GTM Productivity and Operations Senior Manager, Cloudflare
+ Equity plan
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
+ 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
- The ideal candidate has strong business acumen, is highly collaborative, excels in program and systems thinking, and is passionate about improving sales team effectiveness through better tools, insights, and operations
- Bachelor’s degree in Business, Operations, Data Analytics, or related field (MBA a plus)
- 5+ years of experience in Sales Operations, Revenue Operations, Program Management, or related roles, with at least 2 years in a leadership capacity
- Proven success leading cross-functional projects and managing system or tool implementations
- Strong analytical skills with the ability to translate data into actionable insights; proficiency with Salesforce and BI tools (Tableau, Power BI, Looker, etc.)
- Experience with sales processes, sales metrics, pipeline management, and productivity best practices
- Strong organizational, project management, and stakeholder communication skills
- High business acumen, with the ability to align operational improvements to strategic company goals
- Comfortable operating independently in a fast-paced, high-growth environment
What the job involves
- We are seeking an experienced, strategic, and execution-driven Sales Productivity and Operations Manager to join our Revenue Operations team
- This role will lead the management of GTM Productivity applications, working cross-functionally between the Go-To-Market (GTM) and delivery teams to ensure tools and applications are optimized for maximum impact
- In addition, this leader will drive measurement of sales program effectiveness, support program execution with data-driven insights, and provide operational and strategic support to the VP of Revenue Operations
- You'll collaborate with the Director of Productivity to operationalize sales productivity KPIs and dashboards
- Drive execution of productivity initiatives (e.g., pipeline hygiene, meeting benchmarks, tool usage) across regions
- Serve as the primary business owner for Sales Productivity applications, ensuring they meet the evolving needs of the GTM organization. Identify gaps in current toolsets and propose solutions to streamline seller workflows and increase efficiency
- Provide coaching toolkits and resources that frontline managers can use to drive rep effectiveness
- Lead requirements gathering from key stakeholders (Sales, Sales Development, Customer Success, Marketing) and translate into prioritized roadmaps
- Partner closely with the BI and Systems teams to deliver solutions, enhancements, and reporting capabilities
- Develop and execute a framework to measure the adoption, usage, and business impact of productivity tools, including KPIs such as activity rates, account and territory plan completion, and influenced pipeline/revenue
- Define and manage the performance measurement of key sales programs, including account and territory plan development, pipeline generated, influenced pipeline, win rates, deal velocity, and revenue contribution
- Partner with BI to build standardized dashboards and reporting for Sales Leadership to track program success and drive accountability
- Provide insights and recommendations to optimize future programs based on performance data and market trends
- Provide strategic and operational support for major sales programs and initiatives, including territory coverage strategies, Icons and account planning, and pipeline acceleration efforts
- Assist in the creation and management of program execution plans, helping ensure cross-functional coordination between Sales, Marketing, Enablement, and Product teams
- Support quarterly business reviews (QBRs) and annual planning cycles with analysis and recommendations to enhance program alignment with company goals
- Partner closely with the VP of Revenue Operations to drive critical initiatives forward, manage executive-level reporting, and synthesize insights for leadership decisions
- Prepare executive summaries, operational updates, and program recommendations
- Act as a trusted advisor, providing a pulse on GTM productivity, program impact, and operational bottlenecks
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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