GTM Data Specialist, Consumption & Revenue Operations
About The Position
Cloudflare’s Consumption Transformation Team helps define and operationalize Consumption and Revenue as core Go-To-Market metrics. The team works with GTM leaders and Developer leadership to establish the metric and its Rules of Engagement (ROE), build analytics and field reporting, and support enablement, implementation, and continuous improvement. As a member of this new team, you will help establish how it operates and use AI tools to scale the team’s work. The GTM Data Specialist turns Consumption strategy into working models, trusted data, and clear answers for the field. You will design and maintain targeting models, develop scorecards with cross-functional partners and the Data and Analytics Leader, provide Geo Ops with analytics, and respond to field questions about data and reporting. You will also help improve models and policies based on what the data and field cases reveal.
Requirements
- At least 5 years of experience in sales operations, revenue operations, business analytics, target setting or territory modeling, or data operations; ideally in a usage-based or billing-driven business.
- Ability to build and back-test a quota or forecast model and explain its assumptions.
- Strong SQL skills on large datasets, such as BigQuery or similar, and experience reconciling data against CRM and billing data.
- Experience building scorecards or dashboards that other teams rely on.
- Understanding of accuracy, documentation, and audit trails when figures affect pay, and ability to consistently apply written policies such as Rules of Engagement to real cases.
- Ability to clearly and calmly explain technical answers to sellers and managers, and collaborate with Geo Ops, Finance, Billing, data engineering, and IT.
- Daily experience using AI assistants and agents for analysis, coding, and documentation; ability to check their output against the data and demonstrate work made faster or better with AI.
Nice To Haves
- Experience with Salesforce reports, SQL, account hierarchies, and ownership rules.
- Experience building automations, agents, or prompts to handle routine analysis, reporting, or support questions.
Responsibilities
- Build, evolve, and own the methodology for the target-setting model; back-test targets, land them with GTM leaders, and continually improve them.
- Translate direction from the Strategy Lead into working methods and recommendations, and flag when data indicates the plan should change.
- Build and maintain scorecards with DIA and GTM Analytics teams and cross-functional partners, covering field performance, data quality, and disputes.
- Validate actuals, baselines, targets, revenue attribution, and account ownership against source systems such as BigQuery, and reconcile GTM Revenue to Finance and Billing.
- Answer field questions and cases about baselines, quotas, crediting, and ownership; apply the Rules of Engagement consistently and document decisions.
- Identify when Rules of Engagement need to change and provide account hierarchy and ownership data to support collaboration across geographies on critical customers.
- Provide analytics to Geo Ops and central territory design for territory and coverage plans, supporting 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 tools to write and review SQL, accelerate reconciliations, draft answers to common field questions, and automate recurring checks; verify results and follow Cloudflare policy for confidential data.
Benefits
- Medical/Rx insurance
- Dental insurance
- Vision insurance
- Flexible Spending Accounts
- Commuter Spending Accounts
- Fertility and family-forming benefits
- On-demand mental health support and Employee Assistance Program
- Global travel medical insurance
- Short- and long-term disability insurance
- Life and accident insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
- Equity plan participation
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
