Senior Manager, GTM Productivity and Operations

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

Position Summary

We are seeking an experienced, strategic, and execution-driven Sales Productivity and Operations Manager to join our Revenue Operations team. This role will lead the management of GTM Productivity applications, working cross-functionally between the Go-To-Market (GTM) and delivery teams to ensure tools and applications are optimized for maximum impact. In addition, this leader will drive measurement of sales program effectiveness, support program execution with data-driven insights, and provide operational and strategic support to the VP of Revenue Operations.

The ideal candidate has strong business acumen, is highly collaborative, excels in program and systems thinking, and is passionate about improving sales team effectiveness through better tools, insights, and operations.

Key Responsibilities

GTM Productivity and Applications 

• Collaborate with the Director of Productivity to operationalize sales productivity KPIs and dashboards.
  
  
• Drive execution of productivity initiatives (e.g., pipeline hygiene, meeting benchmarks, tool usage) across regions.
  
  
• Serve as the primary business owner for Sales Productivity applications, ensuring they meet the evolving needs of the GTM organization. Identify gaps in current toolsets and propose solutions to streamline seller workflows and increase efficiency.
  
  
• Provide coaching toolkits and resources that frontline managers can use to drive rep effectiveness.
  
  
• Lead requirements gathering from key stakeholders (Sales, Sales Development, Customer Success, Marketing) and translate into prioritized roadmaps.
  
  
• Partner closely with the BI and Systems teams to deliver solutions, enhancements, and reporting capabilities.
  
  

Develop and execute a framework to measure the adoption, usage, and business impact of productivity tools, including KPIs such as activity rates, account and territory plan completion, and influenced pipeline/revenue.

Sales Programs Measurement and Insights

• Define and manage the performance measurement of key sales programs, including account and territory plan development, pipeline generated, influenced pipeline, win rates, deal velocity, and revenue contribution.
  
  
• Partner with BI to build standardized dashboards and reporting for Sales Leadership to track program success and drive accountability.
  
  
• Provide insights and recommendations to optimize future programs based on performance data and market trends.

Sales Program Operational Support

• Provide strategic and operational support for major sales programs and initiatives, including territory coverage strategies, Icons and account planning, and pipeline acceleration efforts.
  
  
• Assist in the creation and management of program execution plans, helping ensure cross-functional coordination between Sales, Marketing, Enablement, and Product teams.
  
  
• Support quarterly business reviews (QBRs) and annual planning cycles with analysis and recommendations to enhance program alignment with company goals.
  
  

Executive Support

• Partner closely with the VP of Revenue Operations to drive critical initiatives forward, manage executive-level reporting, and synthesize insights for leadership decisions.
  
  
• Prepare executive summaries, operationa