GTM Data Specialist, Consumption & Revenue Operations

About the Role

You will turn the Consumption strategy into working models, trusted data, and clear answers for the field. You will design, build, and land the targeting models, build scorecards with our cross-functional partners and Data and Analytics Leader, give Geo Ops analytics they need to run their business, and be the first stop when our field teams seek clarity on our data, reporting, and use this to improve our models.

Responsibilities

• Design, model, and land targets: Build and evolve our target setting model, and own the methodology. Back-test them, land them with GTM leaders, and keep improving them.
• Execute the strategy: Take direction from the Strategy Lead and turn it into working methods and recommendations, and flag early when the data says the plan should change.
• Build scorecards: Work with our DIA and GTM Analytics teams to build and maintain scorecards with cross-functional partners covering field performance, data quality, and disputes.
• Protect data integrity: Validate actuals, baselines, targets, revenue attribution, and account ownership against source systems such as BigQuery, and tie GTM Revenue back to Finance and Billing.
• Support the field and apply the Rules of Engagement: Answer field questions and cases on baselines, quotas, crediting, and ownership, applying the Rules of Engagement consistently and keeping a record of each decision. Spot where a rule needs to change, and provide the account hierarchy and ownership data teams need to collaborate across geos on our most critical customers.
• Support territory planning and partner across teams: Provide analytics to Geo Ops and central territory design so they can deliver successful territory and coverage plans with equitable distribution of opportunity and targets. Work with Finance, Billing, data engineering, IT, RevOps, and Compensation to define data needs and move manual spreadsheet work into governed data products.
• Use AI to scale the work: Use AI tools, to write and review SQL, speed up reconciliations, draft answers to common field questions, and automate recurring checks. Review every result for accuracy and follow Cloudflare policy on confidential data.

Requirements

• Experience: 5 or more years in sales operations, revenue operations, business analytics, target setting or territory modelling, or data operations, ideally in a usage-based or billing-driven business
• Modelling: You can build and back-test a quota or forecast model and explain its assumptions
• SQL and data: Strong SQL on large datasets (BigQuery or similar), reconciling against CRM and billing data
• Reporting: You have built scorecards or dashboards that other teams rely on
• Controls and policy mindset: You understand why accuracy, documentation, and an audit trail matter when numbers drive pay, and you can apply a written policy such as the Rules of Engagement consistently to real cases
• Communication: You explain technical answers clearly and calmly to sellers and managers, and work well with Geo Ops, Finance, Billing, data engineering, and IT
• AI fluency: You already use AI assistants and agents in your daily work for analysis, coding, and documentation, check their output against the data, and can show examples of work you made faster or better with AI

Nice to Have

• Salesforce: Experience with reports, SQL, account hierarchies, and ownership rules
• Building with AI: Experience building your own automations, agents, or prompts that handle routine analysis, reporting, or support questions

Compensation

• For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $138,000 - $190,000.
• 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 salary of $132,000 - $182,000.
• For Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires: Estimated annual base salary of $120,000 - $165,000.

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