Job Title Director, Sales Enablement, EMEA
Role Summary Cloudflare is seeking a strategic and results-oriented Director of Sales Enablement to lead and execute the enablement strategy specifically for the EMEA region. This leader will be responsible for driving field readiness across the entire customer-facing revenue organization (Sales, Sales Management) to accelerate hyper-growth, improve sales productivity, and ensure consistent execution of our Go-To-Market (GTM) strategy within EMEA. You will lead a team of enablement professionals, acting as a trusted partner to EMEA Sales leadership, and translating regional business drivers into impactful, measurable enablement programs. This is a highly strategic, high-visibility role that requires strong business acumen and operational execution.
Role Responsibilities Enablement Strategy & Execution
- Own and evolve the regional Sales Enablement strategy for the EMEA revenue organization (including Account Executives, Sales Managers, and Sales Development).
- Align enablement programs to EMEA GTM goals, regional business drivers, and global product priorities.
- Oversee onboarding, role-based learning paths, and continuous skills development programs tailored for the EMEA market context.
- Ensure consistent adoption and reinforcement of Value Based Selling methodology (e.g., MEDDPICC), pitch certification, and tools by the EMEA field team.
- Act as the senior enablement partner to the EMEA Sales Leadership and management team, deeply understanding their business drivers and needs.
- Participate in strategic planning and regional QBRs to embed enablement into the business rhythms and proactively identify needs.
- Influence and collaborate cross-functionally with global Enablement, Product, Marketing, and Sales Operations leaders to ensure alignment on program strategies and resource allocation.
- Clearly articulate enablement's impact on key revenue metrics and operational goals (e.g., ramp time, attainment, deal cycle time).
- Manage and coach a regional team of Sales Enablement Managers and specialists, supporting their professional development.
- Foster a culture of high performance, collaboration, and execution excellence within the EMEA team.
- Demonstrate full ownership and accountability for team and program outcomes within the regional scope.
- Actively shape team culture through consistent behavior modeling; identify and address team challenges to build a high-performing unit.
- Actively model and reinforce the high degree of agility and adaptability required to navigate the frequent changes inherent in a hyper-growth GTM environment.
- Define and monitor KPIs to measure program effectiveness and ROI within the EMEA region.
- Continuously improve programs based on readiness metrics, field feedback, and measurable business outcomes.
- Lead the team in disciplined execution of programs and consistently articulate and celebrate the measurable business value created by enablement initiatives.
- Demonstrated success in designing, launching, and scaling high-volume sales programs (e.g., global SKOs, major product rollouts, sales plays) in a high-growth environment, demonstrating the ability to drive organizational change at scale.
- Proven experience leading, mentoring, and developing a regional or global enablement team.
- Deep expertise and demonstrable experience executing and enabling Value-Driven Selling methodologies (e.g., MEDDPICC, Challenger), moving beyond a purely transactional sales background.
- Strong executive presence and ability to align with senior Sales leadership; a trusted, consultative partner.
- Exceptional business acumen; able to proactively identify stakeholder needs and translate GTM strategy into actionable, measurable learning impact.
- Expertise in cross-functional partnering and communication across Sales, Marketing, and Product teams.
- Demonstrated ownership, accountability, and execution discipline in driving complex, high-impact initiatives.
- Proven experience scaling programs from regional concepts to global adoption using unified learning platforms.
- Demonstrable agility and resilience with a proven ability to lead teams and programs effectively through frequent organizational and GTM changes.
- Familiarity with the Cloudflare platform or experience in the Cloud/Security/Networking industry.
- Proficiency with modern LMS platforms, Sales Engagement tools (e.g., Outreach), and CRM (e.g., Salesforce).
- Experience in a scaling environment where you have designed processes from the ground up.
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What We Do
Cloudflare, Inc. (NYSE: NET) is the leading connectivity cloud company on a mission to help build a better Internet. It empowers organizations to make their employees, applications and networks faster and more secure everywhere, while reducing complexity and cost. Cloudflare’s connectivity cloud delivers the most full-featured, unified platform of cloud-native products and developer tools, so any organization can gain the control they need to work, develop, and accelerate their business.
Powered by one of the world’s largest and most interconnected networks, Cloudflare blocks billions of threats online for its customers every day. It is trusted by millions of organizations – from the largest brands to entrepreneurs and small businesses to nonprofits, humanitarian groups, and governments across the globe.
Why Work With Us
Cloudflare employees come from all walks of life. We are mission-driven, and our team is energized by a collaborative, creative environment that celebrates our differences and fosters new ways to grow together.
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Employees engage in a combination of remote and on-site work.
We are committed to developing a global team that is distributed with a flexible working approach. Doing this equitably and inclusively is essential to our success. Visit our careers site for more on 'How & Where We Work.'
