GTM Data Specialist, Consumption & Revenue Operations

Skills this role screens for

The company

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

The company

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.

The work

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.

The work

What you'll do

Examples of desirable skills, knowledge and experience

• 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.
• 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

Nice to have

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

What you get

Compensation

Compensation may be adjusted depending on work location.

CO ONLY Application Deadline: January, 17 2027

Equity

This role is eligible to participate in Cloudflare’s equity plan.

• 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.

What you get

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.

What you get

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

What you get

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Also

Time Off

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.…

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave