Principal Sales Operations & Strategy Manager

Principal Sales Operations & Strategy Manager

Available Location: Austin, TX | Denver, CO | New York, NY

What You'll Do:

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.

The ideal candidate is data- and process-driven , excels at cross-functional collaboration , and has a passion for building high-impact teams and systems . You'll play a critical role in shaping the operational framework that empowers our SE teams to deliver value at scale.

Key Responsibilities:

• 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.

Qualifications:

• 710+ 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 .

Compensation

Compensation may be adjusted depending on work location.

• For Colorado and Texas based hires: Estimated annual salary of $149,000 - $183,000
• For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $178 ,000 - $218 ,000
• For Bay Area-based hires: Estimated annual salary of $187 ,000 - $ 229,000

Equity

This role is eligible to participate in Cloudflare's equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance
• Dental Insurance
• Vision Insurance
• Flexible Spending Accounts
• Commuter Spending Accounts
• Fertility & Family Forming Benefits
• On-demand mental health support and Employee Assistance Program
• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

We're not just a highly ambitious, large-scale technology company. We're a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo : Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost.

Athenian Project : In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1 : We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you'd like to be a part of? We'd love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.