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Salary: USD 120,000 - 190,000 / annual
Cloudflare is seeking a GTM Data Specialist to join the Consumption Transformation Team, a new cross-functional group building the analytics and operational infrastructure for consumption-based go-to-market strategy. This role sits at the intersection of revenue operations, data analytics, and field enablement.
You will translate consumption strategy into working models, trusted data, and actionable insights for the sales field. Key responsibilities include:
**Core Responsibilities:**
- Design, build, and continuously improve target-setting models; back-test them against actuals and land them with GTM leadership
- Execute strategic direction by turning high-level plans into working methods and recommendations; flag early when data suggests course corrections
- Build and maintain scorecards with cross-functional partners (Data, Analytics, GTM teams) covering field performance, data quality, and disputes
- Validate actuals, baselines, targets, revenue attribution, and account ownership against source systems (BigQuery, CRM, Billing); tie GTM revenue back to Finance
- Support the field by answering questions on baselines, quotas, crediting, and ownership; apply Rules of Engagement consistently and maintain decision records
- Provide analytics to Geo Ops and territory design teams to enable equitable opportunity distribution and target allocation
- Partner with Finance, Billing, data engineering, IT, RevOps, and Compensation to migrate manual spreadsheet processes into governed data products
- Leverage AI tools daily to write and review SQL, accelerate reconciliations, draft field responses, and automate recurring checks; validate all AI-generated output for accuracy
The role is part of a new team, so you will help define how the team operates and are expected to use AI to take on scope beyond typical team size.
**Requirements:**
- 5+ years in sales operations, revenue operations, business analytics, target setting, territory modeling, or data operations (experience in usage-based or billing-driven business preferred)
- Ability to build and back-test quota or forecast models and explain their assumptions
- Strong SQL skills on large datasets (BigQuery or similar); experience reconciling against CRM and billing data
- Track record building scorecards or dashboards that other teams rely on
- Understanding of controls, accuracy, documentation, and audit trails in compensation-related data; ability to apply written policies (like Rules of Engagement) consistently to real cases
- Clear communication of technical answers to sellers and managers; strong cross-functional collaboration with Geo Ops, Finance, Billing, data engineering, and IT
- Daily use of AI assistants and agents for analysis, coding, and documentation; ability to validate output and demonstrate examples of work improved or accelerated by AI
**Bonus:**
- Salesforce experience (reports, SQL, account hierarchies, ownership rules)
- Experience building custom automations, agents, or prompts for routine analysis, reporting, or support
