Senior Principal / Director, GTM Strategy – Consumption Operations

Cloudflare

. Define the Consumption metric and multi-year roadmap with GTM and Developer leadership .

Posted 10/21/2026full-timeUnited StatesSenior💰 $200,000 - $275,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in GTM strategy, sales planning, and revenue operations, with a strong focus on territory design, quota setting, and capacity planning. Proficient in drafting sales policies and leveraging AI tools for program reporting and analysis.

Highest-signal resume keywords

GTM StrategySales PlanningRevenue OperationsTerritory DesignAI Tools Utilization

ATS Keywords

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Hard Skills

Sales TransformationQuota SettingCapacity PlanningForecastingAccount Ownership PolicyRules of EngagementUsage Ramps UnderstandingCross-Geo Dispute ResolutionProgram ManagementMetrics Development

Soft Skills

Trade-Off AnalysisExecutive CommunicationAmbiguity ManagementCross-Functional CollaborationProblem Solving

Tools & Technologies

AI AssistantsProgram Reporting ToolsSales ToolsData Analysis ToolsIntegrated Planning Software

Industry Keywords

Cloud BusinessInfrastructureSaaSUsage-Based BusinessSales Organization

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Define the Consumption metric and multi-year roadmap with GTM and Developer leadership
Bring hard trade-offs to executives with a recommendation
Set the central methodology for Consumption targets
Partner with Geo Ops and central territory design on equitable distribution of opportunity, targets, and support
Connect targets and coverage to the annual capacity plan, including hiring and ramp time for new sellers
Draft Consumption policy on account ownership, crediting, and cross-geo allocation
Set standards for enforcing Rules of Engagement and help resolve ownership and credit disputes
Partner with Pricing, Deal Desk, and Developer Platform teams to prepare consumption-led motions for the field
Coordinate integrated planning, go-live readiness, and cross-functional cadence
Clear blockers across GTM, Product, Finance, and IT and report on program health
Coordinate enablement and onboarding for sellers and support roles
Lead continuous improvement after launch
Set priorities for the Data and Operations Specialist
Use AI tools and agents for program reporting, analysis, and recurring updates

Requirements

What you’ll need

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
A record of running complex, multi-team programs and launching new metrics, processes, or tools to a large sales organization
Prior experience in territory design, quota setting, capacity planning, and forecasting, including hiring and ramp assumptions
Experience drafting and enforcing sales policy such as account ownership, crediting, or rules of engagement, including resolving cross-geo disputes
Understanding of usage ramps, commits, overages, and PAYGO versus subscription bookings
Ability to weigh options, explain trade-offs plainly, and align senior leaders across Sales, Finance, Product, Developer, and Pricing teams without direct authority
Daily use of AI assistants and agents, with ability to check outputs and provide examples of work improved with AI
Ability to build structure where little exists and keep moving amid ambiguity

Benefits

Comp & perks

Equity plan participation
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
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave