Senior Principal, GTM Data 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: San Francisco, NYC, or Austin, or Remote, US About the role Cloudflare is looking for a principal individual contributor to drive data strategy and execution for the Revenue Operations team! This is a great role for an experienced Sales Operations professional who is looking for a hands-on role that can shape and build the infrastructure that will drive operational scale and solve real problems that help drive impact. You are right for this role if you excel at building data infrastructure at scale, driving data governance across business, and understand the nuances and challenges of the intersection between Go-To-Market business and data needs. As part of the Go-To-Market Intelligence team, you will partner with the Sales Leaders and their Revenue Operations Business Partners, IT, Data, Intelligence, and Analytics and other functions within the company to up level data quality in our systems, scale processes, and support Cloudflare’s strategic priorities. Job Responsibilities: • Build a roadmap to improve Cloudflare’s abilities to be more agile and have a trustworthy, fresh, expeditious customer and firmographic data strategy and governance framework. • Build and execute AI implementation to reduce current day inefficiencies caused by unclear or absent data • Establish a strong and productive engagement with Cloudflare’s Data, Intelligence, and Analytics and IT teams to implement and optimize hardened data management tools and technologies ensuring alignment with business needs and scalability • Collaborate cross-functionally within Revenue Operations to build a change review board or other advanced governance system to reduce friction between Field needs and data governance • Create and maintain playbooks and documentation for completing repeatable tasks to ensure compliance with relative policies • Identify and partner with owners of data sources in the CRM system to ensure accountability • Work with stakeholders to address data-related issues, resolve conflicts, and ensure effective communication and change management. Required Skills/Experience: • Minimum 12 years of experience in Sales Operations or a CRM architecture function • Experience leveraging AI tools to build automation, simplify decision making, and reduce complexities • Strong proficiencies in building account hierarchies for fast-growing B2B/B2C companies • Extensive experience in processes, techniques and tactics to scale global data quality, including and not limited to deduplication, firmographic, as well as technographic data enrichment • Experience understanding and evaluating integrations between CRM and external data systems • Experience using various firmographic data sources and how to leverage each source • Extensive experience working with Salesforce tooling ecosystem and the related teams • Established history of driving multiple complex projects at the same time to on-time completion in a fast-moving environment • Excellent verbal and written communication skills • Strong quantitative skills and high data fluency • Ability to draw and map data models and strong data engineering skills Compensation Compensation may be adjusted depending on work location. • For Bay Area based hires: Estimated annual salary of $230,000 - $317,000 • For New York City, Washington, Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $220,000 - $303,000 • For Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires: Estimated annual salary of $200,000 - $275,000 • Application Deadline: ~January 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 • Glo