VP Infrastructure

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 * Austin, US * Dallas, US * Houston, US ABOUT THE ROLE Cloudflare seeks an experienced and dynamic First Line Sales Leader to drive and manage our US Enterprise Majors sales team covering the TOLA region. You will drive revenue across Fortune 500 accounts by combining modern value-selling with Cloudflare's AI-powered sales intelligence platform. This role demands deep platform expertise in security, networking, and edge computing, exceptional executive relationship-building skills, and a proven track record of closing multi-million dollar deals in high-growth environments. You will develop top-tier sales talent, coach complex deals, forecast with precision, and deliver predictable revenue while maintaining Cloudflare's builder culture. RESPONSIBILITIES * Quota Ownership: Own a $15–20M annual quota across a team of 6–8 Enterprise Account Executives focused on the largest, most strategic accounts in TOLA. * Forecast Precision: Maintain >90% forecast accuracy through disciplined weekly pipeline inspection using Salesforce, BoostUp, and Cloudflare's internal deal intelligence layers. * Consistent Execution: Drive consistent quota attainment—meet or exceed quarterly and annual targets with predictable, repeatable execution. * Modern GTM Strategy: Execute modern GTM strategies for Fortune 500 companies navigating digital transformation, security modernization, and AI infrastructure needs. DEAL LEADERSHIP & COACHING * Serve as a strategic deal coach and executive escalation point on complex, multi-million dollar platform deals. * Guide reps through competitive displacement and large-scale platform adoption scenarios. * Orchestrate cross-functional deal teams, partnering with Solutions Engineering, Customer Success, Product, and Legal to secure resources and drive technical wins. * Navigate complex buying centers and coach reps on multi-threaded engagement across technical, economic, and executive stakeholders. TEAM DEVELOPMENT & CULTURE * Recruit, onboard, and develop top-tier enterprise sales talent; build a high-performance, inclusive team culture. * Mentor reps from ramp to top performer, providing hands-on coaching on discovery, value selling, executive engagement, and negotiation. * Build bench strength by developing future leaders and promoting from within. * Foster Cloudflare's unique culture—maintain our builder mentality, customer obsession, and collaborative approach even at scale. STRATEGIC PLANNING & TERRITORY MANAGEMENT * Develop territory plans that identify whitespace, prioritize accounts, and align resources for maximum impact. * Leverage data-driven insights from Cloudflare's AI-assisted sales tools to optimize pipeline coverage, accelerate deal velocity, and improve win rates. * Cultivate executive relationships at the CIO, CISO, and VP of Infrastructure levels across strategic accounts. * Drive account expansion by building multi-year growth strategies that deepen platform adoption and increase customer lifetime value. DESIRABLE SKILLS, KNOWLEDGE, AND EXPERIENCE * 10+ years in B2B Enterprise SaaS/software sales, with deep expertise selling platform solutions to Fortune 500 companies. * 3+ years as a First Line Sales Manager, building and leading top-performing enterprise teams (minimum 5 direct reports). * Consistent 100%+ quota attainment with a proven track record as both an individual contributor and a team leader. * Multi-million dollar deal experience, including a history of managing and closing $1M+ ARR contracts with Global 2000 organizations. DOMAIN EXPERTISE * Deep knowledge of security, networking, application delivery, or edge computing, with the ability to articulate complex platform value to technical and executive audiences. * Experience selling to CIO, CISO, or VP of Infrastructure buyer personas; comfortable navigating both technical and economic buying centers. * Solid understanding of modern enterprise infrastructure (e.g., cloud migration, Zero Trust security, SASE, application modernization, or edge computing). SALES EXCELLENCE * Expert-level proficiency in strategic sales methodologies such as MEDDPICC, Challenger, or similar value-selling frameworks with an emphasis on business outcomes and financial justification. * Strong Salesforce.com competency; a daily user who leverages CRM data for pipeline management, forecasting, and rep coaching. * Proficiency with a modern sales technology stack (e.g., Gong, Outreach, BoostUp, LinkedIn Sales Navigator). * A data-driven mindset with the ability to analyze pipeline health metrics, conversion rates, deal velocity, and team performance indicators. * Proven talent developer with a track record of coaching reps to promotion or top-performer status (including team members recruited into leadership roles elsewhere). * Exceptional coaching and mentoring skills, with the ability to diagnose rep performance gaps and develop targeted improvement plans. * High executive presence; comfortable engaging with C-level buyers and representing Cloudflare in high-stakes situations. * Entrepreneurial spirit and a startup mentality; thrives in ambiguity, adapts quickly to change, and drives results in high-growth environments. * Collaborative cross-functional leadership style that builds trust and partnership across sales, engineering, product, support, and finance teams. FIRST 30 DAYS * Complete team assessment and conduct 1:1s with all direct reports. * Shadow 5+ customer calls and review the top 20 opportunities in the pipeline. * Develop an initial territory plan with account prioritization and resource needs. * Establish a consistent forecast cadence and pipeline inspection rhythm. FIRST 90 DAYS * Achieve pipeline coverage of 3–4x quota across the team. * Maintain a forecast accuracy of >85%. * Complete at least one strategic hire or initiate recruitment for open headcount. * Close or advance 3+ strategic deals valued at >$500K ARR. FIRST YEAR * Achieve 100%+ of team quota with balanced contribution across all reps. * Recruit and successfully ramp 2+ new Enterprise AEs. * Develop and promote at least 1 team member. * Maintain a >90% rep retention rate. * Build 5+ referenceable customer relationships that provide case studies, references, or expand by >50%. MISC. SALES DIRECTOR, US MAJORS (TOLA) * Location: Must live in Texas and willing to travel across Texas, Oklahoma, Louisiana, Arkansas (TOLA) Team * Size: 6-8 Enterprise Account Executives Quota Responsibility: $15-20M annual recurring revenue * Travel: Up to 50% within territory and to customer/company meetings COMPENSATION Estimated annual salary of $380,000 - $470,000. 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 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.

