Role at a glance
- Job function
-
Sales Sales Operations & Support
- Salary
- Not yet verified Check the description for pay details; an amount or pay period has not been verified.
- Location
- United States
- Work arrangement
- Hybrid
- Experience
- Examples of desirable skills, knowledge and experience Experience: 5 or more years in sales operations, revenue operations, business analytics, target setting or territory modelling, or data operations, ideally in a usage-based or billing-driven business
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Role Summary
The GTM Data Specialist turns Consumption strategy into targeting models, trusted data, and clear answers for field teams. The role partners with GTM, Geo Ops, Finance, Billing, and data teams to support consumption-based revenue operations.
What You'll Do
- Build, back-test, maintain, and improve target-setting models and their methodology, and land them with GTM leaders.
- Translate strategy into working methods and recommendations, and flag when data indicates the plan should change.
- Build and maintain cross-functional scorecards covering field performance, data quality, and disputes.
- Validate actuals, baselines, targets, revenue attribution, and account ownership against source systems, and reconcile GTM Revenue with...
- Answer field questions about baselines, quotas, crediting, and ownership under the Rules of Engagement, document decisions, and identify...
- Provide analytics for territory and coverage planning, coordinate data needs across partner teams, and use AI tools to support SQL work,...
Generated from the employer's posting. Verify important details before applying.
View full postingQualifications
Preferred
- 5 or more years in sales operations, revenue operations, business analytics, target setting or territory modelling, or data operations,...
- Ability to build and back-test a quota or forecast model and explain its assumptions
- Strong SQL on large datasets (BigQuery or similar), reconciling against CRM and billing data
- Experience building scorecards or dashboards that other teams rely on
- Understanding of accuracy, documentation, and audit trails when numbers drive pay, and ability to apply written policy such as Rules of...
- Ability to explain technical answers clearly and calmly to sellers and managers, and work well with Geo Ops, Finance, Billing, data...
- Daily use of AI assistants and agents for analysis, coding, and documentation; checking their output against data and showing examples...
- Salesforce experience with reports, SQL, account hierarchies, and ownership rules
Original job description
Content provided by the employer
Original job description
Content provided by the employer
About Us
At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Available Locations: USA
About the Team
Cloudflare is changing how it grows and how it measures growth and Revenue and Consumption is becoming a core Go-To-Market (GTM) metric that shapes our GTM motions.
The Consumption Transformation Team is the design engine for that change. Working closely with GTM leaders and the Developer leadership team, we help define the metric, draft and enforce the Rules of Engagement (ROE) for Consumption, build the analytics and field reporting, and support enablement, landing, and continuous improvement. We are a partnering team and aim to work cross functionally to support our internal functions successfully in a consumption business. This is a new team, so you will be building the way we work, and we expect successful candidates to use AI every day to take on more than a team this size normally could.
About the Role
You will turn the Consumption strategy into working models, trusted data, and clear answers for the field. You will design, build, and land the targeting models, build scorecards with our cross-functional partners and Data and Analytics Leader, give Geo Ops analytics they need to run their business, and be the first stop when our field teams seek clarity on our data, reporting, and use this to improve our models.
What you'll do
- Design, model, and land targets: Build and evolve our target setting model, and own the methodology. Back-test them, land them with GTM leaders, and keep improving them.
- Execute the strategy: Take direction from the Strategy Lead and turn it into working methods and recommendations, and flag early when the data says the plan should change.
- Build scorecards: Work with our DIA and GTM Analytics teams to build and maintain scorecards with cross-functional partners covering field performance, data quality, and disputes.
- Protect data integrity: Validate actuals, baselines, targets, revenue attribution, and account ownership against source systems such as BigQuery, and tie GTM Revenue back to Finance and Billing.
- Support the field and apply the Rules of Engagement: Answer field questions and cases on baselines, quotas, crediting, and ownership, applying the Rules of Engagement consistently and keeping a record of each decision. Spot where a rule needs to change, and provide the account hierarchy and ownership data teams need to collaborate across geos on our most critical customers.
- Support territory planning and partner across teams: Provide analytics to Geo Ops and central territory design so they can deliver successful territory and coverage plans with equitable distribution of opportunity and targets. Work with Finance, Billing, data engineering, IT, RevOps, and Compensation to define data needs and move manual spreadsheet work into governed data products.
- Use AI to scale the work: Use AI tools, to write and review SQL, speed up reconciliations, draft answers to common field questions, and automate recurring checks. Review every result for accuracy and follow Cloudflare policy on confidential data.
Examples of desirable skills, knowledge and experience
- Experience: 5 or more years in sales operations, revenue operations, business analytics, target setting or territory modelling, or data operations, ideally in a usage-based or billing-driven business
- Modelling: You can build and back-test a quota or forecast model and explain its assumptions
- SQL and data: Strong SQL on large datasets (BigQuery or similar), reconciling against CRM and billing data
- Reporting: You have built scorecards or dashboards that other teams rely on
- Controls and policy mindset: You understand why accuracy, documentation, and an audit trail matter when numbers drive pay, and you can apply a written policy such as the Rules of Engagement consistently to real cases
- Communication: You explain technical answers clearly and calmly to sellers and managers, and work well with Geo Ops, Finance, Billing, data engineering, and IT
- AI fluency: You already use AI assistants and agents in your daily work for analysis, coding, and documentation, check their output against the data, and can show examples of work you made faster or better with AI
Bonus points
- Salesforce: Experience with reports, SQL, account hierarchies, and ownership rules
- Building with AI: Experience building your own automations, agents, or prompts that handle routine analysis, reporting, or support questions
Compensation
Compensation may be adjusted depending on work location.
- For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $138,000 - $190,000.
- For Boston, California - Remote, Connecticut - Remote, DC Metro, Massachusetts - Remote, New Jersey - Remote, New York City, NY Metro, Remote - Washington, Washington (Kirkland), and Washington D.C. based hires: Estimated annual salary of $132,000 - $182,000.
- For Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires: Estimated annual base salary of $120,000 - $165,000.
CO ONLY Application Deadline: January, 17 2027
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
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.
Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you’d like to be a part of? We’d love to hear from you!
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.
About the company
Cloudflare
Large Enterprise
Cloudflare is a leading internet security and performance company that provides a suite of services designed to enhance website loading speed, protect against cyber threats, and improve overall internet infrastructure. Founded in 2009, Cloudflare operates a global network that helps millions of websites, applications, and APIs stay secure and resilient. With a focus on innovation, the company leverages advanced technologies such as edge computing and artificial intelligence to deliver scalable solutions for businesses of all sizes, ensuring a faster and more secure online experience.