Senior GTM Technologist, RevOps

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.

Location: 

• Preferred Locations: San Francisco, Austin, NYC OR Remote

About the Role 

Cloudflare’s GTM organization is scaling rapidly, and its RevOps tech stack must scale with it. We are hiring a RevOps Technologist to shape future-state workflows and move our RevOps technology roadmap from strategy and prototype toward secure, scalable execution.

This senior individual contributor will combine deep Sales and Revenue Operations expertise with the hands-on technical fluency to identify strategic solutions and simplified workflows. You'll report directly to the Director of RevTech Strategy & Operations, and be the senior counterpart to our business partners, IT, Procurement, Engineering, Security & Privacy, to ensure our systems are optimized, and governed.

You will transform our rapidly scaling, today’s fragmented tech stack into a secure, orchestrated engine, across vendor platforms, internal tooling, and Cloudflare’s internal orchestration platform (Cloudflare OS). You will set the direction for Build/Buy/Blend opportunities, prototype AI- and automation-enabled capabilities, and partner with IT and Engineering to move validated solutions toward production.

You will bring an end-to-end view across workflows, systems, data and integrations, to reduce complexity and elevate the seller experience while balancing technical feasibility with business value. 

We are looking for someone who doesn't just manage the existing RevOps stack, but actively reimagines a scalable, best-in-class stack with a stellar seller experience. If you thrive on challenging the status quo, hands-on building with cutting-edge technology, and turning bold GTM ideas into high-impact reality, we want to talk to you.

What You’ll Do:

Shape the Future of RevTech & GTM Systems

• Drive the AI-first RevOps technology roadmap across internal systems, Cloudflare OS, vendor platforms, and new build opportunities, to improve seller efficiency and effectiveness.
• Identify where the stack needs to scale, simplify, or modernize based on jobs-to-be-done, user needs, and workflow friction points.
• Connect technology decisions across the broader GTM ecosystem (workflows, systems, data, integrations, and dependencies) rather than optimizing individual tools in isolation.
• Apply AI, agents, automation, and emerging technologies to practical opportunities that reduce friction, and modernize GTM operations.
• Document current state-workflows, systems, dependencies and pain points to identify exactly where the stack needs to scale or simplify, and translate findings into clear future-state designs and recommendations.

Design, Prototype & Automate

• Translate sales capabilities “jobs-to-be-done", workflow context, and user needs into clear technology requirements and solution approaches balancing user experience, scalability, and technical feasibility.
• Architect solutions across the RevTech landscape that work cohesively with existing CRM, sales engagement, forecasting, data, and other seller technologies.
• Leverage Cloudflare OS, AI, agents, and automation to prototype and build secure solutions, validating where tech adds value vs. human judgement is required.
• Partner with IT and Engineering to move validated solutions toward production, aligning on the APIs, MCPs, integrations, and security.

Drive Technology & Investment Strategy

• Advise on build, buy, blend, or retire decisions based on time-to-value, scalability, security, cost, and flexibility.
• Identify opportunities to reduce unnecessary SaaS dependency, utilizing Cloudflare OS or internal capabilities where appropriate.
• Bring a technical and strategic lens to technology investments, partnering with Procurement, Software Asset Management, IT, and business stakeholders to evaluate vendors and inform a ROI-backed roadmap investments.

Own Governance & Systems Standards

• Define governance, intake models, and decision guardrails for RevTech and AI use cases.
• Participate in cross-functional AI initiatives to evaluate, prioritize, and scale AI-enabled seller workflows.
• Establish auditable RevTech change controls with clear governance based on risk and impact.
• Ensure vendors and internal builds comply with security, privacy, data, and AI standards.

Strategic Partnership & Communications

• Build trusted relationships across GTM, tech teams, business partners and vendors as a trusted advisor on priorities, trade-offs, and future-state direction.

• Translate complex tech concepts and ROI assessments into clear, decision-ready executive recommendations and business impact analyses.
• Leverage external benchmarks (e.g., Gartner) and industry trends to inform tool strategy.
• Support the RevTech budget planning and stewardship in partnership with business partners, Finance and procurement.

Skills, Knowledge & Experience 

• 8+ years in Revenue Operations, GTM Systems, Sales Ops, Business Systems, or related roles within B2B SaaS organizations.
• Deep understanding of B2B seller workflows, sales processes, and the broader GTM technology ecosystem.
• Deep, hands-on experience across GTM technology ecosystem, including CRM, sales engagement, forecasting, revenue orchestration, enablement, data, and automation (e.g; Salesforce, Clari, Gong, Outreach, ZoomInfo, Highspot, LinkedIn Navigator, Clay etc.)
• Hands-on experience with AI, agents, and automation, with ability to rapidly prototype solutions, test assumptions, and solve business problems.
• Solid conceptual and practical understanding of how modern tools connect via APIs, data flows, and “headless” architecture (separating the custom UI a seller uses from the backend).
• 5+ years driving cross-functional technology initiatives, from discovery, vendor evaluation and solution design to secure implementation and adoption across the enterprise.
• Proven track record of evaluating technology options, identifying build/buy/blend opportunities, developing ROI-backed recommendations, and influencing senior stakeholders to drive enterprise alignment.
• Bachelor’s degree in business, IT, marketing, or a technical field is required (Master’s or advanced degree, or AI/data training, is a plus).

Nice to Have

• Hands-on building with emerging AI agent frameworks, custom GPTs, or AI-driven workflow tools to enhance seller productivity.
• Background in consulting or solution architecture, with exposure to advisory frameworks (e.g; Gartner, Forrester).
• Certifications: Salesforce (Advanced Administrator, Sales Cloud, AI Associate) or any relevant AI, or business systems certifications.
• Familiarity with Cloudflare products, commercial negotiations, and tech marketplace dynamics.
• Experience standing up internal automation platforms or replacing SaaS tools with internal builds.

Compensation

Estimated compensation may be adjusted depending on work location and level of experience!

• San Francisco Bay Area (San Francisco, San Jose): Estimated Annual Salary of $145,000 - $230,000

• Major Metro Hubs & Select Remote (Boston, Kirkland, NYC Metro, DC Metro, plus Remote CA, CT, MA, NJ, WA): Estimated Annual Salary of $132,000 - $182,000

• Other Remote States (CO, IL, MD, MN, NV, NY, RI, VT): Estimated Annual Salary of $120,000 - $165,000

  • CO ONLY Application Deadline: January 24, 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

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.