Pantheon

Pantheon has been at the forefront of private markets investing for more than 40 years, earning a reputation for an innovative approach to investing in secondaries, co-investments, and primary fund investments, as well as capital formation across commingled funds, evergreen vehicles and customized solutions. Our specialist investment capabilities span multiple strategies across private equity, infrastructure and real assets, and private credit. Through our collaborative and committed culture, we find new ways to solve complex problems together and deliver innovative investment opportunities across private markets. Pantheon currently manages approximately $82.3 billion in AUM across all its strategies, serving more than 750 institutional and 638 private wealth clients worldwide For further details please visit www.pantheon.com Purpose of the Position  The Vice President is a senior member of the Infrastructure investment team, responsible for leading the research, sourcing and analysis of primary fund investments, secondaries and co-investment opportunities generated by Pantheon's GPs, and for directing the ongoing monitoring of Pantheon's European infrastructure and real assets investment portfolio. The role holder takes primary ownership of transaction execution, deputising for senior team members where required, and plays a leading role in origination, fundraising and client relationship management, while managing and developing the Analysts, Associates and Senior Associates and acting as a role model for professional standards and technical excellence across the team. Key Responsibilities:  Investment research, process and monitoring activity, including: * Leading origination of infrastructure investment opportunities, building and maintaining a network of GP and co-investment relationships to source new deal flow * Directing screening and due diligence workstreams, including sector and market analysis, and coordinating input from advisors and internal specialists * Reviewing and stress-testing detailed financial models (including discounted cash flow, project finance and LBO analyses as relevant) prepared by junior team members, and overseeing the team's modelling output * Owning the preparation and presentation of investment materials for internal and external committees, including investment theses, downside cases, sensitivities, and key risks and mitigants * Leading transaction execution and closing, including process management, negotiation support, and Q&A workstreams run by junior team members * Directing ongoing monitoring of co-investments and the wider investment portfolio, including quarterly reporting, KPI tracking and portfolio analytics, and escalating emerging risks and opportunities Marketing & Client Service: * Supporting on presentations to prospects and playing a senior role in client update meetings * Participation at the Pantheon Annual Investor Meeting and other client events * Contributing to fundraising materials and taking ownership of responses to investor and consultant requests  External Relations, including: * Speaking and preparing journal papers * Representing the business at industry associations and conferences  Team management and broader platform involvement: * Management, supervision and development of Senior Associates, Associates and Analysts, including acting as a role model and mentor to junior team members * Contributing to firm-wide initiatives and strategic projects outside core team responsibilities Ensure compliance with relevant laws, regulations and Pantheon policy (including reporting compliance risks and maintaining appropriate standards of conduct) Knowledge and Experience Required: * Significant relevant experience (typically 8+ years) in infrastructure, energy, renewables, utilities, digital infrastructure, transport, or broader private markets investing, corporate finance, advisory, or asset management, with a demonstrated track record of leading investment execution * Prior experience gained either with a GP, financial institution or advisory firm * Advanced financial modelling capability, including critically reviewing and stress-testing complex models built by junior team members, structuring sensitivities, and delivering clean, decision-ready outputs at pace * Strong command of valuation and deal mechanics, including drivers of returns, financing structures, and key diligence workstreams, with a proven ability to identify and mitigate transaction risk * Track record of leading transaction execution end-to-end, including negotiation, legal documentation, and closing * High level of professionalism, confidentiality, discretion and judgement * Bachelor's degree or equivalent highly desirable in a numerate discipline (finance, commerce or business-related, maths, physics or engineering) * MA or MSc in a numerate discipline, MBA, or CFA would be advantageous * FSA qualifications would be preferable * Advanced Excel and PowerPoint, with strong attention to detail and a high standard of formatting and presentation * Practical, hands-on user of AI tools, with a demonstrated ability to integrate them into private equity investment processes * Willingness to travel as required Skills & Attributes * Analytically curious and rigorous, with a strong grasp of infrastructure sub-sector fundamentals * Sound commercial judgement, able to form, defend, and refine an investment view using data and clear logic * Clear communicator, able to translate analysis into concise materials for senior decision makers and investment committee members * Highly organised executor, comfortable running parallel workstreams, tracking detail, and delivering under time pressure * Professional and confident with counterparties and advisors in meetings and diligence interactions * Motivated by a fast-paced deal execution environment, able to perform under pressure with limited supervision * Strong problem solving, influencing, and relationship building skills across internal teams and external stakeholders * Demonstrated team management and training capabilities This job description is not to be construed as an exhaustive statement of duties, responsibilities, or requirements. You may be required to perform other job-related duties as reasonably requested by your manager. Pantheon is an Equal Opportunities employer, we are committed to building a diverse and inclusive workforce so if you're excited about this role but your past experience doesn't perfectly align we'd still encourage you to apply.

