Senior Director, Strategy and Planning

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. 

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! 

Available Locations:  Austin, TX; New York, NY; San Francisco, CA

About the role

Cloudflare is looking for a seasoned leader to head Strategy and Planning function that will encompass key elements of short term and long-term planning for the Revenue Organization. This role will serve as the nexus for formulating and guiding the execution of the annual and long-term strategy to support Cloudflare growth, including annual planning, data strategy and governance, and comp design. The role will collaborate closely with revenue leadership, Finance, IT, Business Intelligence, Product, Marketing, and the other Revenue Operations functions to formulate and implement effective strategies, ensure alignment, maximize quality revenue growth and drive timely execution. 

You are right for this role if you understand nuances of GTM planning in a fast-growth high-tech company, comfortable working cross functionally and building consensus, organized and can see the big picture as well as willing to dive into details, can ruthlessly prioritize and problem solve. 

Job Responsibilities:

• Define and drive GTM strategy: Lead the development of Cloudflare’s global go-to-market strategy across products, segments, and regions, ensuring alignment with corporate priorities and growth objectives.
• Long-range & annual planning: Own the annual GTM planning cycle, including revenue targets, resource allocation, coverage models, territory design, and investment priorities.  Work with sales stakeholders to create annual planning cadence, identify key work streams, formulate the timeline, and hold work stream leads accountable
• Rules of Engagement & GTM Alignment:  Refine and document policies on sales engagement with the rest of the Revenue Organization ecosystem and other functions
• Sales performance & productivity: Develop frameworks and dashboards to measure GTM effectiveness, pipeline health, and sales productivity; recommend and drive improvements
• Compensation Design:  Set up sales reps for success with effective compensation plans and high quality data in GTM systems 
• Leadership & team development: Lead, mentor, and grow a high-performing GTM strategy and planning team; foster a culture of collaboration, innovation, and accountability.
• Collaboration with Finance, Revenue Leaders, and their Strategy Business Partners to effectively deploy budget and the corresponding headcount to maximize ROI

Required Skills/Experience:

• Minimum 12 years of experience in sales / GTM / revenue operations, preferably, in high growth high-tech company 
• Excellent organization and project management skills coupled with operational rigor and track record of cross stakeholder program management and execution
• Established history of driving multiple complex projects at the same time to on-time completion in a fast-moving environment
• Excellent verbal and written communication skills
• Comfortable operating in an ambiguous environment
• Strong influencing and conflict diffusion/de-escalation skills
• Proven quantitative skills and high data fluency
• Experience leading contractors and offshore teams (a plus)

 

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area based hires: Estimated annual salary of $305,000 - $373,000