GTM Strategy Senior Principal / Director, Consumption Operations

Cloudflare

2d•$200,000 - $317,000

About The Position

Cloudflare is hiring a leader to define and drive how the company measures, plans for, and grows Consumption across its go-to-market organization. The role works closely with GTM leaders and Developer leadership to shape the Consumption strategy and roadmap, align Pricing, Finance, Product, and Sales leaders, and coordinate field readiness for launch and ongoing support as the motion grows. The position is part of a new Consumption Transformation Team that defines the metric, establishes Rules of Engagement, develops analytics and field reporting, and supports enablement and continuous improvement. The role leads cross-functional planning and program execution, including Consumption target methodology, coordination with Geo Operations and territory design, and alignment of targets and coverage with annual capacity planning, hiring, and seller ramp assumptions. It develops and supports policy for account ownership, crediting, and cross-geography allocation; prepares consumption-led motions with Pricing, Deal Desk, and the Developer Platform team; and coordinates program cadence, go-live readiness, blocker resolution, and program-health reporting. It also leads enablement and onboarding, gathers and applies post-launch improvements, sets priorities for a Data and Operations Specialist, and uses AI tools and agents to accelerate reporting, analysis, and recurring updates. The position is available in the USA. Compensation varies by work location, and the role is eligible for Cloudflare’s equity plan.

Requirements

12 or more years of experience in GTM strategy, sales strategy, revenue operations, sales planning, or sales transformation; ideally in a cloud, infrastructure, SaaS, or other usage-based business.
A record of leading complex, multi-team programs and launching metrics, processes, or tools to a large sales organization.
Experience with territory design, quota setting, capacity planning, and forecasting, including hiring and ramp assumptions.
Experience drafting and enforcing sales policies such as account ownership, crediting, or Rules of Engagement, including resolving cross-geography disputes.
Understanding of usage ramps, commits, overages, and PAYGO compared with subscription bookings.
Ability to work stakeholder-first, explain trade-offs clearly, and align senior leaders across Sales, Finance, Product, Developer, and Pricing teams without direct authority.
Regular use of AI assistants and agents, with the ability to review their output and demonstrate examples of work improved or accelerated with AI.
Ability to create structure in ambiguous settings and keep work moving while decisions are being made.

Nice To Haves

Experience supporting developer platforms or self-serve-to-sales-assisted motions.
Experience building automations, agents, or prompts that save a team time.

Responsibilities

Define the Consumption metric and multi-year roadmap with GTM and Developer leadership, and present executive recommendations on trade-offs.
Establish the central methodology for Consumption targets and partner with Geo Operations and central territory design on equitable distribution of opportunity, targets, and support.
Connect targets and coverage to the annual capacity plan, including seller hiring and ramp-time assumptions.
Develop Consumption Rules of Engagement with Revenue Operations and GTM leaders, covering account ownership, crediting, and cross-geography allocation; set enforcement standards and support collaboration on critical customers.
Partner with Pricing, Deal Desk, and the Developer Platform team to prepare consumption-led motions for field adoption before they scale.
Coordinate the integrated program plan, go-live readiness, and cross-functional operating cadence; clear blockers across GTM, Product, Finance, and IT; and report on program health.
Coordinate enablement and onboarding with GTM and Developer leadership, explain how Consumption changes the work of sellers and support roles, and lead continuous improvement after launch.
Set priorities for the Data and Operations Specialist and use AI tools and agents for program reporting, analysis, and recurring updates.

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