Territory and Quota Operations Manager

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: Bengaluru, India

About the Role

We are seeking a highly skilled and detail-oriented Territory Operations and Quota Operations Manager to lead the execution and optimization of our territory and quota management processes. This role will be responsible for ensuring accurate, timely, and efficient territory assignments and quota allocations, supporting the success of our global sales organization. The ideal candidate will be an expert in Salesforce Sales Cloud and one of the following planning tools such as Anaplan, Fullcast, Varicent, Pigment (or other territory and quota management platforms) or alternatively they have managed this through spreadsheets or homegrown tools but this candidate has the expertise in managing quota and territory.

Key Responsibilities

• Territory & Quota Management
• Oversee the maintenance, and optimization of sales territories across all go-to-market segments.
• Support the annual territory and quota planning cycles as well as the ongoing changes by preparing data, validating inputs, and ensuring consistency across systems.
• Manage territory assignments and temporary territory assignments across sales.
• Maintain  Fullcast-to-Varicent and Boostup data consistency and execute Fullcast data quality control checks.
• Ensure setup for new hires and ongoing management of territory reporting.
• Manage and enforce account assignment rules to ensure fair coverage and alignment with sales priorities.

• Operational Leadership
• Lead a team of two, providing coaching, mentoring, and performance management.
• Collaborate cross-functionally with Sales Operations and IT teams to ensure smooth territory operations.
• Establish and maintain standard operating procedures for territory management and account governance processes.
• Drive enablement on both YOY changes and ongoing BAU territory operations for relevant stakeholders.

• Systems & Tools Expertise
  
• Serve as the subject matter expert for Salesforce Sales Cloud territory and account management features.
• Build, test, and deploy territory and quota models in Anaplan or similar platforms.
• Partner with IT to implement enhancements, troubleshoot issues, and ensure data integrity across connected systems (Salesforce, Fullcast, Varicent, BoostUp).

Qualifications

• Required
  
• Bachelor’s degree 
• 5+ years of experience in sales operations, territory management, or related functions.
• Expertise in Salesforce Sales Cloud and advanced proficiency in Anaplan, Varicient or equivalent territory/quota management tools.
• Deep familiarity with CRM systems (e.g., Salesforce) and Excel
• Proven ability to oversee the day to day work of high-performing teams.
• Excellent project management and organizational skills.
• Preferred
  
• Experience in a global B2B technology or SaaS e