Senior Director, Strategy and Planning

Available Locations: Austin, TX; New York, NY; San Francisco, CA
About the role
Cloudflare is looking for a seasoned leader to head Strategy and Planning function that will encompass key elements of short term and long-term planning for the Revenue Organization. This role will serve as the nexus for formulating and guiding the execution of the annual and long-term strategy to support Cloudflare growth, including annual planning, data strategy and governance, and comp design. The role will collaborate closely with revenue leadership, Finance, IT, Business Intelligence, Product, Marketing, and the other Revenue Operations functions to formulate and implement effective strategies, ensure alignment, maximize quality revenue growth and drive timely execution.
You are right for this role if you understand nuances of GTM planning in a fast-growth high-tech company, comfortable working cross functionally and building consensus, organized and can see the big picture as well as willing to dive into details, can ruthlessly prioritize and problem solve.
Job Responsibilities:

• Define and drive GTM strategy: Lead the development of Cloudflare's global go-to-market strategy across products, segments, and regions, ensuring alignment with corporate priorities and growth objectives.
• Long-range & annual planning: Own the annual GTM planning cycle, including revenue targets, resource allocation, coverage models, territory design, and investment priorities. Work with sales stakeholders to create annual planning cadence, identify key work streams, formulate the timeline, and hold work stream leads accountable
• Rules of Engagement & GTM Alignment: Refine and document policies on sales engagement with the rest of the Revenue Organization ecosystem and other functions
• Sales performance & productivity: Develop frameworks and dashboards to measure GTM effectiveness, pipeline health, and sales productivity; recommend and drive improvements
• Compensation Design: Set up sales reps for success with effective compensation plans and high quality data in GTM systems
• Leadership & team development: Lead, mentor, and grow a high-performing GTM strategy and planning team; foster a culture of collaboration, innovation, and accountability.
• Collaboration with Finance, Revenue Leaders, and their Strategy Business Partners to effectively deploy budget and the corresponding headcount to maximize ROI

Required Skills/Experience:

• Minimum 12 years of experience in sales / GTM / revenue operations, preferably, in high growth high-tech company
• Excellent organization and project management skills coupled with operational rigor and track record of cross stakeholder program management and execution
• Established history of driving multiple complex projects at the same time to on-time completion in a fast-moving environment
• Excellent verbal and written communication skills
• Comfortable operating in an ambiguous environment
• Strong influencing and conflict diffusion/de-escalation skills
• Proven quantitative skills and high data fluency
• Experience leading contractors and offshore teams (a plus)

Compensation
Compensation may be adjusted depending on work location.

• For Bay Area based hires: Estimated annual salary of $305,000 - $373,000
• For New York based hires: Estimated annual salary of $290,000 - $354,000

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