Paddle

What do we do? Paddle offers SaaS companies a completely different approach to their payment infrastructure. Instead of assembling and maintaining a complex stack of payments-related apps and services, we’re a Merchant of Record for our customers. That means we take away 100% of the pain of payment fragmentation. It’s faster, safer, cheaper, and, above all, way better. We’re backed by investors including KKR, FTV Capital, Kindred, Notion, and 83North and serve over 6000 software sellers in 245 territories globally.We’re looking for a strategic VP of Revenue Operations to elevate how Paddle scales, sharpens commercial execution, and accelerates revenue growth. The Role: This role sits at the heart of our GTM engine, owning the systems, insights, and operating rhythms that power our Sales, Marketing, and Customer teams. You’ll define the operational backbone of the business, influence commercial direction, and ensure our GTM organisation is equipped to win at scale. Your mission is to drive the GTM drumbeat—balancing the operational rigour of "running the business" with the strategic foresight required to "grow the business." With a strong analytical and strategic mindset, you’ll turn complex data into clear, actionable insights that improve decision-making, forecasting accuracy, and execution across the funnel. Through close cross-functional partnership across the business, you’ll implement new workflows, streamline and automate scalable processes, and help Paddle move faster with confidence as we grow globally. What you'll do: * Act as a trusted partner to the CRO and CMO, aligning Revenue Operations strategy with company priorities and commercial objectives * Own the design and implementation of Paddle’s GTM operating model, including territories, capacity planning, quotas, and sales compensation programs that motivate performance and drive sustainable growth * Lead a high-performing Deal Desk function, balancing strong commercial guardrails with the speed and flexibility to scale * Manage the GTM technology stack and data architecture, optimised through AI-driven automation to improve visibility, accuracy, and efficiency across the GTM lifecycle * Establish the global standard for forecasting and pipeline management disciplines, tracking performance from lead through expansion to improve conversion rates, deal velocity, and planning accuracy * Lead GTM enablement strategy and execution, reducing ramp time and ensuring field teams are trained, coached, and equipped to clearly articulate Paddle’s value proposition * Own the management and delivery of high-impact GTM initiatives translating strategy and plans into execution with clear ownership, risk management, and progress reporting * Continuously audit and optimise existing ways of work, removing friction and implementing scalable processes that deliver operational efficiency and productivity gains * Partner closely with Product, Finance, Sales, and Customer teams to ensure a shared view of performance, consistent metrics, and strong alignment between commercial execution and company goals Everyone is welcome at Paddle At Paddle, we’re committed to removing invisible barriers, both for our customers and within our own teams. We recognise and celebrate that every Paddler is unique and we welcome every individual perspective. As an inclusive employer we don’t care if, or where, you studied, what you look like or where you’re from. We’re more interested in your craft, curiosity, passion for learning and what you’ll add to our culture. We encourage you to apply even if you don’t match every part of the job ad, especially if you’re part of an underrepresented group. Please let us know if there’s anything we can do to better support you through the application process and in the workplace. We will do everything we can to support any accommodations needed. We’re committed to building a diverse team where everyone feels safe to be their authentic self. Let’s grow together. Our Values * Paddle Together - “None of us, is as smart as all of us” * Paddle Simply - “Simple can be harder than complex: you have to get your thinking clean to make it simple” * Paddle for others - “We can realise our wildest dreams, so long as we help enough other people to realise theirs” Why you’ll love working at Paddle We are a diverse, growing group of Paddlers across the globe who pride ourselves on our transparent, collaborative and respectful culture. We are a ‘digital-first’ company, which means you can work remotely, from one of our stylish hubs, or even a bit of both! We offer all team members unlimited holidays and 4 months paid family leave regardless of gender. We invest in learning and will help you with your personal development via constant exposure to new challenges, an annual learning fund, and regular internal and external training.