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.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Strategic Industry Lead Location: London, Lisbon, Munich
Cloudflare recently announced key partnerships across multiple industries, enabling some of the world’s largest organizations and their millions of customers to benefit from Cloudflare’s faster, more reliable, and more secure edge network and connectivity cloud. To further drive these initiatives, we are seeking a Director or Senior Director, Industry Lead. This role reports to the VP, Global Head of Industries.
Spend 80% time with customers, prospects and partners to build Cloudflare footprint in specific industries and geographies, ensuring a deep understanding of their priorities, challenges, and opportunities
Scale, build, and lead a world-class, cross-functional industry team that sustains efficient, long-term growth and serves as a repeatable model for multiple industries.
Understand the market, develop internal and external partnerships, and act as an industry leader at the intersection of technology and targeted verticals (e.g. financial services, healthcare, media, retail, CPG).
Create and drive new strategic go-to-market plans in coordination with sales, product, marketing and customer success teams to meet growth and market share goals.
Lead industry thought leadership efforts through executive briefings, speaking engagements, and high impact content that strengthens Cloudflare’s brand presence in target markets.
Assess sales methodologies and structure, implementing necessary adjustments to optimize performance and build the infrastructure for aggressive growth.
Maintain strong reporting and accountability against goals, exceeding quotas while developing motivating incentive tools.
Serve as a strategic advisor to the VP, Global Head of Industries and the broader Executive Team, influencing key business decisions.
Build and leverage strong industry and customer relationships to inform product direction, solution, and process improvements.
Develop a metrics-driven sales operations function with massive sales capacity and coverage.
Recruit, inspire, lead, mentor, and instill operational rigor and accountability into the sales organization.
Key Experience & Expertise
High Growth at Scale: Led organizations through rapid growth ($1B to $5B+), building processes and strategies for repeatability and scalability.
Go-to-Market Expertise: Experience leading complex, multi-product sales into a multi-segment (SMB to Enterprise) customer base.
Infrastructure SaaS: Background in cloud-native, technical infrastructure SaaS with predictable, recurring revenue models.
Operational Rigor: Proven success implementing data-driven operational improvements in sales enablement, hiring, and productivity.
Strategic Leadership: Execution-focused leader with the personal drive to navigate fast-growing, evolving markets.
Technical Expertise: Proven technical expertise to operate in network, cybersecurity and AI infrastructure space