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Cloudflare is seeking a Principal, EMEA Sales Strategy and Operations to lead operational strategy and execution across the UKI, CEE, and Israel regions. Reporting to the Senior Director of Sales Strategy and Operations for EMEA, you will partner with regional sales leadership, global sales operations, marketing, finance, and cross-functional teams to drive sales productivity, accelerate pipeline growth, and enhance forecasting accuracy.
Key responsibilities include:
- Serve as a strategic business partner to regional AVPs and sales leadership, defining and driving initiatives that enable achievement of quarterly and annual revenue objectives
- Deliver actionable insights and analytics using AI to enhance decision-making, uncover performance bottlenecks, and accelerate sales execution
- Continuously improve processes and innovate scalable solutions; leverage AI and automation to improve sales productivity and help leadership anticipate blockers
- Partner with regional leaders, global RevOps, Marketing Ops, Finance, and Enablement to ensure regional execution aligns with global go-to-market strategy
- Drive forecasting discipline through accurate pipeline coverage, risk identification, deal reviews, and business reviews with regional leadership
- Monitor region-specific market dynamics and tailor sales operations to the unique UKI, CEE, and Israel environment
- Own key regional sales operations metrics (sales cycle length, win rate, pipeline conversion, average deal size, forecasting accuracy, quota attainment) and provide regular reporting to senior leadership
- Partner with GTM strategy team on sales planning, including quotas, customer segmentation, account targeting, and channel development
Cloudflare is a global network company powering millions of websites and internet properties. The company protects and accelerates internet applications without requiring hardware installation or code changes. Cloudflare is known for its innovative culture, commitment to internet freedom (Project Galileo, Athenian Project), and the 1.1.1.1 public DNS resolver.
Requirements:
- 10+ years of proven senior experience in sales operations, revenue operations, or go-to-market operations in high-growth technology/SaaS companies
- Experience scaling sales operations across multiple regions, preferably EMEA, including complexity of multiple countries, languages, and regulatory frameworks
- Strong analytical skills and comfort working with data; ability to turn data into insights and actions
- Deep understanding of sales processes, end-to-end sales lifecycle, pipeline management best practices, forecasting, territory/quota design, incentive compensation, and CRM systems (e.g., Salesforce)
- Experience using AI to drive automation, innovation, and improve efficiency
- Exceptional cross-functional collaboration and influencing skills; ability to partner with sales leadership, marketing, product, finance, enablement, and others
- Excellent verbal and written communication; ability to articulate complex operational issues and influence senior leadership
- Comfortable working in fast-paced, dynamic, changing environments with strong change-management aptitude
- Strategic thinking with strong execution orientation
