Principal, GTM Business Operations Manager

Principal, GTM Business Operations Manager
Cloudflare ·United States, Austin, TX / Denver, CO / New York, NY / Remote US / San Francisco, CA

Remote Full-time Senior Operations

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: 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 escalates 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 Success Looks Like

Within your first six months:

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

Equity

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.

Global Travel Medical Insurance

Financial Benefits

Short and Long Term Disability Insurance

Time Off
Flexible paid time off covering vacation and sick 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.

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 View email address on sanfranciscogigs.com or via mail at 101 Townsend St. San Francisco, CA 94107.

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