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Salary: USD 200,000 - 317,000 / annual
Cloudflare is seeking a GTM Strategy Senior Principal / Director to lead the strategy for how the company measures, plans for, and grows Consumption across its Go-To-Market organization. This is a newly formed role within the Consumption Transformation Team, a design engine working closely with GTM leaders and the Developer leadership team to define consumption metrics, establish Rules of Engagement, build analytics and field reporting, and support enablement and continuous improvement.
In this role, you will:
**Strategic Leadership & Metric Definition**
Work with GTM leaders and Developer leadership to set the Consumption metric and multi-year roadmap, bringing hard trade-offs to executives with clear recommendations. Define how Cloudflare measures and plans for consumption as a core GTM metric.
**Target Methodology & Planning**
Set the central methodology for Consumption targets and partner with Geo Ops and territory design to ensure opportunity, targets, and support are distributed equitably. Connect targets and coverage to the annual capacity plan, including hiring and ramp time for new sellers.
**Policy & Rules of Engagement**
Work with RevOps and GTM leaders to draft Consumption policy on account ownership, crediting, and cross-geo allocation. Set standards for enforcement and help teams across geographies collaborate on critical customers so credit and ownership remain clear.
**Program Coordination & Enablement**
Coordinate the integrated plan, go-live readiness, and cross-functional cadence. Clear blockers across GTM, Product, Finance, and IT, and report plainly on program health. Lead enablement and onboarding with GTM leaders and Developer leadership, coordinating how Consumption changes the work of sellers and support roles. Drive continuous improvement after launch.
**Team Leadership & AI Integration**
Lead a Data and Operations Specialist and leverage AI tools and agents to take on program reporting, analysis, and recurring updates. You will use AI daily to multiply the impact of a small team.
**Motion Readiness**
Partner with Pricing, Deal Desk, and the Developer Platform team to ensure consumption-led motions are ready for the field before they scale.
This is a stakeholder-first role requiring alignment across Sales, Finance, Product, Developer, and Pricing teams without direct authority. You will build structure where little exists and keep moving while decisions are still being made.
**Requirements**
- 12+ years in GTM strategy, sales strategy, revenue operations, sales planning, or sales transformation, ideally at a cloud, infrastructure, SaaS, or usage-based business
- Proven record of running complex, multi-team programs and launching new metrics, processes, or tools to large sales organizations
- Deep 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 how usage ramps, commits, overages, and PAYGO differ from subscription bookings
- Demonstrated ability to work stakeholder-first: weighing options, explaining trade-offs plainly, and aligning senior leaders across multiple functions
- Active AI fluency: already using AI assistants and agents in daily work, checking their output, and able to show examples of work made faster or better with AI
- Comfort building structure in ambiguous environments and keeping momentum while decisions are still being made
**Bonus Experience**
- Developer-led growth or experience supporting developer platforms and self-serve to sales-assisted motions
- Building your own automations, agents, or prompts that save teams real time
