GTM Strategy Senior Principal / Director, Consumption Operations

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