Senior Director of GTM Intelligence, Cloudflare
$264-380k
Salary is applicable to CA, DC, NJ, NY, WA rates only, is dependent on location and may vary on further locations. Offers equity
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$264-380k
Salary is applicable to CA, DC, NJ, NY, WA rates only, is dependent on location and may vary on further locations. Offers equity
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- We are looking for someone with the technical depth and the executive leadership skills to drive highly cross-functional standards in support of the tremendous growth of Cloudflare’s business
- 12+ years in analytics, data, or revenue operations, including several years leading teams and managing other managers. Experience working directly with Sales or Marketing
- Experience using AI or automation in analytics, reporting, or data work, with a clear view on where it belongs and where it doesn't
- A track record of building or scaling an analytics or insights function at a company of meaningful size and complexity
- Strong people leadership, and the ability to work across teams and influence senior stakeholders
- Enough hands-on background in SQL, BigQuery, etc. to set technical direction and judge the team's work. Familiarity with Salesforce and Anaplan as data sources, and BI tools such as Looker and Tableau
- Sound business and financial judgment, and the ability to turn analysis into recommendations executives can act on
- Clear communication, including the ability to brief an executive (CRO, COO, SVP RevOps) or the board in plain language
What the job involves
- Lead the team that owns how reporting, analytics, and insights are delivered for the Revenue organization to function effectively
- Decide where AI and automation fit into our analytics and reporting, and where human judgement is required
- Set the quality and accuracy bar for AI-generated analysis, and put review processes in place so leaders can rely on it
- Build the data and metric standards the Revenue organization reports against, so Sales, Marketing, and Customer Success work from the same definitions and context
- Own the governance model that keeps those definitions consistent as the business and data sources change
- Decide which metrics the business runs on (pipeline coverage, conversion, win rate, ACV, sales cycle, productivity, retention, expansion, ROI, etc.) and make sure they are built and maintained correctly
- Set direction for the go-to-market data model and the analytics built on top of it, and review the work the team and its tools produce
- Act as the analytics expert for critical internal- and external-facing discussions
- Expand self-serve analytics across the Revenue organization so people can get access to the answers without assistance
- Hire, develop, and grow the managers and senior individual contributors on the team
- Track new analytics and AI tooling and decide what's worth adopting
- We're hiring a Senior Director, GTM Intelligence to lead how our Revenue organization (Sales, Marketing, Customer Success, Partner, etc.) measures and improves itself. This is a senior leadership role built for an AI-first world: rather than producing reports and models, you will direct the AI systems that generate them, and build the team that molds those systems
- A central part of this role is deciding how far automation and AI should go in this work
- You'll determine which parts of analysis and reporting can be handed to AI systems, where people still need to be involved, and how we keep the output accurate enough for leaders to trust it
- You will partner at the executive level with the data delivery organizations across the company – including Data Intelligence & Analytics (DIA), the Unified Data Analytics Platform (Townlake), and Finance – to define a unified, AI-powered reporting and insights methodology that meets the needs of the entire Revenue organization
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 over 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.
And impressive third-quarter 2025 results show strong momentum, with revenue rising to $562 million from $430 million a year earlier. The company also raised its full-year guidance, underscoring confidence in continued growth. As demand for secure, cloud-based infrastructure keeps growing, Cloudflare's expanding platform and improving efficiency leave it well positioned to capture further gains in a rapidly growing market.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Competitive pay: We offer a competitive total rewards package, where every employee is an owner of our stock.
- Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
- Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
- Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
- Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members' commute to work via public transportation without the extra cost burden.
- Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.
Company HQ
China Basin, San Francisco, CA
Leadership
Lee Holloway
(Co-Founder & Lead Engineer)Lee began 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
(Co-Founder, President & Co-Chair)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
(Co-Founder & CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare in 2009, where he has served as CEO ever since.
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