RevOps & Sales Productivity Director (San Francisco)

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

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.

Locations: Austin, Seattle, San Francisco, Washington DC, Denver, Atlanta

Key Responsibilities

Revenue operations execution

• 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)

Sales productivity

• 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

Cross-Functional Collaboration & Leadership

• 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

Required Experience

• 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).

Compensation

Compensation may be adjusted depending on work location.

• For Colorado, Illinois, Maryland and Minnesota based hires: Estimated annual salary of $149,000 - $183,000.
• For New York City, Washington, Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $178,000 - $218,000.

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 express