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
