Director, Deal Desk Regional

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. We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join usAbout the Deal Desk Team The Deal Desk team is a critical component of the Finance function, acting as a strategic partner to the global Go-To-Market (GTM) organization. We are responsible for partnering with sales to structure, negotiate, and close complex commercial deals. We effectively balance a focus on deals that are profitable, compliant, and scalable while also keeping our customers’ best interest in mind. We are committed to leveraging technology and automation to improve our processes and provide a competitive advantage. We collaborate closely with Sales, Legal, and Operations to deliver innovative and effective deal structures that meet our customers' needs and align with our business and financial objectives. What you’ll do As the Deal Desk Regional Director, you will be a strategic leader responsible for overseeing the deal desk function for your designated region. You will be a player-coach, balancing hands-on deal support with high-level strategic planning and team leadership. Strategic Leadership: Own the regional Deal Desk strategy, ensuring it aligns with global objectives and regional GTM priorities. You will be a key strategic partner to regional sales leadership on all deal-related matters. Team Leadership & Development: Lead, mentor, and manage a team of Deal Desk professionals. You will be responsible for their professional growth, performance management, and day-to-day guidance. Complex Deal Execution: Personally engage on the most complex, high-value, or strategic deals in the region, providing hands-on support and expertise to your team and sales leaders. Process Automation & Improvement: Champion and drive the adoption of AI and automation tools to streamline the regional deal process. You will partner with global teams to identify and implement new technologies that improve efficiency and decision-making. Cross-Functional Collaboration: Act as the primary liaison between regional sales, legal, finance, and operations teams. You will ensure consistent application of policies and a smooth flow of communication across the organization. Reporting & Analysis: Provide regional leadership with regular reporting and analysis on deal performance, profitability trends, and process efficiency, using data to inform strategic decisions. Examples of desirable skills, knowledge and experience To succeed in this role, you should be a seasoned leader with deep commercial and financial expertise, a passion for technology, and a proven track record of managing high-performing teams. Experience: You have 7+ years of experience in a Deal Desk role, with at least 3 years in a leadership or management position. Experience in a SaaS or technology company is required. Leadership & Coaching: Proven ability to build, lead, and mentor a team. You should be a strong coach who can empower others to succeed. Financial Acumen: Deep understanding of SaaS metrics, pricing models, and financial concepts like ARR, Gross Margin, and profitability. Experience with revenue recognition principles (e.g., ASC 606) is a plus. Process Automation Mindset: A strong track record of identifying and implementing process improvements, ideally through the use of technology, automation, or AI. Problem-Solving: Exceptional problem-solving skills and the ability to navigate complex, ambiguous situations to achieve positive outcomes. Communication & Collaboration: Excellent communication and interpersonal skills. You can build trust and influence stakeholders at all levels, from individual contributors to executive leadership. 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 youThis 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 or via mail at 101 Townsend St. San Francisco, CA 94107. #J-18808-Ljbffr