GTM Strategy Senior Principal / Director, Consumption Operations

Cloudflare•San Francisco, CA

1d•$200,000 - $317,000

About The Position

Cloudflare is hiring a leader for its Consumption Transformation Team, a new team that is helping establish Revenue and Consumption as core Go-To-Market metrics. The team works with GTM leaders and Developer leadership to define the Consumption metric, develop and enforce Rules of Engagement, build analytics and field reporting, and support enablement, launch, and ongoing improvement. The role is available in the USA. The position leads strategy for how Cloudflare measures, plans for, and grows Consumption across GTM. It shapes the roadmap and aligns Pricing, Finance, Product, and Sales Leadership around a shared approach. The role also coordinates the program that prepares the field for launch and supports the motion as it grows. The successful candidate will help build the team's operating approach and is expected to use AI tools and agents in daily work to expand the team's capacity. The role works across GTM, Product, Finance, IT, Pricing, Deal Desk, the Developer Platform team, Geo Operations, and central territory design. Territory carving is owned by Geo Ops and central territory design; this role partners with them on equitable distribution of opportunity, targets, and support. The position sets priorities for a Data and Operations Specialist and leads coordination, enablement, launch readiness, and continuous improvement.

Requirements

At least 12 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.
Record of leading complex, multi-team programs and launching metrics, processes, or tools for a large sales organization.
Experience in 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-geo disputes.
Understanding of how usage ramps, commits, overages, and PAYGO differ from subscription bookings.
Ability to partner with stakeholders, weigh options, explain trade-offs plainly, and align senior leaders across Sales, Finance, Product, Developer, and Pricing teams without direct authority.
Daily use of AI assistants and agents, ability to review their outputs, and examples of work made faster or better with AI.
Ability to build structure in ambiguous environments and keep work moving while decisions are still being made.

Nice To Haves

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

Responsibilities

Work with GTM leaders and Developer leadership to define the Consumption metric and multi-year roadmap, and present executive trade-offs with a recommendation.
Set the central methodology for Consumption targets and partner with Geo Ops and central territory design on equitable distribution of opportunity, targets, and support.
Connect targets and coverage to the annual capacity plan, including hiring and new-seller ramp-time assumptions.
Work with RevOps and GTM leaders to draft Consumption policy covering account ownership, crediting, and cross-geo allocation; establish enforcement standards and clarify ownership and credit for collaboration on critical customers.
Partner with Pricing, Deal Desk, and the Developer Platform team to prepare Consumption-led motions for field deployment before they scale.
Coordinate the integrated program plan, go-live readiness, and cross-functional cadence; clear blockers across GTM, Product, Finance, and IT, and report on program health.
Coordinate enablement and onboarding with GTM leaders and Developer leadership, explain how Consumption changes the work of sellers and support roles, and lead post-launch continuous improvement.
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 eligibility