Senior Sales Operations Lead (Incentives and Quotas)

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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! 

About the Role 

Our Revenue Operations & Strategy team is responsible for overall productivity and effectiveness of the revenue organization, partnering closely with teams across Cloudflare to drive growth and execute critical GTM initiatives. We're looking for an experienced GTM professional to join our Global Sales Incentive team and help shape Territory and Quota strategy as we scale well beyond $1B in revenue. You will report to the Head of Global Sales Compensation, and work closely with GTM Leadership to develop an infrastructure that helps us intelligently deploy quotas at scale, and support the territory management process. Data is critical to the success of this role and this person will be responsible for partnering with our Data Strategy & Analytics Lead, and BI teams to further incorporate data into our quota models.  

Successful candidates will have a strong understanding of end to end sales compensation design and execution, and have managed territory and quota excellence as a central function at an enterprise level. You understand account level master data management, have experience with 3rd party data sources such as Dun and Bradstreet, ZoomInfo, Crunchbase, etc., and have a strong understanding of SaaS sales models. At Cloudflare we have strong Regional Sales Operations Leaders who you will partner with to ensure the implementation of a scalable model that supports regional needs. You will work with our Head of GTM Strategy and Planning to implement policies, rules of engagement, and processes that support our evolving coverage model. In addition, you will have demonstrated success in the implementation of territory and quota management tools, across a best of breed ecosystem. 

Job Responsibilities 

• Work across our regional Field Operations team to architect a best in class approach to quota and territory management. You are responsible for developing an infrastructure that will enable their success through the annual planning process
• Work with our Sales Process and IT teams to implement a solution which ensures Sales Plan Participant setups are properly rostered to territories and assigned quotas
• Implement a quota management process and tool to facilitate distribution of quotas
• Drive the implementation of Compensable Metrics in compensation to ensure data is accurately captured and quotas can be appropriately cascaded
• Work closely with our Compensation Administration Team and Anaplan teams to ensure proper ingestion of quota and territory data into compensation systems
• Thought leader in best in class territory and quota management frameworks and how to execute them at scale
• Drive centralized strategy supported by data, blueprints, processes, and tool innovation
• Partner closely with GTM Finance to ensure sales planning outputs are cascaded effectively throughout the organization

Qualifications: 

• 10+ years of relevant experience in revenue operations, sales operations in fast growing enterprise companies 
• Expert knowledge of account hierarchy structures and parent child account relationships 
• Strong quantitative skills and are highly data fluent 
• You’ve been involved in the end to end lifecycle of sales planning
• Consulting experience at leading strategy consultancy desired 
• Established history of driving multiple complex projects
• Strong executive presentation and engagement skills 
• Understanding of change management process and ability to look around corners and an evolving and ambi