QTC Business Process Director

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

Job Overview:

As a public company on a high-growth trajectory toward $5B in ARR over the next five years, we are expanding our Revenue Operations team with the addition of the QTC Business Process Director 

This role is a cornerstone in our enterprise-wide business transformation efforts—particularly as we scale our partner-selling motion and evolve our Quote-to-Cash infrastructure to meet the demands of a global, multi-channel business model.

You will lead the business process design and implementation of scalable, intelligent revenue processes that support our strategic priorities, including partner ecosystems, recurring revenue innovation, and operational excellence. Your ability to align big-picture business goals with detailed technical execution will be key to driving sustainable growth at scale.

Key Responsibilities:

• Own End-to-End Business Process Architecture: Design, implement, and optimize Revenue Cloud-based processes and documentation across direct and indirect sales channels, with a strong focus on enabling our partner ecosystem and global go-to-market strategy.
  
  

• Drive Business Transformation at Scale: Lead transformational initiatives across the Quote-to-Cash lifecycle—enabling automation, data integrity, and SOX compliance to improve deal velocity and reduce deal cycle time as we expand product offerings and global revenue streams.
  
  

• Champion Change Management: Serve as a change agent across the organization by developing structured change management plans that support adoption and alignment across Sales, Finance, Legal, IT, Partner, Support, and Enablement teams.
  
  

• Collaborate with Partner Organization: Ensure business processes and systems support channel sales, Partner onboarding, deal registration, and revenue attribution. Ensure seamless integration among internal and partner-facing platforms.
  
  

• Strategic Systems Leadership: Act as the subject matter expert on Salesforce Revenue Cloud (CPQ, Billing, Celonis, Partner Communities) through advising on best practices, governance, and scalable architecture that aligns with enterprise growth goals. Drive consensus and make final decisions on go-forward business practices.
  
  

• Cross-Functional Execution: Collaborate closely with GTM, Sales Ops, Legal, IT, and FP&A teams to translate strategic priorities into executable systems and workflows.
  
  

• Scale for $5B ARR: Anticipate and solve for the challenges of scaling revenue infrastructure—ensuring that architecture, data models, and business processes can support enterprise complexity, influencing cultural business process change and global expansion.
  
  

• Analytics & Optimization: Leverage data through SFDC, Celonis, and Tableau to assess performance, identify friction points, and guide continuous improvement across revenue operations.

Required Qualifications:

• 10+ years of experience in Revenue Operations, Business Process Architecture, or Enterprise Systems within SaaS companies
  
  
• Proven expertise implementing and scaling Salesforce Revenue Cloud (CPQ, Billing, and Partner Communities) in a high-growth, public company environment
  
  

• Deep understanding of SaaS business mo