Director, Enterprise Sales

Figma

Figma is growing our team of passionate creatives and builders on a mission to make design accessible to all. Figma’s platform helps teams bring ideas to life—whether you're brainstorming, creating a prototype, translating designs into code, or iterating with AI. From idea to product, Figma empowers teams to streamline workflows, move faster, and work together in real time from anywhere in the world. If you're excited to shape the future of design and collaboration, join us! Figma is looking for a Director, Enterprise Sales to shape our sales strategy and collaborate with teams across the company. You aren’t the typical sales leader, and we aren’t the typical design tool company. At Figma we think creatively, lift constraints that block our imagination everyday and we expect you to do the same. With this role you’ll get in at the ground floor in a fast growing sales org. You’ll collaborate with our existing customer base and potential customers in driving meaningful relationships that make valuable contributions to the customer experience and revenue to our bottom line. Figma is growing and moving fast. Our next team member will have an agile, dynamic mentality, be comfortable embracing change, a true team-player, and love working with our growing footprint of Fortune 1000 customers. You won’t be alone! Figma has an incredible team and you’ll work closely with other groups including Support, Design, Engineering, Product Marketing, Customer Success, and Community. As a Director, Enterprise Sales, you will lead a team of Account Executives responsible for the engagement, expansion and retention of our rapidly growing customer base. You will report to the VP of Enterprise and Strategic Sales. This is a full time role that can be held ideally from our San Francisco hub or remotely in the Western United States. WHAT YOU’LL DO AT FIGMA: * Evaluate and execute playbooks, and systems needed to support a high-growth team * Test and refine growth and acquisition strategies through data, segment-specific value drivers, and compelling stories  * Develop strong internal partnerships and collaborate cross functionally to increase revenue opportunities to improve deal progressions * Build, develop, and inspire a team of high-performing Account Executives and leaders by creating scalable, data driven processes that drive team and company goals * Be accountable for selling to existing customers and net new customers  * Interview, hire, and train new team members as we scale the business and company WE'D LOVE TO HEAR FROM YOU IF YOU HAVE: * 10+ years of experience in sales * 3+ years of experience in management * Prior experience leading both managers and Enterprise Account Executives  * Demonstrated experience leading and building successful, collaborative, and hard-working sales teams * A proven track record of leading Sales teams to consistently meet and exceed goals WHILE NOT REQUIRED, IT’S AN ADDED PLUS IF YOU ALSO HAVE: * 1+ years of experience in second line leadership within a B2B SaaS company * Additional years of management experience within a SaaS company * Experience using or working with Figma, or other UX/UI experience * Ability to thrive in a constantly changing and evolving environment * Experience with Command of the Message or MEDDIC sales methodology At Figma, one of our values is Grow as you go. We believe in hiring smart, curious people who are excited to learn and develop their skills. If you’re excited about this role but your past experience doesn’t align perfectly with the points outlined in the job description, we encourage you to apply anyways. You may be just the right candidate for this or other roles. Pay Transparency Disclosure If based in Figma’s San Francisco or New York hub offices, this role has the annual base salary range stated below.     Job level and actual compensation will be decided based on factors including, but not limited to, individual qualifications objectively assessed during the interview process (including skills and prior relevant experience, potential impact, and scope of role), market demands, and specific work location. The listed range is a guideline, and the range for this role may be modified. For roles that are available to be filled remotely, the pay range is localized according to employee work location by a factor of between 80% and 100% of range. Please discuss your specific work location with your recruiter for more information.  Figma offers equity to employees, as well a competitive package of additional benefits, including health, dental & vision, retirement with company contribution, parental leave & reproductive or family planning support, mental health & wellness benefits, generous PTO, company recharge days, a learning & development stipend, a work from home stipend, and cell phone reimbursement.  Figma also offers sales incentive pay for most sales roles and an annual bonus plan for eligible non-sales roles. Figma’s compensation and benefits are subject to change and may be modified in the future. Annual Base Salary Range: $211,000—$264,000 USD At Figma we celebrate and support our differences. We know employing a team rich in diverse thoughts, experiences, and opinions allows our employees, our product and our community to flourish. Figma is an equal opportunity workplace - we are dedicated to equal employment opportunities regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity/expression, veteran status, or any other characteristic protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. We will work to ensure individuals with disabilities are provided reasonable accommodation to apply for a role, participate in the interview process, perform essential job functions, and receive other benefits and privileges of employment. If you require accommodation, please reach out to accommodations-ext@figma.com. These modifications enable an individual with a disability to have an equal opportunity not only to get a job, but successfully perform their job tasks to the same extent as people without disabilities.  Examples of accommodations include but are not limited to:  * Holding interviews in an accessible location * Enabling closed captioning on video conferencing * Ensuring all written communication be compatible with screen readers * Changing the mode or format of interviews  To ensure the integrity of our hiring process and facilitate a more personal connection, we require all candidates keep their cameras on during video interviews. Additionally, if hired you will be required to attend in person onboarding. By applying for this job, the candidate acknowledges and agrees that any personal data contained in their application or supporting materials will be processed in accordance with Figma's Candidate Privacy Notice.

