Role Overview
The role involves leading the strategy for how Cloudflare measures, plans for, and grows Consumption across GTM, working stakeholder first with GTM leaders and the Developer leadership team. The team aims to work cross-functionally to support internal functions successfully in a consumption business.
What You Will Do
The responsibilities include defining the metric and roadmap, setting the central methodology for Consumption targets, shaping the Rules of Engagement, readying new motions, coordinating the program, and landing the metric and enabling the field.
Why It Might Be a Fit
The ideal candidate has experience in GTM strategy, sales strategy, revenue operations, sales planning, or sales transformation, ideally at a cloud, infrastructure, SaaS, or other usage-based business. They should have a record of running complex, multi-team programs and launching new metrics, processes, or tools to a large sales organization.
Requirements
- 12 or more years in GTM strategy, sales strategy, revenue operations, sales planning, or sales transformation
- 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
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
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Time Off
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
To apply for this job please visit boards.greenhouse.io.
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