Senior Principal, GTM Data Operations

Cloudflare; Deutschland; Hybrid; EUR 179,000 - 284,000; Full time

Benefits offered by this job

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

Employee Stock Participation Plan

401(k) Retirement Savings Plan

Time Off

Flexible PTO

Job summary

Cloudflare is seeking a principal Sales Operations / data strategy leader to drive data governance, AI-enabled automation, and scalable data infrastructure across the Revenue Operations team. You will partner with Sales Leaders, IT, Data & Analytics to uplift data quality and enable GTM scalability.

This role combines hands-on data builds with strategic governance in a dynamic, fast-moving environment. You will work across CRM data, firmographic enrichment, and cross-functional teams to

Qualifications

• Minimum 12 years of experience in Sales Operations or a CRM architecture function.
• Experience using AI tools to build automation, simplify decision making, and reduce complexities.
• Strong proficiency in building account hierarchies for fast-growing B2B/B2C companies.
• Extensive experience in scaling data quality and using firmographic/technographic enrichment.
• Experience evaluating integrations between CRM and external data systems.
• Experience with Salesforce tooling ecosystem and related teams.
• History of delivering multiple complex projects on time in a fast-moving environment.
• Excellent verbal and written communication skills.
• Strong quantitative skills and data fluency.
• Ability to map data models and perform data engineering tasks.

Responsibilities

• Build a roadmap to improve data governance and agile data strategy.
• Create AI-driven processes to reduce data inefficiencies.
• Collaborate with Data, Analytics and IT to optimize data tools and scalability.
• Establish governance to reduce friction between field needs and data policy.
• Develop playbooks and documentation for repeatable tasks and compliance.
• Identify data owners and ensure accountability in CRM sources.
• Address data-related issues and manage change with stakeholders.

Skills

CRM architecture

Sales operations

AI tools

Data governance

Data modeling

Cross-functional collab

Salesforce ecosystem

Data quality

Data integration

Project management

Tools

Salesforce

CRM integrations

Data tooling

Job description

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

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

Benefits

• 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
• Financial Benefits
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Time Off
• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

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 access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1 : We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Equal Opportunity and Accessibility

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at [e-mail] or via mail at 101 Townsend St. San Francisco, CA 94107.

Sound like something you’ll like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.