Senior Manager, Sales Productivity

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 Senior Manager of Sales Productivity to join our Sales Productivity team. This role will be responsible for executing productivity initiatives that improve seller efficiency, pipeline health, and revenue contribution.

This pivotal role will serve as an operational catalyst for our Go-to-Market organization, acting as the connective tissue between Sales, Marketing, Customer Success, and Operations. The ideal candidate will be responsible for identifying and resolving operational bottlenecks, designing and executing high-impact GTM programs, and providing data-driven insights to maximize the effectiveness and efficiency of our GTM teams. This role is for a passionate systems-thinker who is relentless in their pursuit of operational excellence and thrives on creating structure in a fast-paced, ambiguous, and high-growth environment.

Key Responsibilities

Execution of Sales Productivity Initiatives

• Partner with the Director of Sales Productivity to operationalize and implement roadmap priorities and deliver measurable outcomes.
• Lead the execution of process initiatives to increase selling time, pipeline velocity, and win rates, while reducing deal cycle length.
• Lead identification and implementation of AI-powered productivity solutions, from pilot to global scale, to reduce seller time on low-value tasks, enabling more time for customer engagement.

Process Optimization & Systems Alignment

• Proactively identify and analyze workflow friction points and bottlenecks through a combination of qualitative interviews and quantitative data analysis (e.g., time and motion studies, pipeline velocity reports, tool usage data) to drive operational improvements.
• Apply process improvement methodologies to enhance efficiency and standardize operations.
• Collaborate with Systems and Tools teams to translate GTM requirements into prioritized roadmaps for solutions, enhancements.  
• In partnership with Enablement, develop and execute comprehensive change management and communication plans for process, tool, and policy updates, ensuring seamless adoption and minimal disruption across GTM teams.

Measurement & Insights

• Track and analyze KPIs related to sales productivity, such as:
  • % of time spent selling
  • Account and territory plan adoption
  • Pipeline coverage, velocity, and hygiene
  • Win rates and quota attainment
    
    
• Build dashboards in partnership with BI to provide real-time productivity insights for Sales Leadership.
• Deliver recommendations based on performance data and trends.

Qualifications

• Bachelor’s degree in Business, Operations, Data Analytics, or related field (MBA a plus).
  5+ years of experience in Sales Operations, Revenue Operations, or Productivity-focused roles.
• Demonstrated success in executing productivity initiatives that improved sales performance.
• Strong expertise in process analysis, workflow optimization, Lean/Six Sigma (Green Belt or higher preferred), and time-and-motion studies.
• Proficiency with Salesforce and BI tools (Tableau, Power BI, Looker, etc.). Analytics experience is a strong plus