Principal Sales Operations & Strategy Manager

Cloudflare•East Portal Distributed Camping Area, CO

4d•$160,000 - $230,000•Remote

About The Position

Cloudflare is hiring a senior individual contributor to document processes, build AI agents and automation, and improve workflows across its Revenue organization, including Sales, Marketing, Customer Success, Partner, and RevOps. The role focuses on building and maintaining production automation that improves efficiency and reduces operational friction. It requires deciding where AI can handle work, where human judgment must remain involved, and how to validate outputs before sellers act on them. The Principal will partner with Sales leadership, Revenue Operations, Enablement, and data and engineering teams, with success measured by systems that resolve mundane tasks, save employees time, achieve adoption, and deliver business impact. The position is listed as remote, with Austin and San Francisco also identified as locations. The role is eligible for Cloudflare’s equity plan. Estimated annual salary is $184,000–$230,000 for San Francisco-based hires and $160,000–$210,000 for Austin-based hires; compensation may vary by work location.

Requirements

10+ years of experience in software engineering, data engineering, GTM automation, or revenue systems, including several years owning systems from design through production support at staff level or above.
At least one LLM-powered workflow or agent used by a business team in production, with the ability to explain its tool use, 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 quality.
Experience working directly with BigQuery, Snowflake, or a similar data warehouse.
Experience integrating SaaS systems through REST APIs and webhooks and tracing failures to their source.
Ability to explain systems to both sales executives and engineers and influence leaders in teams that do not report to you.

Nice To Haves

Working knowledge of enrichment and signal tools such as D&B, ZoomInfo, and HG Insights, and an approach to resolving conflicting data from different sources.

Responsibilities

Design and build robust agentic workflows for repetitive revenue tasks, including account creation and enrichment, CRM updates, renewals, QBR preparation, deal registration, and account ownership.
Determine where AI and automation fit into the go-to-market motion and where human judgment is required.
Establish production quality standards for agents, including pre-release evaluations, monitoring tied to pipeline and revenue, sensitive-data rules, and tested rollback procedures.
Own the architecture connecting agents to Salesforce, the data warehouse, enrichment and intent sources, and call data so workflows can reuse shared components.
Build a signal layer using product usage, intent, firmographic changes, and call transcripts to support account prioritization, routing, and next-best actions.
Review code and designs from analysts and Revenue Operations partners, and help establish version control, tests, and code review where they are missing.
Partner with Sales, Marketing, and Customer Success leaders to identify worthwhile automation opportunities, measure adoption and business impact, and retire unused tools.
Track new models, agent frameworks, and vendor tools and decide which are worth adopting.
Document each system and identify its owner so it remains operational.

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