Senior Director, GTM Intelligence

Cloudflare•San Francisco, CA

6d•Remote

About The Position

Cloudflare is seeking a Senior Director, GTM Intelligence to lead the measurement and improvement of its Revenue organization (Sales, Marketing, Customer Success, Partner, etc.). This is a senior leadership role designed for an AI-first world, focusing on directing AI systems that generate reports and models, and building the team to manage these systems. The role involves determining the appropriate level of automation and AI in analytics and reporting, identifying areas where human judgment is crucial, and ensuring output accuracy for leadership trust. The position requires partnering with executive-level data delivery organizations, including Data Intelligence & Analytics (DIA), the Unified Data Analytics Platform (Townlake), and Finance, to establish a unified, AI-powered reporting and insights methodology for the entire Revenue organization. The ideal candidate will possess the technical depth and executive leadership skills necessary to drive cross-functional standards in support of Cloudflare's significant business growth.

Requirements

12+ years in analytics, data, or revenue operations.
Several years of experience leading teams and managing other managers.
Experience working directly with Sales or Marketing.
Experience using AI or automation in analytics, reporting, or data work, with a clear understanding of its appropriate applications.
A track record of building or scaling an analytics or insights function at a company of significant size and complexity.
Strong people leadership skills and the ability to collaborate across teams and influence senior stakeholders.
Sufficient hands-on background in SQL, BigQuery, etc., to set technical direction and evaluate team work.
Familiarity with Salesforce and Anaplan as data sources.
Familiarity with BI tools such as Looker and Tableau.
Sound business and financial judgment, with the ability to translate analysis into actionable recommendations for executives.
Clear communication skills, including the ability to brief executives (CRO, COO, SVP RevOps) or the board in plain language.

Responsibilities

Lead the team responsible for delivering reporting, analytics, and insights for the Revenue organization.
Determine the role of AI and automation in analytics and reporting, and identify areas requiring human judgment.
Set quality and accuracy standards for AI-generated analysis and implement review processes for leadership reliance.
Establish data and metric standards for the Revenue organization, ensuring consistent definitions and context across Sales, Marketing, and Customer Success.
Own the governance model to maintain definition consistency amidst business and data source changes.
Decide on key business metrics (e.g., pipeline coverage, conversion, win rate, ACV, sales cycle, productivity, retention, expansion, ROI) and ensure their accurate development and maintenance.
Set direction for the go-to-market data model and associated analytics, and review team and tool outputs.
Serve as the analytics expert in critical internal and external discussions.
Expand self-serve analytics capabilities within the Revenue organization.
Hire, develop, and grow managers and senior individual contributors on the team.
Track and evaluate new analytics and AI tooling for adoption.

Benefits

Medical/Rx Insurance
Dental Insurance
Vision Insurance
Flexible Spending Accounts
Commuter Spending Accounts
Fertility & Family Forming Benefits
On-demand mental health support and Employee Assistance Program
Global Travel Medical Insurance
Short and Long Term Disability Insurance
Life & 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