Sales Manager

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.

• Build the DNB team from the ground up: own recruiting, hiring, onboarding, and ramping a team of Account Executives dedicated to digital-native accounts.
• Meet or exceed quarterly and annual team revenue targets through a self-sourced, hunting-led pipeline motion.
• Player-coach: personally open doors at strategic accounts, model consultative and technical selling, and close alongside your AEs when needed.
• Define and iterate the DNB sales playbook.
• Coach technical and consultative selling: train AEs to engage technical buyers (SRE, Platform Engineering, Security, CTO) with credibility.
• Install pipeline and forecast discipline: implement and enforce a methodology (e.g., MEDDPICC) across the team to ensure accurate forecasting and deal progression.
• Partner cross-functionally: work closely with Solution Engineering, Product, Customer Success, Marketing, and BDR to align GTM motions for digital-native accounts.
• Manage contract negotiations and Salesforce reporting.

• You have built or scaled a sales team or segment from scratch with direct experience selling to digital-native, engineering-led, or cloud-native companies.
• Player-Coach, you can prospect, run a technical discovery, and close — not just manage from the sidelines.
• Proven track record of attracting, hiring, and developing top sales talent, especially hunters.
• Working-level English to collaborate with and advocate to global HQ.
• Pipeline and forecast experience driving deal qualification methodology (MEDDPICC or equivalent) across a team.
• Coaching technical selling: Ability to train reps on selling to technical personas (SRE / Platform / Security / CTO) and navigating "build vs. buy" objections.

• This role is based in Tokyo, Japan.