Principal, GTM Automation, RevOps.

Cloudflare•San Francisco, CA

13d•Remote

About The Position

Cloudflare is hiring a senior individual contributor to document processes, build AI agents and automation, and design improvements for its Revenue organization across Sales, Marketing, Customer Success, Partner, and RevOps. The role focuses on building and maintaining production-ready automation that improves efficiency and reduces operational friction. A key part of the work is deciding where AI is appropriate, where human judgment must remain involved, and how to verify outputs before sellers act on them. The Principal works directly with Sales leadership, Revenue Operations, Enablement, data, and engineering teams to create systems that resolve mundane tasks and save employees time. The role calls for someone who has operated agentic systems in production for a business team and can explain what failed and how it was improved. The position is listed as remote, Austin, or San Francisco. It is responsible for designing durable agentic workflows and shared architecture, setting quality and safety standards for production agents, measuring adoption and business impact, and documenting system ownership. Compensation varies by location: estimated annual salary is $184,000–$230,000 for San Francisco-based hires and $160,000–$210,000 for Austin-based hires. The role is eligible to participate in Cloudflare’s equity plan.

Requirements

10+ years of experience in software engineering, data engineering, GTM automation, or revenue systems.
Several years owning systems from design through production support at staff level or above.
At least one LLM-powered workflow or agent relied on by a business team in production, with the ability to describe its tool calls, failure handling, and evaluation.
Strong Python or TypeScript and strong SQL skills.
Ability to write tested code and review AI-generated code effectively.
Hands-on Salesforce experience with its data model, Flow, APIs, and permissions, and understanding of how automation can degrade CRM data.
Comfort working directly in BigQuery, Snowflake, or a similar data warehouse.
Experience integrating SaaS systems through REST APIs and webhooks and tracing failures to their source.
Working knowledge of enrichment and signal tools such as D&B, ZoomInfo, and HG Insights, and an approach to resolving conflicting source data.
Ability to communicate the same system appropriately to sales leadership and engineers, and influence leaders on teams that do not report to the role.

Responsibilities

Design and build agentic workflows for repetitive revenue work, including account creation and enrichment, CRM updates, renewals, QBR preparation, deal registration, and account ownership.
Add role-based access control, observability, error handling, and other safeguards to make automation robust.
Determine where AI and automation fit in the go-to-market motion and where human judgment is required.
Set production quality standards for agents, including pre-release evaluations, monitoring tied to pipeline and revenue, rules for sensitive data, and tested rollback procedures.
Own architecture connecting agents to Salesforce, the data warehouse, enrichment and intent sources, and call data so workflows can reuse shared foundations.
Build the signal layer for account prioritization, routing, and next-best-action using product usage, intent, firmographic changes, and call transcripts.
Review code and designs from stakeholders, including analysts and Revenue Operations partners, and help establish version control, tests, and code review where missing.
Work with Sales, Marketing, and Customer Success leaders to identify worthwhile automation opportunities and reject unsuitable ones.
Measure adoption and business impact for shipped systems, and retire tools that the organization does not use.
Track new models, agent frameworks, and vendor tools and decide which are worth adopting.
Document each system and its owner to support ongoing operation.
Explain systems effectively to both sales leaders and engineers, and influence leaders on teams outside the role's reporting line.

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