Territory and Quota Operations Analyst

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: Bangalore, India

About the Role

We are seeking a detail-oriented and analytical Territory Operations Analyst to support the execution and optimization of our territory and quota management processes. This role will focus on ensuring accurate territory assignments and quota processing, while providing operational insights to support our global sales organization. The ideal candidate will have strong skills in Salesforce Sales Cloud and proficiency with planning tools such as Anaplan, Fullcast, Varicent, Pigment, or advanced spreadsheets.

Key Responsibilities

• Territory & Quota Management
• Support the annual territory and quota planning cycles as well as the ongoing changes by preparing data, validating inputs, and ensuring consistency across systems.
• Execute territory assignments and temporary territory assignments across sales.
• Assist with ramp setup for new hires and monitor ongoing territory reporting to ensure accuracy.
• Process quota and crediting tickets in coordination with the Territory Operations Manager and Finance.
• Validate quotas and maintain Fullcast-to-Varicent and Boostup data consistency.

• Operational Excellence
• Collaborate with cross-functional teams, including Sales Operations and IT, to support seamless territory operations and resolve system or data issues.
• Execute and maintain standard operating procedures for account governance, data sync audits, and territory processes.
• Assist in driving enablement by preparing documentation, training materials, and communications to support both year-over-year territory changes and ongoing business-as-usual (BAU) operations.
• Identify opportunities for process improvements and recommend enhancements to increase efficiency, accuracy, and consistency

• Systems & Tools Expertise
  
  
• Maintain data integrity within Salesforce Sales Cloud, ensuring account ownership, user setup, and reporting accuracy.
• Ensure alignment between Fullcast, Varicent and Boostup - reviewing start and end dates, ramp profiles, territory assignment, and final calculation of ramped quota. 
• Become an expert in Fullcast Territory & Quota Management - help the regional SOps teams and Comp Ops in troubleshooting.
• Partner with IT, Comp Ops and Sales Ops to troubleshoot issues and test enhancements across systems (Salesforce, Fullcast, Varicent, BoostUp).
• Support Fullcast data quality control processes to ensure alignment across platforms.

Qualifications

• Required
  
  
• Bachelors degree in a related field
• 2–4 years of experience in sales operations, territory management, or related functions.
• Hands-on experience with Salesforce Sales Cloud (account management, reporting, and territory governance).
• Proficiency with Excel/Google Sheets for data analysis and reporting.
• Strong organizational skills and attention to detail with a commitment to data accuracy.
  
  
• Preferred
  
  
• Experience with territory/quota management tools such as Anaplan, Fullcast, Varicent, or Pigment.
• Experience with sales compensation planning or quota-setting processes.
• Experience in a global B2B technology or SaaS company.
• Experience with Project Ma