Principal of GTM Automation, Cloudflare
RevOps
$160-230k
+ Equity & ESPP. Salary dependent on location.
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$160-230k
+ Equity & ESPP. Salary dependent on location.
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- 10+ years in software engineering, data engineering, GTM automation, or revenue systems, with several years owning systems from design through production support at staff level or above
- At least one LLM-powered workflow or agent that a business team relied on in production. Be ready to walk us through how it called tools, handled failures, and was evaluated
- Strong Python or TypeScript, and strong SQL. You write tested code, and you can review AI-generated code well enough to catch what it gets wrong
- Hands-on Salesforce experience with the data model, Flow, APIs, and permissions, and a clear sense of how CRM data goes bad when automation writes to it. Comfort working directly in BigQuery, Snowflake, or a similar warehouse
- Experience integrating SaaS systems over REST APIs and webhooks, and tracing a failure back to its source
- Working knowledge of enrichment and signal tools such as D&B, ZoomInfo, and HG Insights, and a view on what to do when two sources disagree
- You can explain the same system to a sales VP in two sentences and to an engineer in a schema, and you can influence leaders on teams that don't report to you
What the job involves
- We're hiring a Principal for GTM Automation to document processes, build the AI agents and automation, and design improvements for our Revenue organization (Sales, Marketing, Customer Success, Partner, RevOps). This is a senior individual contributor role where you will build and maintain the automation needed to drive efficiency and reduce operational friction
- The hard part of this job is knowing where not to put an agent. You'll decide which parts of prospecting, account research, deal management, and renewals can be handed to AI systems, where a person has to stay involved, and how we confirm the output is right before a seller acts on it
- You will work directly with Sales leadership, Revenue Operations, Enablement, and the data and engineering teams on tools that save sellers real time. Success is identified by creating systems that resolve mundane tasks and save people real time. We are looking for someone who has run agentic systems in production for a business team and can tell us what broke and what they changed
- Design and build agentic workflows for repetitive revenue work such as account creation and enrichment, CRM updates, renewals, QBR prep, deal registration, account ownership, etc. Add RBAC, observability, error handling, etc. to make the systems as robust as possible
- Decide where AI and automation fit in the go-to-market motion, and where human judgment is still required
- Set the quality bar for agents in production: evals that run before every release, monitoring tied to pipeline and revenue, clear rules for sensitive data, and a tested rollback
- Own the architecture that connects agents to Salesforce, the data warehouse, enrichment and intent sources, and call data, so the next workflow reuses what the last one built
- Build the signal layer that feeds account prioritization, routing, and next-best-action. Product usage, intent, firmographic changes, and call transcripts all go in
- Review code and designs from stakeholders (analysts, Revenue Operations partners, etc.). Where version control, tests, or code review are missing, help put them in place
- Work with Sales, Marketing, and Customer Success leaders to find the work worth automating, and say no to the work that isn't. Measure adoption and business impact for everything that ships. Retire tools that the organization isn’t using
- Track new models, agent frameworks, and vendor tools, and decide what's worth adopting
- Document each system and who owns it, so it keeps running when you move on to the next one
Application process
- Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process
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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