Senior Director of Strategy and Planning, Cloudflare
$290-373k
Salary range for candidates based in Bay Area and New York only. Plus equity and Employee Stock Participation Plan
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$290-373k
Salary range for candidates based in Bay Area and New York only. Plus equity and Employee Stock Participation Plan
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- Minimum 12 years of experience in sales / GTM / revenue operations, preferably, in high growth high-tech company
- Excellent organization and project management skills coupled with operational rigor and track record of cross stakeholder program management and execution
- Established history of driving multiple complex projects at the same time to on-time completion in a fast-moving environment
- Excellent verbal and written communication skills
- Comfortable operating in an ambiguous environment
- Strong influencing and conflict diffusion/de-escalation skills
- Proven quantitative skills and high data fluency
- Experience leading contractors and offshore teams (a plus)
What the job involves
- Cloudflare is looking for a seasoned leader to head Strategy and Planning function that will encompass key elements of short term and long-term planning for the Revenue Organization
- This role will serve as the nexus for formulating and guiding the execution of the annual and long-term strategy to support Cloudflare growth, including annual planning, data strategy and governance, and comp design
- The role will collaborate closely with revenue leadership, Finance, IT, Business Intelligence, Product, Marketing, and the other Revenue Operations functions to formulate and implement effective strategies, ensure alignment, maximize quality revenue growth and drive timely execution
- You are right for this role if you understand nuances of GTM planning in a fast-growth high-tech company, comfortable working cross functionally and building consensus, organized and can see the big picture as well as willing to dive into details, can ruthlessly prioritize and problem solve
- Define and drive GTM strategy: Lead the development of Cloudflare’s global go-to-market strategy across products, segments, and regions, ensuring alignment with corporate priorities and growth objectives
- Long-range & annual planning: Own the annual GTM planning cycle, including revenue targets, resource allocation, coverage models, territory design, and investment priorities. Work with sales stakeholders to create annual planning cadence, identify key work streams, formulate the timeline, and hold work stream leads accountable
- Rules of Engagement & GTM Alignment: Refine and document policies on sales engagement with the rest of the Revenue Organization ecosystem and other functions
- Sales performance & productivity: Develop frameworks and dashboards to measure GTM effectiveness, pipeline health, and sales productivity; recommend and drive improvements
- Compensation Design: Set up sales reps for success with effective compensation plans and high quality data in GTM systems
- Leadership & team development: Lead, mentor, and grow a high-performing GTM strategy and planning team; foster a culture of collaboration, innovation, and accountability
- Collaboration with Finance, Revenue Leaders, and their Strategy Business Partners to effectively deploy budget and the corresponding headcount to maximize ROI
Our take
Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with around 25 million global internet properties on its network.
Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.
This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.
The cloud infrastructure market reached $53 billion in 2022. While the Big 3 (Amazon, Microsoft, and Google) own 65% of the market, that still leaves billions of dollars left for companies such as Cloudflare. Its ambitious and successful work is likely to continue being a crucial feature of the web, but in 2023, placed it in the crosshairs of hackers looking to exploit its infrastructure. The beginning of 2024 saw Cloudflare vow to bolster its security and patch vulnerabilities.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Minimum 8 weeks of paid parental leave
- Equal opportunity employer
- Unlimited paid time off policy
- Work from home opportunities
- Medical, Dental & Vision Insurance
- Life Insurance, Disability Insurance
- 401(k) plans
- Family planning and fertility program
- Gym discounts
- Commuter Benefits Program
Company HQ
China Basin, San Francisco, CA
Leadership
Lee Holloway
(Lead Engineer)Lee started their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.
Michelle Zatlyn
(President & COO)Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.
Matthew Prince
(CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare as CEO in March 2009.
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