Director of RevOps & Sales Productivity, Cloudflare
$149-218k
Salary is benchmarked on USD rates and may vary by other locations + Cloudflare’s equity plan
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
$149-218k
Salary is benchmarked on USD rates and may vary by other locations + Cloudflare’s equity plan
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- 10+ years of experience in Revenue Operations, Sales Operations, Sales Productivity, or a related GTM role in a high-growth technology company
- Experience managing sales productivity programs with a focus on process optimization and efficiency
- Deep understanding of end-to-end sales processes, from lead generation to deal closure and post-sales engagement
- Ability to measure and improve key performance metrics related to sales efficiency and revenue impact
- Strong ability to structure problems, analyze data, and provide strategic recommendations
- Proven track record of leading cross-functional initiatives with GTM teams
- Strong background in sales analytics, reporting, and dashboards to track sales performance and productivity
- Familiarity with sales tools and technology (e.g., Salesforce, BI tools, sales engagement platforms)
What the job involves
- The RevOps & Sales Productivity, Director will play a key leadership role in optimizing the efficiency and effectiveness of our sales organization
- This role will be responsible for designing and executing strategies that align sales processes, technology, and data to drive productivity improvements and efficiency within the GTM organization at Cloudflare
- You will work closely with Sales, Marketing, Finance, and other key stakeholders to streamline operations, enable sales teams to be more productive and ensure data-driven decision-making across the revenue function
- The ideal candidate is a strategic thinker with a proven track record in sales operations, productivity initiatives, and change management within high-growth, technology-driven environments
- This role will report to the Sr Director, Sales Programs within the RevOps organization, with significant direct interaction with the VP of Global Revenue Strategy & Ops and other sales leaders to help drive critical initiatives across the GTM organization
- Work closely with the VP of Global Revenue Strategy & Ops to manage operational activities within the RevOps team
- Work across GTM teams and functions to streamline and optimize end-to-end sales processes, from lead generation to deal closure and post-sales engagement
- Collaborate with sales leadership to track key performance metrics to measure sales effectiveness and identify areas for improvement
- Ensure alignment between sales, marketing and customer success teams to improve the customer journey and drive seamless handoffs across departments (e.g. role mapping across GTM teams)
- In collaboration with Sales, Operations, Finance and Marketing, define strategies to enhance seller productivity, including optimizing time spent on revenue-generating activities
- Build a productivity plan with key initiatives and tactics to meet the growth needs of the GTM organization; prioritize across GTM functions based on ROI and impact to seller effectiveness and efficiency, and revenue growth
- Partner with data and analytics teams to build dashboards and reporting systems that provide actionable insights into sales performance
- Work closely with the PMO and the Revenue Leadership Team to drive execution and tracking of strategic initiatives that lead to sales productivity
- Conduct assessments and analyses to identify “hotspots” that are blockers for sales teams in reaching target productivity levels
- Work with partners across GTM teams to drive operational efficiency and revenue growth
- Lead cross-functional strategic initiatives with representation across all the critical functions at Cloudflare
- Bring a structured approach to identification, prioritization and execution of strategic initiatives to deliver the business results
- Develop strategic frameworks and end-to-end strategies to manage and implement strategic initiatives that are highly cross functional
Salary benchmarks
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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