Principal, GTM Business Operations Manager

Available Locations: Austin, TX, San Francisco CA, NYC, Denver, OR Remote US

About the Role

We're looking for a highly capable, hands-on operator to join the Office of the President of Revenue at Cloudflare.

This person will work directly with the Revenue Chief of Staff to help run the business, drive executive priorities, and ensure the GTM organization stays aligned and informed.

The right person is someone who sees what needs to be done and takes ownership without waiting for direction. They can move between strategy and execution, navigate ambiguity, manage competing priorities, and work effectively with senior leaders across the organization.

This is a high-visibility role that requires strong judgment, exceptional follow-through, and the ability to move quickly without sacrificing quality.

You'll have a front-row seat to how a global revenue organization operates, with the opportunity to make a meaningful impact across the business.

What You'll Do

GTM Business Operations & Executive Priorities

• Partner closely with the Revenue Chief of Staff to drive priorities across the Office of the President of Revenue.
• Act as an extension of the Revenue Chief of Staff, representing the office in cross-functional meetings and independently driving decisions and follow-through within agreed priorities.
• Anticipate upcoming needs, identify gaps, and proactively drive work forward.
• Prepare executive-ready updates, briefing materials, presentations, and communications.
• Track decisions, commitments, and dependencies, ensuring the right people are accountable and work moves forward.
• Help manage competing priorities, bringing recommendations and solutions rather than simply escalating problems.

GTM Communications & Engagement

• Own the execution and quality of GTM-wide communications, including the weekly GTM Rollup, leadership updates, and organizational announcements.
• Work across functions to gather, validate, prioritize, and translate information into clear, actionable communications for the field.
• Drive planning and execution of GTM leadership engagement programs, including All Hands and Leadership Unplugged, from content development and stakeholder coordination through delivery and follow-up.
• Partner with executive stakeholders and content owners to ensure messaging is relevant, engaging, and aligned with GTM priorities.
• Ensure communications are accurate, timely, and appropriate for their intended audiences.
• Continuously improve how information reaches the field, reducing unnecessary noise while making important updates easier to find and act on.

Field Advisory Board (FAB) Program Leadership

• Own and continuously improve Cloudflare's global Field Advisory Board (FAB) program, ensuring it serves as a meaningful two-way feedback channel between field teams and GTM leadership.
• Manage the Americas and International boards, including member engagement, quarterly meetings, agendas, executive participation, and follow-through on commitments.
• Partner with Sales, Product, Enablement, Revenue Operations, and other teams to turn field feedback into actionable recommendations and improvements.
• Identify recurring themes, challenges, and opportunities from the field, and bring forward insights that help inform GTM priorities and decisions.
• Strengthen the program's effectiveness by improving how feedback is collected, prioritized, communicated, and acted upon.
• Ensure FAB members see tangible outcomes from their input, building trust and sustained engagement in the program.
• Establish clear measures of program impact and regularly assess what's working, what's not, and where the program needs to evolve.

Cross-Functional Execution

• Drive initiatives that span Sales, Revenue Operations, Marketing, Product, Enablement, and other functions.
• Translate FAB objectives into clear actions, owners, and timelines, and ensure commitments are delivered.
• Identify risks and dependencies early, recommend solutions, and escalate when necessary.
• Build strong relationships across the organization and influence outcomes without formal authority.
• Step into ambiguous or urgent situations and bring structure, clarity, and momentum.
• Balance the needs of multiple stakeholders while keeping the broader GTM organization's priorities in focus.

Operational Excellence & Scale

• Identify opportunities to simplify processes, eliminate unnecessary work, and improve how the GTM organization operates.
• Leverage AI, automation, and internal tools to reduce manual effort and improve execution.
• Create lightweight systems for tracking priorities, decisions, and follow-through.
• Establish practical quality-control processes to ensure work is accurate and complete before delivery.
• Continuously improve the quality, consistency, and efficiency of work coming out of the Office of the President of Revenue.

What We're Looking For

• 7+ years of experience in business operations, GTM strategy and operations, executive operations, Chief of Staff support, or similar roles in a fast-paced technology environment.
• Demonstrated experience working with senior executives and navigating complex, cross-functional organizations.
• Proven ability to independently own programs or initiatives from planning through execution, including driving stakeholder alignment and measurable outcomes.
• Exceptional organizational skills and attention to detail, with a track record of managing multiple priorities without losing sight of the details.
• Strong written and verbal communication skills, including the ability to turn complex information into clear, concise, executive-ready materials.
• Excellent judgment and the confidence to make recommendations, challenge assumptions, and know when to escalate.
• A proactive mindset. You don't wait to be told what to do, and you're comfortable taking ownership of problems that don't have obvious answers.
• Strong execution skills. You follow through, close loops, and take responsibility for outcomes.
• Comfort with ambiguity, changing priorities, and tight timelines.
• Experience using AI and automation to improve productivity and operational workflows.
• A low-ego, collaborative approach and willingness to roll up your sleeves, regardless of the task.

What Success Looks Like

Within your first six months:

• You've become a trusted extension of the Revenue Chief of Staff, able to independently represent the office and move work forward.
• GTM communications and leadership engagement programs run smoothly, with strong quality control and minimal oversight.
• The Field Advisory Board operates as an effective, trusted feedback mechanism, with strong member engagement, actionable insights, and visible progress against field recommendations.
• You anticipate needs, identify potential issues, and bring solutions before problems escalate.
• Cross-functional stakeholders trust you to drive decisions, follow through on commitments, and keep work moving.
• You've identified and implemented meaningful improvements to how the team operates, including opportunities to use AI and automation.
• The Revenue Chief of Staff has more capacity to focus on strategic priorities because you're independently managing critical aspects of the business.

Who Will Thrive Here

You're naturally curious, resourceful, and comfortable figuring things out. You care about doing great work, but you don't need perfect instructions or a perfect process to get started.

You can operate at the executive level and still enjoy the details. You know when to ask questions, when to push back, and when to just get something done.

You enjoy building relationships, connecting the dots across teams, and finding ways to make things work better. You're comfortable taking the lead, even when you don't have formal authority, and you take ownership of the outcome.

Most importantly, you take pride in being someone others can count on.

Application Deadline: January 31, 2027

Compensation

• Compensation may be adjusted depending on work location.

• For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $174,000 - $240,000.

• 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 $166,000 - $228,000.

• 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 $143,000 - $197,000.

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