Cloudflare
GTM Strategy Senior Principal / Director, Consumption Operations
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: USA About the Team Cloudflare is changing how it grows and how it measures growth and Revenue and Consumption is becoming a core Go-To-Market (GTM) metric that shapes our GTM motions. The Consumption Transformation Team is the design engine for that change. Working closely with GTM leaders and the Developer leadership team, we help define the metric, draft and enforce the Rules of Engagement (ROE) for Consumption, build the analytics and field reporting, and support enablement, landing, and continuous improvement. We are a partnering team and aim to work cross functionally to support our internal functions successfully in a consumption business. This is a new team, so you will be building the way we work, and we expect successful candidates to use AI every day to take on more than a team this size normally could. 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. You will shape the roadmap, bring Pricing, Finance, Product, and Sales Leadership around one approach, and coordinate the program that gets the field ready for go-live and keeps it supported as the motion grows. What you’ll do 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. Help connect targets and coverage to the annual capacity plan, including hiring and ramp time for new sellers. 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 so credit and ownership are clear. 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. Help clear blockers across GTM, Product, Finance, and IT, and report plainly on program health. 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. Examples of desirable skills, knowledge and experience 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, including resolving cross-geo disputes Consumption fluency: You understand how usage ramps, commits, overages, and PAYGO differ from subscription bookings Stakeholder partnership: You work stakeholder first: you weigh options, explain trade-offs plainly, and align senior leaders across Sales, Finance, Product, Developer, and Pricing teams without direct authority AI fluency: You already use AI assistants and agents in your daily work, check what they produce, and can show examples of work you made faster or better with AI Comfort with ambiguity: You can build structure where little exists and keep moving while decisions are still being made Bonus points Developer-led growth: Experience supporting developer platforms or self-serve to sales-assisted motions Building with AI: Experience building your own automations, agents, or prompts that save a team real time Compensation Compensation may be adjusted depending on work location. For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $230,000 - $317,000. 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 $220,000 - $303,000. 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 $200,000 - $275,000. CO ONLY Application Deadline: January, 17 2027 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 released1.1.1.1 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 actualrace, 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.