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Salary: USD 160,000 - 230,000 / annual
Cloudflare is seeking a Principal Engineer for GTM Automation to design, build, and maintain AI-powered agentic workflows that drive efficiency across the Revenue organization (Sales, Marketing, Customer Success, Partner, RevOps). This is a senior individual contributor role focused on reducing operational friction and automating repetitive revenue work.
You will work directly with Sales leadership, Revenue Operations, Enablement, and data/engineering teams to build systems that save sellers real time. Key responsibilities include:
- Design and build agentic workflows for account creation/enrichment, CRM updates, renewals, QBR prep, deal registration, and account ownership, with robust RBAC, observability, and error handling.
- Determine where AI and automation fit in the go-to-market motion versus where human judgment remains essential.
- Set quality bars for production agents: evals before every release, monitoring tied to pipeline and revenue, sensitive data rules, and tested rollback procedures.
- Own the architecture connecting agents to Salesforce, data warehouse, enrichment/intent sources, and call data to enable workflow reuse.
- Build signal layers for account prioritization, routing, and next-best-action using product usage, intent, firmographic changes, and call transcripts.
- Review code and designs from analysts and RevOps partners; establish version control, testing, and code review practices where missing.
- Partner with Sales, Marketing, and Customer Success leaders to identify high-impact automation opportunities and retire underutilized tools.
- Track emerging models, agent frameworks, and vendor tools to inform adoption decisions.
- Document systems and ownership to ensure continuity.
The hard part of this job is knowing where NOT to put an agent—deciding which processes can be automated, which require human involvement, and how to validate output quality before sellers act on it. Success is measured by systems that resolve mundane tasks and demonstrably save people time.
REQUIREMENTS:
- 10+ years in software engineering, data engineering, GTM automation, or revenue systems, with several years owning systems from design through production support at staff level or above.
- At least one LLM-powered workflow or agent that a business team relied on in production; ability to walk through how it called tools, handled failures, and was evaluated.
- Strong Python or TypeScript and strong SQL; you write tested code and can review AI-generated code to catch errors.
- Hands-on Salesforce experience with data model, Flow, APIs, and permissions; clear understanding of how CRM data degrades when automation writes to it.
- Comfort working directly in BigQuery, Snowflake, or similar data warehouse.
- Experience integrating SaaS systems over REST APIs and webhooks; ability to trace failures to source.
- Working knowledge of enrichment and signal tools (D&B, ZoomInfo, HG Insights) and judgment on handling disagreements between sources.
- Ability to explain systems to sales VPs in two sentences and to engineers in schema form; proven influence across teams that don't report to you.
