Principal Sales Operations & Strategy Manager, Cloudflare
$149-183k
+ This role is eligible to participate in Cloudflare’s equity plan.
Web performance and security platform
Job no longer available
Web performance and security platform
1001+ employees
Job no longer available
$149-183k
+ This role is eligible to participate in Cloudflare’s equity plan.
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- The ideal candidate is data- and process-driven, excels at cross-functional collaboration, and has a passion for building high-impact teams and systems
- 7–10+ years of experience in Sales Strategy, Revenue Operations, Business Operations, or Sales/SE Enablement in B2B SaaS or enterprise tech
- Proven experience supporting or working closely with Solution Engineering, Pre-Sales, Post-Sales, or Technical Sales teams
- Demonstrated success supporting large-scale or global SE/Sales organizations
- Expertise in Salesforce and BI tools like Tableau, Power BI, Looker, plus advanced Google Sheets skills
- Strong analytical and modeling skills, with the ability to interpret large datasets and translate them into insights
- Deep understanding of sales motion metrics (pipeline health, SE utilization, win/loss analysis, coverage models)
- Familiarity with SaaS business models, GTM strategies, and sales methodologies (e.g., MEDDIC, BANT)
- Strategic thinker with an operational mindset — able to zoom in and out effectively
- Exceptional communication skills — both written and verbal — with the ability to simplify complex data into clear narratives
- Comfortable navigating ambiguity and driving clarity in evolving environments
- Experience in networking, security, or cloud infrastructure domains; familiarity with Cloudflare products is a plus
- Experience supporting SE or technical teams across multiple regions/time zones
What the job involves
- Cloudflare is looking for a dynamic and passionate leader to join our Revenue Strategy & Operations team in support of our global Solutions Engineering (SE) function
- This role will partner closely with regional SE leadership to drive performance optimization, strategic alignment, and operational excellence across the SE organization
- You’ll play a critical role in shaping the operational framework that empowers our SE teams to deliver value at scale
- Partner with regional SE leadership to define and refine the strategic direction, vision, and operational roadmap for the global SE organization
- Enable leadership with data-driven insights by owning business reviews, KPIs, and performance metrics
- Develop and deliver dashboards and data packs (Tableau, Looker) for quarterly business reviews and planning cycles
- Translate business goals into actionable strategies and scalable initiatives
- Create and implement SOPs, best practices, and playbooks across core SE activities (e.g., discovery, solution design, POCs, implementation, handoffs)
- Define, track, and report on key performance indicators to evaluate team productivity, efficiency, and impact
- Identify operational bottlenecks and lead initiatives to streamline workflows and increase effectiveness
- Support strategic initiatives with data-driven proposals and recommendations to drive meaningful change
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
- 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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