For remote hires in Colorado, Illinois, Maryland, Minnesota, Nevada, New York, Rhode Island, and Vermont, the estimated annual base salary is $127,800- $159,600 with an estimated variable compensation target of $85,200 - $106,400.
  • CO ONLY Application Deadline: January 14, 2027

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave