GTM Planning

4 weeks ago

Remote, Oregon, United States Cloudflare Full time

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.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us
Location, Remote US
Team and Role Overview
The Global GTM Planning and Operations team's vision is to support Cloudflare's high growth target through scaleable and optimized Global GTM planning and operations process framework and governance. We intend to drive thoughtful planning of Sales capacity, Segmentation,Territory carving, Quota setting, Compensation design and ensuring clear Roles of Engagement across the Field roles. We are a nascent team and intend to establish a cohesive, consistent optimal process framework that can support high growth and optimized resource plan.
As the Manager of GTM Planning & Operations, you will develop and manage the Annual Planning Fast Start initiative, and support deep analysis, define metrics required to make clear confident decisions and also support operations around territory disputes and policy. You will establish a strong collaboration with regional and global Sales Leaders and stakeholders, as well as work closely with the Revenue Operations and Finance GTM team members. You will drive process design and implementation of an effective Annual Planning framework, proactively manage territory disputes, and mature operational practices.
The ideal candidate will possess a strong analytical sales strategy/ops background along with equally strong stakeholder management skills and program management capabilities. The candidate will be required to develop planning models, manage projects and programs, and policy / content to enable the Sales Team for Fast Start Initiatives. Last, the candidate should be comfortable working in an ambiguous environment, be able to thrive working on fast paced projects, and influence without authority.
Core Responsibilities

  • Drive and support GTM planning process, serving as the central point of contact for all planning activities and timelines.
  • Develop recommendation slides and support big decision making e.g. Strategic Account program, shift in segmentations or verticalization strategy, etc.
  • Collaborate with cross-functional teams to design and deliver actionable insights.
  • Improve planning process and lead change management/communication planning efforts including risk management


Required Experience & Skills:

  • 5+ years of Sales Strategy / Operations in a fast pace Tech company or as a management consultant.
  • Strong analytical (expertise in modeling), presentation creations and communication skills are a must
  • Experienced and savvy internal facilitator and negotiator
  • Proven experience leading cross functional initiatives to completion
  • Detail-oriented while keeping the strategic mindset
  • Bachelor's degree required


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: We equip politically and artistically important organizations and journalists 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: We created 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.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
1.1.1.1: We released 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
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 or via mail at 101 Townsend St. San Francisco, CA 94107.

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