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 $208,000 - $254,000.
- For New York City, Washington, Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $245,000 - $299,000.
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
