# GTM Strategy Senior Principal / Director, Consumption Operations

**Company**: Cloudflare
**Location**: Hybrid
**Work arrangement**: hybrid
**Experience**: senior
**Job type**: full-time
**Salary**: $230,000 - $317,000
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/cloudflare/jobs/8301592?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_253dc799-372

## Description

## About the Role

You will lead the strategy for how Cloudflare measures, plans for, and grows Consumption across GTM, working stakeholder first with GTM leaders and the Developer leadership team.

## Responsibilities

- Define the metric and roadmap: Work with GTM leaders and Developer leadership to set the Consumption metric and multi-year roadmap, and bring hard trade-offs to executives with a recommendation.

- Target methodology: Set the central methodology for Consumption targets. Partner with Geo Ops and central territory design, who own territory carving, so opportunity, targets, and support, are distributed equitably.

- Shape the Rules of Engagement: Work with RevOps and GTM leaders to draft Consumption policy on account ownership, crediting, and cross-geo allocation, set the standard for enforcing it, and help teams across geos collaborate on our most critical customers.

- Ready new motions: Partner with Pricing, Deal Desk, and the Developer Platform team so consumption led motions are ready for the field before they scale.

- Coordinate the program: Coordinate the integrated plan, go-live readiness, and cross-functional cadence.

- Land the metric and enable the field: Work with GTM leaders and Developer leadership on enablement and onboarding, coordinate how Consumption changes the work of sellers and support roles, and lead continuous improvement after launch.

- Lead the Specialist and use AI: Set priorities for the Data and Operations Specialist, and use AI tools and agents, to take on program reporting, analysis, and recurring updates.

## Requirements

- Experience: 12 or more years in GTM strategy, sales strategy, revenue operations, sales planning, or sales transformation, ideally at a cloud, infrastructure, SaaS, or other usage-based business

- Program leadership: A record of running complex, multi-team programs and launching new metrics, processes, or tools to a large sales organization

- Planning depth: Prior experience in territory design, quota setting, capacity planning, and forecasting, including hiring and ramp assumptions

- Policy judgment: Experience drafting and enforcing sales policy such as account ownership, crediting, or rules of engagement

- Consumption fluency: Understanding of how usage ramps, commits, overages, and PAYGO differ from subscription bookings

- Stakeholder partnership: Ability to work stakeholder first, weighing options, explaining trade-offs plainly, and aligning senior leaders across Sales, Finance, Product, Developer, and Pricing teams

- AI fluency: Familiarity with using AI assistants and agents in daily work

- Comfort with ambiguity: Ability to build structure where little exists and keep moving while decisions are still being made

## Nice to Have

- Developer-led growth: Experience supporting developer platforms or self-serve to sales-assisted motions

- Building with AI: Experience building automations, agents, or prompts that save a team real time

## Compensation

- Estimated annual salary of $230,000 - $317,000 for SF, SJ, and Bay Area Metro based hires

- Estimated annual salary of $220,000 - $303,000 for Boston, California - Remote, Connecticut - Remote, DC Metro, Massachusetts - Remote, New Jersey - Remote, New York City, NY Metro, Remote - Washington, Washington (Kirkland), and Washington D.C. based hires

- Estimated annual base salary of $200,000 - $275,000 for Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires

## Benefits

- 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

## Skills

### Required
- GTM strategy
- sales strategy
- revenue operations
- sales planning
- territory design
- quota setting
- capacity planning
- forecasting
- policy judgment
- consumption fluency
- stakeholder partnership
- AI fluency

### Nice to have
- developer-led growth
- building with AI

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/cloudflare/jobs/8301592?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)