Talon.One

ABOUT TALON.ONE:   Talon.One is the most powerful incentives engine that unifies loyalty, promotions and gamification into one holistic platform. Backed by enterprise-grade security and scalability, Talon.One empowers companies to build personalized, profitable promotions and loyalty programs using any data. Today, over 250 of the world’s most-loved brands including Adidas, Sephora and Carlsberg work with Talon.One to drive deeper engagement and lasting loyalty with their customers.   ABOUT THE ROLE: Leading the Enterprise sales team for the Americas at Talon.One, you’ll play a mission-critical role in driving new business in-region by selling the world’s most flexible promotions and loyalty platform to top-tier brands. You’ll be selling a composable, API-first solution that integrates with partners like Shopify, Braze, Salesforce, Segment, and other best-of-breed players in the marketing and commerce tech stacks. We’re looking for strategic leaders with initiative, intellectual curiosity, and ownership. Your sellers will own the full sales cycle - from outbounding to discovery through closing - selling into complex organizations, both technical and business audiences, C-suites, and brands that want to transform the way they incentivize their customers. If you enjoy working with and coaching high-performing sellers to achieve their highest potential - then this role is the right opportunity for you This is a remote role, and while we prefer candidates to be located within commuting distance of one of our hubs (Boston or New York City), it’s not required. However you must be comfortable working Eastern or Central Time Zone hours. This role also requires occasional domestic and international travel (<50% of the time).   ABOUT THE TEAM: You will lead our growing Enterprise Sales team in AMER, which is an integral part of our 20+ person global sales function. The Enterprise sales team currently consists of 3 sellers, covering all business outside of the Named Large Enterprise Accounts. Our mission is to drive revenue by delivering measurable value to enterprise clients through highly personalized, technically robust solutions.  As part of the AMER Sales team, you’ll report to the VP Sales, AMER and collaborate closely with Sales Engineers, Customer Success, and Marketing to build meaningful client relationships and close complex deals. This integrated approach ensures a seamless customer experience throughout the entire sales cycle. We are a global team of self-starters who thrive on accountability and mutual success. Our culture emphasizes cross-functional collaboration, data-driven strategies, and a customer-centric mindset, all aimed at delivering exceptional value to our clients.   ONCE YOU ARE HERE YOU WILL: * Own and execute on the enterprise revenue targets within the AMER region, aligning your team's execution with overarching global objectives * Build and lead a high-performing sales team: recruit, onboard, coach, and develop a team of Enterprise Account Executives * Foster a culture of success, accountability, and continuous improvement * Design and continuously refine processes for predictable pipeline generation, accurate forecasting, and efficient deal closure * Partner closely with marketing, partnerships, and customer success to create integrated campaigns and enable land-and-expand strategies * Advocate for the voice of the customer internally to help shape product roadmap and positioning * Represent Talon.One at industry events, networking forums, and partner co-selling opportunities   WHAT WE NEED YOU TO BRING TO THE TABLE: * 8+ years in enterprise SaaS go-to-market roles, including a minimum of 3+ years of direct people management, building and leading successful sales teams * Strong ability to operate at both strategic and executional levels * Proven history of consistent forecasting and revenue delivery in a fast-paced, constantly-evolving environment * Experience hiring, developing, and retaining high-performing team members * Deep understanding of complex, consultative sales cycles with large enterprises * Mastery of sales qualification methodologies and ability to effectively coach reps through multiple complex deal cycles simultaneously  * Data-driven mindset and familiarity with modern sales tech stacks (e.g., Salesforce, Gong, Outreach)   WHAT'S IN IT FOR YOU: * Choose from top-tier Medical, Dental, and Vision plans (Blue Cross Blue Shield MA, MetLife, VSP) * Build your savings with our 401(k) plan, including a 100% company match on your contributions up to 4% * We provide 100% company-paid Life Insurance, Short-Term, and Long-Term Disability coverage * Manage your own time off with our flexible PTO policy * $350 home office setup budget, a $50 monthly home office allowance * Freedom to work from abroad for up to 90 days worldwide! * WeWork On-Demand access for flexible workspace solutions  * Mental health support with nilo.health * $1,200 annual learning budget  The estimated total compensation for this role is $280,000 - $320,000, though actual compensation may vary depending on factors such as relevant experience, skills, qualifications, certifications, and location. The salary range is subject to change and may be adjusted at any time.

