Senior Director, Field CTOs

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. Smartsheet is seeking an experienced sales professional to join our team as an Enterprise Account Executive. You will have a history of performance in quota attainment and developing customer accounts within the Higher Education sector.  This role will cover Virginia, Maryland and Washington D.C. and requires you to be in market. You will report directly to our Regional Director, Enterprise - SLED. You will leverage your expertise in enterprise software sales and deep understanding of the higher education landscape to build strong relationships with key decision-makers, including CIOs, CTOs, provosts, and other senior administrators. This role requires a strategic approach to sales, a consultative selling style, and the ability to navigate complex procurement processes. You Will:  * Navigate complex Higher Education and School District  procurement processes and cycles * Identify and engage key stakeholders at colleges and universities, including executive leadership, IT, academic, and administrative teams * Expectations for customer travel will be based on opportunities with a key customer, preferred at least 1x per quarter * Understand and respond to Requests for Proposals (RFPs) and Requests for Quotes (RFQs) * Build and maintain strong relationships with CIOs, IT Directors, Procurement Officers, and other key stakeholders * Apply industry knowledge and research  * Travel onsite to key customers for executive presentations, user group presentations, and industry specific events * Tailor sales presentations and proposals to address the specific needs and challenges of Higher Education Institutions or School Districts  * Maintain expertise in enterprise technology solutions, including cloud computing, cybersecurity, networking, SaaS, and digital transformation * Execute a solution-based sales process encompassing multiple groups within accounts with 5k-20k+ employees * Develop and prospect new business opportunities within existing customers by analyzing and proactively targeting high-value needs across multiple departments and agencies * Leverage existing relationships to expand Smartsheet’s footprint into other departments within the departments and drive revenue or growth during renewals * Articulate and demonstrate Smartsheet's unique organizational solutions and functional value * Build executive awareness, sales pipeline and bookings growth within your territory * Facilitate and manage the partnerships with Sales Engineers, Solutions Consultants, Sales Development and Customer Success teams to manage full sales cycle and close business * Develop tailored proposals based on customers desired outcomes * Use sales enablement tools to identify business need and personalize approach as to how Smartsheet can add value to the customer’s business  * Track and utilize key metrics in order to effectively forecast sales pipeline  and sales activity using our CRM platform * Work with multiple functional departments and roles to manage customer life cycle from pre-sale to renewal You Have: * 7+ years of years of full cycle sales experience (prospecting to close)  in a technology oriented field. SaaS is highly preferred but not required.  * Proven track record of success selling into state and local governments, K-12, or higher education institutions. * Experience with RFPs, procurement cycles, and government contracting vehicles (e.g., NASPO, GSA, DIR, etc.). * Experience maintaining customer relationships and maintaining relationships in a B2B environment * Ability to travel as needed within the assigned region * Experience prospecting and managing a designated territory to maximize revenue growth * The ability to research accounts to uncover opportunities for up-sell within existing plans, and multi-thread opportunities across the organization * A data-driven sales approach that informs your process and guidance to customers * The ability to work effectively under pressure; with a strong work ethic while being self-directed and resourceful  * Strong relationship management skills and the ability to manage strategic interactions with senior level management * Familiarity of CRM software packages and proficiency with Google Suite * Excellent written and verbal communication skills Current US Perks & Benefits: * Employer subsidized medical/vision and dental coverage for full-time employees * 401k Match to help you save for your future (50% of your contribution up to the first 6% of your eligible pay) * Monthly stipend to support your work and productivity * Flexible Time Away Program, plus Sick Time Off * US employees are automatically covered under Smartsheet-sponsored life insurance, short-term, and long-term disability plans * US employees receive 12 paid holidays per year * Up to 24 weeks of Parental Leave * Personal paid Volunteer Day to support our community * Opportunities for professional growth and development including access to Udemy online courses * Company Funded Perks, including a counseling membership, local retail discounts, and your own personal Smartsheet account * Teleworking options from any registered location in the U.S. (role specific) Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. US Base Salary Pay Range $97,500—$192,500 USD   Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.  If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.   #LI-Remote

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 * Singapore ABOUT THE ROLE At Cloudflare, we have a bold vision for the future: to help build a better Internet. Cloudflare secures this new era by building the trusted, neutral infrastructure that enables organizations to safely connect, protect, and accelerate their digital footprints. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. Cloudflare is looking for a results-oriented and strategic Senior Director of Field Marketing, APAC who loves driving revenue and digging into new Go-To-Market challenges. In this role, you will lead a high-performing team of marketing professionals to develop a comprehensive marketing strategy and manage localized campaigns across the entire APAC theater—encompassing ANZ, ASEAN, Korea, GCR, and SAARC—to fuel our regional success and expansion. You are a seasoned growth marketer who thrives in a dynamic environment, moves quickly to build structure, and can serve as the primary regional partner to our global teams. RESPONSIBILITIES * Drive APAC Marketing Strategy and Pipeline Generation: Define and own the comprehensive APAC demand marketing strategy, covering all segments from commercial to the region's largest enterprise accounts, and maximizing total pipeline by integrating deep Go-To-Market and sales development knowledge. * Champion Agentic AI Transformation: Champion and operationalize an agentic, "Human + AI" mindset, focusing on system-level process design, custom apps, and workflow automation to build the fastest, most leading-edge marketing organization in the industry and 10X team productivity. * Foster Executive Engagement & Regional Event Strategy: Own and execute the regional event strategy, including third-party events and hosted roadshows (such as Cloudflare Connect and Immerse), while actively driving community building and executive CXO engagement across the APAC region. * Lead and Collaborate Across Functions: Lead a high-performing team, acting as the primary liaison between APAC marketing functions, regional managers, and field sales while collaborating with Global Demand Gen and Campaigns and Partner teams (GSIs, Resellers) to amplify co-marketing motions. * Ensure Market and Message Alignment: Partner with sales and product marketing to shape the regional message, converting insights into campaign assets and managing strategic target account marketing (ABM) approaches for high-value enterprise accounts. * Execute, Optimize, and Report: Discover and develop integrated marketing approaches that deliver disruptive growth, consistently analyzing campaign results to optimize for increased account engagement, spend effectiveness, and reporting insights back to the international organization. * Transformative Team Leadership: Shape the future of our regional marketing footprint by scaling, mentoring, and empowering a high-performing, diverse team dedicated to execution excellence. * Performance-Driven Budget Management: Drive fiscal excellence by overseeing the strategic distribution and forecasting of the APAC marketing budget, aligning resources directly with our highest-growth market opportunities. DESIRABLE SKILLS, KNOWLEDGE, AND EXPERIENCE * Demonstrated experience and success in B2B APAC marketing with extensive knowledge of the broader GTM team and multi-country dynamics. * Strong leadership qualities, with a proven track record of leading, scaling, and mentoring high-performing field marketing teams. * Deep understanding of demand, inbound, and account-based/target account marketing (ABM) strategies. * Experience in leveraging generative AI tools, custom applications, and automated workflows for marketing orchestration and content velocity. * Highly self-motivated, organized, and possess excellent quantitative skills to make data-driven decisions and reports. * Excellent writing and presentation skills to effectively communicate with international executive stakeholders. CORE LEADERSHIP COMPETENCIES * Builds Effective Teams: Building strong-identity teams that apply their diverse skills and perspectives to achieve common goals. * Strategic Mindset: Seeing ahead to future possibilities and translating them into breakthrough strategies. * Drives Results: Consistently achieving results and hitting pipeline targets, even under tough circumstances. * Develops Talent: Developing people across diverse geographic locations to meet both their career goals and the organization's goals. 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.