Senior Director, GTM Intelligence

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. What We’re Looking For: We're hiring a Senior Director, GTM Intelligence to lead how our Revenue organization (Sales, Marketing, Customer Success, Partner, etc.) measures and improves itself. This is a senior leadership role built for an AI-first world: rather than producing reports and models, you will direct the AI systems that generate them, and build the team that molds those systems. A central part of this role is deciding how far automation and AI should go in this work. You'll determine which parts of analysis and reporting can be handed to AI systems, where people still need to be involved, and how we keep the output accurate enough for leaders to trust it. You will partner at the executive level with the data delivery organizations across the company – including Data Intelligence & Analytics (DIA), the Unified Data Analytics Platform (Townlake), and Finance – to define a unified, AI-powered reporting and insights methodology that meets the needs of the entire Revenue organization. We are looking for someone with the technical depth and the executive leadership skills to drive highly cross-functional standards in support of the tremendous growth of Cloudflare’s business. Location: Remote, Austin or San Francisco What You'll Get To Do In This Role: Lead the team that owns how reporting, analytics, and insights are delivered for the Revenue organization to function effectively. Decide where AI and automation fit into our analytics and reporting, and where human judgement is required. Set the quality and accuracy bar for AI-generated analysis, and put review processes in place so leaders can rely on it. Build the data and metric standards the Revenue organization reports against, so Sales, Marketing, and Customer Success work from the same definitions and context. Own the governance model that keeps those definitions consistent as the business and data sources change. Decide which metrics the business runs on (pipeline coverage, conversion, win rate, ACV, sales cycle, productivity, retention, expansion, ROI, etc.) and make sure they are built and maintained correctly. Set direction for the go-to-market data model and the analytics built on top of it, and review the work the team and its tools produce. Act as the analytics expert for critical internal- and external-facing discussions. Expand self-serve analytics across the Revenue organization so people can get access to the answers without assistance. Hire, develop, and grow the managers and senior individual contributors on the team. Track new analytics and AI tooling and decide what's worth adopting. What We're Looking For In You: 12+ years in analytics, data, or revenue operations, including several years leading teams and managing other managers. Experience working directly with Sales or Marketing. Experience using AI or automation in analytics, reporting, or data work, with a clear view on where it belongs and where it doesn't. A track record of building or scaling an analytics or insights function at a company of meaningful size and complexity. Strong people leadership, and the ability to work across teams and influence senior stakeholders. Enough hands-on background in SQL, BigQuery, etc. to set technical direction and judge the team's work. Familiarity with Salesforce and Anaplan as data sources, and BI tools such as Looker and Tableau. Sound business and financial judgment, and the ability to turn analysis into recommendations executives can act on. Clear communication, including the ability to brief an executive (CRO, COO, SVP RevOps) or the board in plain language. Compensation Compensation may be adjusted depending on work location. For New York City, New Jersey, Washington, Washington DC, and California (excluding Bay Area) based hires: Estimated salary of $264,000 - 363,000 For Bay Area-based hires: Estimated annual salary of $276,000 - $380,000 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 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. Sound like something you’d 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. 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.