GTM Strategy Senior Principal / Director, Consumption Operations

About this role

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 lead the strategy for how Cloudflare measures, plans for, and grows Consumption across GTM, working stakeholder first with GTM leaders and the Developer leadership team. You will shape the roadmap, bring Pricing, Finance, Product, and Sales Leadership around one approach, and coordinate the program that gets the field ready for go-live and keeps it supported as the motion grows.

What you'll do

• Define the metric and roadmap: Work with GTM leaders and Developer leadership to set the Consumption metric and multi-year roadmap, and bring hard trade-offs to executives with a recommendation.

• Target methodology: Set the central methodology for Consumption targets. Partner with Geo Ops and central territory design, who own territory carving, so opportunity, targets, and support, are distributed equitably. Help connect targets and coverage to the annual capacity plan, including hiring and ramp time for new sellers.

• Shape the Rules of Engagement: Work with RevOps and GTM leaders to draft Consumption policy on account ownership, crediting, and cross-geo allocation, set the standard for enforcing it, and help teams across geos collaborate on our most critical customers so credit and ownership are clear.

• Ready new motions: Partner with Pricing, Deal Desk, and the Developer Platform team so consumption led motions are ready for the field before they scale.

• Coordinate the program: Coordinate the integrated plan, go-live readiness, and cross-functional cadence. Help clear blockers across GTM, Product, Finance, and IT, and report plainly on program health.

• Land the metric and enable the field: Work with GTM leaders and Developer leadership on enablement and onboarding, coordinate how Consumption changes the work of sellers and support roles, and lead continuous improvement after launch.

• Lead the Specialist and use AI: Set priorities for the Data and Operations Specialist, and use AI tools and agents, to take on program reporting, analysis, and recurring updates.

Examples of desirable skills, knowledge and experience

• Experience: 12 or more years in GTM strategy, sales strategy, revenue operations, sales planning, or sales transformation, ideally at a cloud, infrastructure, SaaS, or other usage-based business

• Program leadership: A record of running complex, multi-team programs and launching new metrics, processes, or tools to a large sales organization

• Planning depth: Prior experience in territory design, quota setting, capacity planning, and forecasting, including hiring and ramp assumptions

• Policy judgment: Experience drafting and enforcing sales policy such as account ownership, crediting, or rules of engagement, including resolving cross-geo disputes

• Consumption fluency: You understand how usage ramps, commits, overages, and PAYGO differ from subscription bookings

• Stakeholder partnership: You work stakeholder first: you weigh options, explain trade-offs plainly, and align senior leaders across Sales, Finance, Product, Developer, and Pricing teams without direct authority

• AI fluency: You already use AI assistants and agents in your daily work, check what they produce, and can show examples of work you made faster or better with AI

• Comfort with ambiguity: You can build structure where little exists and keep moving while decisions are still being made

Bonus points

• Developer-led growth: Experience supporting developer platforms or self-serve to sales-assisted motions

• Building with AI: Experience building your own automations, agents, or prompts that save a team real…