Senior Manager, GTM Productivity and Operations

Senior Manager, GTM Productivity and Operations

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!

Available Locations: Austin

Position Summary

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.

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.

Key Responsibilities

GTM Productivity and Applications

• 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.

Sales Programs Measurement and Insights

• 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.

Sales Program Operational Support

• 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.

Executive Support

• 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.

Qualifications

• Bachelors 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.

Equity

This role is eligible to participate in Cloudflares 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