About the Job
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 Intern...
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution ...
Cloudflare is changing how it grows and how it measures growth and Revenue and Consumption is becoming a core Go-To-Market (GTM) metric that shapes our GTM motions.
Key Responsibilities
You will lead the strategy for how Cloudflare measures, plans for, and grows Consumption across GTM, working stakeholder first with GTM leaders and the Developer leadership team. You will shape the roadmap, bring Pricing, Finance, Product, and Sales Leadership around one approach, and coordinate the program that gets the field ready for go-live and keeps it supported as the motion grows.
Define the metric and roadmap: Work with GTM leaders and Developer leadership to set the Consumption metric and multi-year roadmap, and bring hard trade-offs to executives with a recommendation.
Target methodology: Set the central methodology for Consumption targets. Partner with Geo Ops and central territory design, who own territory carving, so opportunity, targets, and support, are distributed equitably. Help connect targets and coverage to the annual capacity plan, including hiring and ramp time for new sellers.
Shape the Rules of Engagement: Work with RevOps and GTM leaders to draft Consumption policy on account ownership, crediting, and cross-geo allocation, set the standard for enforcing it, and help teams across geos collaborate on our most critical customers so credit and ownership are clear.
Ready new motions: Partner with Pricing, Deal Desk, and the Developer Platform team so consumption led motions are ready for the field before they scale.
Coordinate the program: Coordinate the integrated plan, go-live readiness, and cross-functional cadence. Help clear blockers across GTM, Product, Finance, and IT, and report plainly on program health.
Land the metric and enable the field: Work with GTM leaders and Developer leadership on enablement and onboarding, coordinate how Consumption changes the work of sellers and support roles, and lead continuous improvement after launch.
Lead the Specialist and use AI: Set priorities for the Data and Operations Specialist, and use AI tools and agents, to take on program reporting, analysis, and recurring updates.
Required Skills & Abilities
Experience: 12 or more years in GTM strategy, sales strategy, revenue operations, sales planning, or sales transformation, ideally at a cloud, infrastructure, SaaS, or other usage-based business
Program leadership: A record of running complex, multi-team programs and launching new metrics, processes, or tools to a large sales organization
Planning depth: Prior experience in territory design, quota setting, capacity planning, and forecasting, including hiring and ramp assumptions
Policy judgment: Experience drafting and enforcing sales policy such as account ownership, crediting, or rules of engagement, including resolving cross-geo disputes
Consumption fluency: You understand how usage ramps, commits, overages, and PAYGO differ from subscription bookings
Stakeholder partnership: You work stakeholder first: you weigh options, explain trade-offs plainly, and align senior leaders across Sales, Finance, Product, Developer, and Pricing teams without direct authority
AI fluency: You already use AI assistants and agents in your daily work, check what they produce, and can show examples of work you made faster or better with AI
Comfort with ambiguity: You can build structure where little exists and keep moving while decisions are still being made
Developer-led growth: Experience supporting developer platforms or self-serve to sales-assisted motions
Building with AI: Experience building your own automations, agents, or prompts that save a team real time
