Available Locations: USA

About the Team

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.

The Consumption Transformation Team is the design engine for that change. Working closely with GTM leaders and the Developer leadership team, we help define the metric, draft and enforce the Rules of Engagement (ROE) for Consumption, build the analytics and field reporting, and support enablement, landing, and continuous improvement. We are a partnering team and aim to work cross functionally to support our internal functions successfully in a consumption business. This is a new team, so you will be building the way we work, and we expect successful candidates to use AI every day to take on more than a team this size normally could.

About the Role

You will lead the strategy for how Cloudflare measures, plans for, and grows Consumption across GTM, working stakeholder first with GTM leaders and the Developer leadership team. You will shape the roadmap, bring Pricing, Finance, Product, and Sales Leadership around one approach, and coordinate the program that gets the field ready for go-live and keeps it supported as the motion grows.

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.
• 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.

Examples of desirable skills, knowledge and experience

• Experience: 12 or more years in GTM strategy, sales strategy, revenue operations, sales planning, or sales transformation, ideally at a cloud, infrastructure, SaaS, or other usage-based business
• Program leadership: A record of running complex, multi-team programs and launching new metrics, processes, or tools to a large sales organization
• Planning depth: Prior experience in territory design, quota setting, capacity planning, and forecasting, including hiring and ramp assumptions
• Policy judgment: Experience drafting and enforcing sales policy such as account ownership, crediting, or rules of engagement, including resolving cross-geo disputes
• Consumption fluency: You understand how usage ramps, commits, overages, and PAYGO differ from subscription bookings
• Stakeholder partnership: You work stakeholder first: you weigh options, explain trade-offs plainly, and align senior leaders across Sales, Finance, Product, Developer, and Pricing teams without direct authority
• AI fluency: You already use AI assistants and agents in your daily work, check what they produce, and can show examples of work you made faster or better with AI
• Comfort with ambiguity: You can build structure where little exists and keep moving while decisions are still being made

Bonus points

• Developer-led growth: Experience supporting developer platforms or self-serve to sales-assisted motions
• Building with AI: Experience building your own automations, agents, or prompts that save a team real time

Compensation

Compensation may be adjusted depending on work location.

• For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $230,000 - $317,000.
• For Boston, California - Remote, Connecticut - Remote, DC Metro, Massachusetts - Remote, New Jersey - Remote, New York City, NY Metro, Remote - Washington, Washington (Kirkland), and Washington D.C. 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 base salary of $200,000 - $275,000.

CO ONLY Application Deadline: January, 17 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
• 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