Territory and Quota Operations Analyst

About Cloudflare

At Cloudflare, we are on a mission to help build a better Internet. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. The company’s network powers millions of websites and Internet properties for customers ranging from individual bloggers to Fortune 500 companies. Cloudflare was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company. We value curiosity and empathy, diversity and inclusion, and a commitment to learning and development. Available Locations: Bangalore, India.

About the Role

We are seeking a detail-oriented and analytical Territory Operations Analyst to support the execution and optimization of our territory and quota management processes. This role will focus on ensuring accurate territory assignments and quota processing, while providing operational insights to support our global sales organization. The ideal candidate will have strong skills in Salesforce Sales Cloud and proficiency with planning tools such as Anaplan, Fullcast, Varicent, Pigment, or advanced spreadsheets.

Key Responsibilities

• Territory & Quota Management
• Support the annual territory and quota planning cycles as well as ongoing changes by preparing data, validating inputs, and ensuring consistency across systems.
• Execute territory assignments and temporary territory assignments across sales.
• Assist with ramp setup for new hires and monitor ongoing territory reporting to ensure accuracy.
• Process quota and crediting tickets in coordination with the Territory Operations Manager and Finance.
• Validate quotas and maintain Fullcast-to-Varicent and Boostup data consistency.

• Operational Excellence
• Collaborate with cross-functional teams, including Sales Operations and IT, to support seamless territory operations and resolve system or data issues.
• Execute and maintain standard operating procedures for account governance, data sync audits, and territory processes.
• Assist in driving enablement by preparing documentation, training materials, and communications to support both year-over-year territory changes and ongoing BAU operations.
• Identify opportunities for process improvements and recommend enhancements to increase efficiency, accuracy, and consistency.

• Systems & Tools Expertise
• Maintain data integrity within Salesforce Sales Cloud, ensuring account ownership, user setup, and reporting accuracy.
• Ensure alignment between Fullcast, Varicent and Boostup—reviewing start and end dates, ramp profiles, territory assignment, and final calculation of ramped quota.
• Become an expert in Fullcast Territory & Quota Management and assist regional SOps teams and Comp Ops in troubleshooting.
• Partner with IT, Comp Ops and Sales Ops to troubleshoot issues and test enhancements across systems (Salesforce, Fullcast, Varicent, BoostUp).
• Support Fullcast data quality control processes to ensure alignment across platforms.

Qualifications

• Required
• Bachelors degree in a related field
• 2-4 years of experience in sales operations, territory management, or related functions.
• Hands-on experience with Salesforce Sales Cloud (account management, reporting, and territory governance).
• Proficiency with Excel/Google Sheets for data analysis and reporting.
• Strong organizational skills and attention to detail with a commitment to data accuracy.

• Preferred
• Experience with territory/quota management tools such as Anaplan, Fullcast, Varicent, or Pigment.
• Experience with sales compensation planning or quota-setting processes.
• Experience in a global B2B technology or SaaS company.
• Experience with Project Management software like JIRA or Asana.

• Nice to Have
• Experience with Fullcast Territory Management Software

Attributes for Success

• Detail-driven with a passion for ensuring accuracy and consistency in sales data.
• Analytical problem-solver who can identify issues, recommend fixes, and execute solutions.
• Strong communicator able to collaborate effectively with Comp Ops, Sales Operations, IT, and Sales leadership.
• Proactive and resourceful, able to manage multiple priorities in a fast-paced environment.

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.

Projected initiatives include project-related efforts such as Project Galileo and Athenian Project to support civil society, governance websites, and privacy-focused Internet infrastructure initiatives. We also released 1.1.1.1 to provide a faster, more secure public DNS resolver while maintaining a privacy commitment.

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

Equal Opportunity and Accommodations

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 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 by contacting us at or via mail at 101 Townsend St. San Francisco, CA 94107.