Principal, EMEA Sales Strategy and Operations

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: London, the UK About the Role: As the Principal, EMEA Sales Strategy and Operations, you will lead the operational strategy and execution for two of our most important regions in EMEA. Reporting directly to the Senior Director of Sales Strategy and Operation for EMEA, you will partner closely with regional sales leadership, global sales operations, marketing, finance, and other cross-functional teams to drive sales productivity, accelerate pipeline growth, and enhance forecasting accuracy. You will identify, design, and execute strategies that improve performance, scalability, and operational excellence across UKI, CEE and Israel regions. A catalyst for action, you will bring structure, insight, and momentum to a rapidly growing business. The ideal candidate is both process- and data-driven, thrives on collaboration, and knows how to unite teams around a common vision to deliver exceptional results. What you'll do • Responsibilities: • Serve as a business partner to the UKI, CEE and Israel AVPs and Sales Leadership team, defining and driving strategic initiatives that enable the region to achieve its quarterly and annual revenue objectives. You will deliver actionable insights, analytics, and use AI to enhance decision-making, uncover performance bottlenecks, and accelerate sales execution • You will work to continuously improve processes, innovate and find scalable solutions to do more with less. You will use AI and automation to improve sales productivity and help leadership look behind corners to anticipate blockers and reduce risks. • Partner with other Regional Leaders, global RevOps, Marketing Ops, Finance and Enablement to ensure regional execution aligns with global go-to-market strategy and expectations • Drive forecasting discipline: ensure accurate pipeline coverage, risk identification, deal reviews, and business reviews with regional leadership • Monitor region-specific market dynamics and ensure sales operations are tailored to the unique UKI, CEE and Israel environment • Own key regional sales operations metrics (e.g., sales cycle length, win rate, pipeline conversion, average deal size, forecasting accuracy, quota attainment) and provide regular reporting to senior leadership and support EMEA sales Strategy and Operations leader to improve cadences. • Partner with GTM strategy team and provide input to sales planning, including regular updates to quotas, customer segmentation, account targeting, and Channel development Desirable Skills, Knowledge, and Experience: • Proven senior experience (10+ years) in sales operations, revenue operations or go-to-market operations in a high-growth technology / SaaS company • Experience scaling sales operations across multiple regions (preferably EMEA) including complexity of multiple countries, languages, regulatory frameworks • Strong analytical skills and comfort working with data: able to turn data into insights and actions • Deep understanding of sales processes/end-to-end sales lifecycle, pipeline management best practices, forecasting, territory/quota design, incentive comp, CRM systems (e.g., Salesforce) • Experience to use AI to drive automation, innovation and improve efficiency. • Exceptional cross-functional collaboration and influencing skills: ability to partner with sales leadership, marketing, product, finance, enablement and others • Excellent communication (verbal & written) — able to articulate complex operational issues and influence senior leadership • Comfortable working in fast-paced, dynamic, changing environment; strong change-management aptitude • Strategic thinking with strong execution orientation 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 ac