GTM Strategy Senior Principal / Director, Consumption OperationsActive$230K–$317K

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.

What you'll do

• Define the metric and roadmap: Work with GTM leaders and Developer leadership to set the Consumption metric and multi-year roadmap, and bring hard trade-offs to executives with a recommendation.

• Target methodology: Set the central methodology for Consumption targets. Partner with Geo Ops and central territory design, who own territory carving, so opportunity, targets, and support, are distributed equitably. Help connect targets and coverage to the annual capacity plan, including hiring and ramp time for new sellers.

• Shape the Rules of Engagement: Work with RevOps and GTM leaders to draft Consumption policy on account ownership, crediting, and cross-geo allocation, set the standard for enforcing it, and help teams across geos collaborate on our most critical customers so credit and ownership are clear.

• Ready new motions: Partner with Pricing, Deal Desk, and the Developer Platform team so consumption led motions are ready for the field before they scale.

• Coordinate the program: Coordinate the integrated plan, go-live readiness, and cross-functional cadence. Help clear blockers across GTM, Product, Finance, and IT, and report plainly on program health.

• Land the metric and enable the field: Work with GTM leaders and Developer leadership on enablement and onboarding, coordinate how Consumption changes the work of sellers and support roles, and lead continuous improvement after launch.

What they're looking for

• Lead the Specialist and use AI: Set priorities for the Data and Operations Specialist, and use AI tools and agents, to take on program reporting, analysis, and recurring updates.