RevOps & Sales Productivity Director

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! 

The RevOps & Sales Productivity, Director will play a key leadership role in optimizing the efficiency and effectiveness of our sales organization. This role will be responsible for designing and executing strategies that align sales processes, technology, and data to drive productivity improvements and efficiency within the GTM organization at Cloudflare. You will work closely with Sales, Marketing, Finance, and other key stakeholders to streamline operations, enable sales teams to be more productive and ensure data-driven decision-making across the revenue function.

The ideal candidate is a strategic thinker with a proven track record in sales operations, productivity initiatives, and change management within high-growth, technology-driven environments.This role will report to the Sr Director, Sales Programs within the RevOps organization, with significant direct interaction with the VP of Global Revenue Strategy & Ops and other sales leaders to help drive critical initiatives across the GTM organization.

Key Responsibilities

Revenue operations execution 

• Work closely with the VP of Global Revenue Strategy & Ops to manage operational activities within the RevOps team  
• Work across GTM teams and functions to streamline and optimize end-to-end sales processes, from lead generation to deal closure and post-sales engagement.
• Collaborate with sales leadership to track key performance metrics to measure sales effectiveness and identify areas for improvement
• Ensure alignment between sales, marketing and customer success teams to improve the customer journey and drive seamless handoffs across departments (e.g. role mapping across GTM teams)

Sales productivity

• In collaboration with Sales, Operations, Finance and Marketing, define strategies to enhance seller productivity, including optimizing time spent on revenue-generating activities.
• Build a productivity plan with key initiatives and tactics to meet the growth needs of the GTM organization; prioritize across GTM functions based on ROI and impact to seller effectiveness and efficiency, and revenue growth. 
• Partner with data and analytics teams to build dashboards and reporting systems that provide actionable insights into sales performance.
• Work closely with the PMO and the Revenue Leadership Team to drive execution and tracking of strategic initiatives that lead to sales productivity
• Conduct assessments and analyses to identify “hotspots”  that are blockers for sales teams in reaching target productivity levels
• Work with partners across GTM teams to drive operational efficiency and revenue growth 

Cross-Functional Collaboration & Leadership

• Lead cross-functional strategic initiatives with representation across all the critical functions at Cloudflare.
• Bring a structured approach to identification, prioritization and execution of strategic initiatives to deliver the business results
• Develop strategic frameworks and end-to-end strategies to manage and implement strategic initiatives that are highly cross functional 

Required Experience

• 10+ years of experience in Revenue Operations, Sales Operations, Sales Productivity, or a related GTM role in a high-growth technology company.
• Experience managing sales productivity programs with a focus on process optimization and efficiency.
• Deep understanding of end-to-end sales processes, from lead generation to deal closure and post-sales engagement.
• Ability to measure and improve key pe