cloudflare
Principal, GTM Automation, RevOps.
About this role
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: Austin, San Francisco
Principal, GTM Automation, RevOps
What We're Looking For
We're hiring a Principal for GTM Automation to document processes, build the AI agents and automation, and design improvements for our Revenue organization (Sales, Marketing, Customer Success, Partner, RevOps). This is a senior individual contributor role where you will build and maintain the automation needed to drive efficiency and reduce operational friction.
The hard part of this job is knowing where not to put an agent. You'll decide which parts of prospecting, account research, deal management, and renewals can be handed to AI systems, where a person has to stay involved, and how we confirm the output is right before a seller acts on it. You will work directly with Sales leadership, Revenue Operations, Enablement, and the data and engineering teams on tools that save sellers real time. Success is identified by creating systems that resolve mundane tasks and save people real time. We are looking for someone who has run agentic systems in production for a business team and can tell us what broke and what they changed.
Location: Remote, Austin or San Francisco
What You'll Get To Do In This Role
- Design and build agentic workflows for repetitive revenue work such as account creation and enrichment, CRM updates, renewals, QBR prep, deal registration, account ownership, etc. Add RBAC, observability, error handling, etc. to make the systems as robust as possible.
- Decide where AI and automation fit in the go-to-market motion, and where human judgment is still required.
- Set the quality bar for agents in production: evals that run before every release, monitoring tied to pipeline and revenue, clear rules for sensitive data, and a tested rollback.
- Own the architecture that connects agents to Salesforce, the data warehouse, enrichment and intent sources, and call data, so the next workflow reuses what the last one built.
- Build the signal layer that feeds account prioritization, routing, and next-best-action. Product usage, intent, firmographic changes, and call transcripts all go in.
- Review code and designs from stakeholders (analysts, Revenue Operations partners, etc.). Where version control, tests, or code review are missing, help put them in place.
- Work with Sales, Marketing, and Customer Success leaders to find the work worth automating, and say no to the work that isn't. Measure adoption and business impact for everything that ships. Retire tools that the organization isn’t using.
- Track new models, agent frameworks, and vendor tools, and decide what's worth adopting.
What We're Looking For In You
- 10+ years in software engineering, data engineering, GTM automation, or revenue systems, with several years owning systems from design through production support at staff level or above.
- At least one LLM-powered workflow or agent that a business team relied on in production. Be ready to walk us through how it called tools, handled failures, and was evaluated.
- Strong Python or TypeScript, and strong SQL. You write tested code, and you can review AI-generated code well enough to catch what it gets wrong.
- Hands-on Salesforce experience with the data model, Flow, APIs, and permissions, and a clear sense of how CRM data goes bad when automation writes to it. Comfort working directly in BigQuery, Snowflake, or a similar warehouse.
- Experience integrating SaaS systems over REST APIs and webhooks, and tracing a failure back to its source.
- Working knowledge of enrichment and signal tools such as D&B, ZoomInfo, and HG Insights, and a view on what to do when two sources disagree.
- You can explain the same system to a sales VP in two sentences and to an engineer in a schema, and you can influence leaders on teams that don't report to you.
• Compensation
Compensation may be adjusted depending on work location.
- For San Francisco based hires: Estimated annual salary of $184,000-$230,000.
- Austin based hires: Estimated annual salary of $160,000 - $210,000.
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
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
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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.
What you'll bring
- Design and build agentic workflows for repetitive revenue work such as account creation and enrichment, CRM updates, renewals, QBR prep, deal registration, account ownership, etc. Add RBAC, observability, error handling, etc. to make the systems as robust as possible.
- Decide where AI and automation fit in the go-to-market motion, and where human judgment is still required.
- Set the quality bar for agents in production: evals that run before every release, monitoring tied to pipeline and revenue, clear rules for sensitive data, and a tested rollback.
- Own the architecture that connects agents to Salesforce, the data warehouse, enrichment and intent sources, and call data, so the next workflow reuses what the last one built.
- Build the signal layer that feeds account prioritization, routing, and next-best-action. Product usage, intent, firmographic changes, and call transcripts all go in.
- Review code and designs from stakeholders (analysts, Revenue Operations partners, etc.). Where version control, tests, or code review are missing, help put them in place.
- Work with Sales, Marketing, and Customer Success leaders to find the work worth automating, and say no to the work that isn't. Measure adoption and business impact for everything that ships. Retire tools that the organization isn’t using.
- Track new models, agent frameworks, and vendor tools, and decide what's worth adopting.
- Document each system and who owns it, so it keeps running when you move on to the next one.