Cloudflare

About Us 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. AVAILABLE LOCATIONS: SF BAY AREA ABOUT THE ROLE The Enterprise AI and Digital Natives segment is Cloudflare's fastest growing and highest visibility market. This segment is dedicated exclusively to the largest organizations in the modern tech economy including premier SaaS platforms, hyperscale digital marketplaces, and leading AI labs. This is a deep infrastructure, developer centric play where technical alignment and deep engineering partnerships are our most critical currencies, resulting in Cloudflare’s largest and most complex enterprise agreements. We are seeking an entrepreneurial Sales Director to lead this cornerstone segment, focusing on both the strategic acquisition and expansion of our highest impact accounts. In this role, you will scale and mentor a high performing team tasked with embedding Cloudflare as the core infrastructure layer for the world’s most innovative companies. This is a defining leadership opportunity to operate at the intersection of the AI landscape and cloud infrastructure, driving critical revenue growth for the company. RESPONSIBILITIES: * Own and exceed regional revenue targets, driving both high-velocity new logo acquisition and strategic account expansion within the SF Bay Area Digital Native ecosystem. * Recruit, coach, and develop a world-class field sales team, driving the local hiring needs and instilling a high-tempo culture tailored to technical buyers and engineering leaders. * Act as a hands-on trusted advisor to CTOs and Engineering leaders, guiding them on setting up modern, secure network architectures and AI platforms utilizing Workers AI and R2 storage. * Effectively articulate Cloudflare’s value proposition across our entire portfolio, including Workers AI, R2 storage, advanced network security, and developer platforms. * Partner closely with global functional leadership across Product, Customer Success, Solutions Engineering, and Field Marketing to design and execute regional go-to-market strategies. * Act as a key executive sponsor for high-growth accounts, maintaining a tight business cadence for forecast calls, deal reviews, and customer account audits while personally helping close complex deals. YOU MIGHT BE A GOOD FIT IF YOU HAVE: * 10+ years of direct B2B sales experience, with 5+ years leading high-performing teams deeply embedded in the Digital Native and AI-native landscapes. You have a proven track record of managing field sales organizations through complex, technical sales cycles with hyper-growth startups and disruptive tech giants.  * A proven track record of mentoring teams in value selling to the C-suite, CTOs, VPs of Engineering, and technical buyers within the IaaS, computer networking, or developer platform space. * A deep understanding of modern application architecture, serverless computing, network security services, and how AI companies utilize compute, data storage, and edge infrastructure. * Strong leadership and interpersonal communication skills, with a history of driving innovation, managing pipeline health, and mentoring teams in fast-paced, dynamic environments. * Hands-on experience navigating hybrid sales motions that blend product-led growth and developer adoption with top-down enterprise execution. * A history of thriving in rapidly evolving markets where you can maintain an entrepreneurial spirit, turn ambiguity into clear strategies, and act as both a strategic influencer and operational leader. COMPENSATION Compensation may be adjusted depending on work location. * For Bay Area based hires: Estimated annual salary of $415,000-$496,000 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. EQUITY This role is eligible to participate in Cloudflare’s equity plan.   What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.