RevOps Technology Manager

at Cloudflare

Hybrid

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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

Available Locations: Austin, Texas

About the role

We’re looking for a RevOps Technology Manager to define and drive the strategic vision for our Revenue Operations (RevOps) technology portfolio. This role combines business acumen, technical knowledge, and emerging technology insight to deliver scalable, high-impact GTM solutions. The individual will set governance frameworks, prioritize investments, and influence cross-functional leaders to ensure our technology stack enables growth, efficiency, and alignment without unnecessary complexity.

The leader owns the strategic direction of the RevOps tech stack, including portfolio evaluation, rationalization, and lifecycle management. RevOps Technology Manager partners closely with IT, Implementation (FAST), Engineering, Procurement, SAM (Software Asset Manager), Security, Privacy, Finance, and GTM leadership to align priorities, remove friction, and ensure the stack meets business objectives.

The role also guides the evaluation and scaling of emerging technologies, including AI, providing frameworks that strategically enhance RevOps efficiency and seller effectiveness. Using data, benchmarks, and external research, the leader delivers fact-based recommendations that inform decisions and support sustainable growth.

What you'll do

Sales Technology Vision and Roadmap Ownership

Develop multi-year technology vision, and roadmap aligned with GTM strategic goals for a long-term growth and competitive advantage.
Define the role of core systems across the revenue lifecycle and ensure long-term scalability.
Align the GTM tech stack to defined sales motions and operational workflows.
Identify gaps in the tech stack and recommend strategic build, buy, or consolidation paths.

Tech Stack Rationalization & Portfolio Management

Lead strategic evaluation of the RevOps technology portfolio to maximize ROI and business alignment.
Rationalize, consolidate, or retire tools where appropriate, ensuring scalability and compliance.
Partner with Finance and Procurement on investment decisions.

Governance, Standards & Operating Models

Establish governance frameworks, standards, and decision guardrails to guide tool evaluation, adoption, and lifecycle management.
Document operating models and workflows to clarify roles, responsibilities, and decision-making authority.
Collaborate with IT, Implementation, Procurement, SAM, Security, Privacy, and GTM leaders to enable aligned execution while maintaining compliance, scalability, and system integrity.
Set guardrails that balance speed and flexibility with security, compliance, and system integrity.

AI & Emerging Technology Strategy

Participate in cross-functional AI initiatives, providing RevOps tooling strategy perspective to evaluate, prioritize, and scale AI-enabled capabilities.
Identify where AI and automation can strategically enhance seller workflows and RevOps effectiveness.
Help define governance and intake models for AI use cases.
Guide build vs. buy vs. blend decisions in collaboration with IT and Engineering.

Cross-Functional Partnership

Align RevOps, Sales, Marketing, Finance, IT, FAST, Engineering, Security, Privacy, Procurement, and SAM on technology priorities and standards.
Serve as a trusted advisor on technology trade-offs, investment priorities, and future-state planning.
Incorporate adoption and performance insights into ongoing strategic portfolio decisions.

Strategic Communication & Industry Benchmarking

Develop executive-ready materials that articulate the current and future-state RevOps tech stack, consolidation plans, and roadmap.
Present clear, fact-based insights and trade-offs to support informed leadership decisions.
Provide clear visibility into current-state and future-state GTM technology strategy.
Partner with external advisors, including Gartner, to incorporate leading GTM and RevOps best practices.

Metrics, Insights & Change Management

Define KPIs to measure strategic impact, adoption, and investment effectiveness.
Continuously refine tooling strategy to improve impact and support organizational change.
Gather insights via surveys and workshops, partnering with FAST for user experience and support input.

Desirable Skills, Knowledge, and Experience:

10+ years in Revenue Operations, GTM Systems, Sales Operations, Business Systems, or related roles within SaaS or technology-driven organizations.
5+ years leading cross-functional, enterprise-wide initiatives in complex environments.
Salesforce certifications (Administrator, Advanced Administrator, Sales Cloud Consultant, AI Associate) preferred; additional GTM, AI and business systems certifications a plus.
Demonstrated ability to define scalable technology strategy, governance, and decision frameworks.
Experience solving complex business problems through technology with strategic outcomes.
Proven experience influencing senior stakeholders and driving enterprise alignment.
Experience working with vendors and implementation partners.
Strong analytical capability with a track record of developing ROI-driven, data-backed recommendations.
Background in sales or deep exposure to B2B seller workflows.
Experience managing a portfolio of technology initiatives from strategy through execution.
Bachelor’s degree in business, marketing, information technology, or a technical field is required; master’s or advanced degree, or AI/data training, is a plus.

Sales Technology Expertise

Expert knowledge of Revenue Technology ecosystem (e.g., CRM, pipeline management, forecasting, opportunity management, etc.)
8+ years experience with CRM (e.g; Salesforce, Hubspot) and the broader GTM ecosystem.
Experience with sales engagement, enablement, forecasting, enrichment, and revenue orchestration platforms (e.g., Gong, Outreach, Highspot, Seismic, Clari, Anaplan, ZoomInfo, LinkedIn Sales Navigator).
Experience with AI-driven sales tools and advanced analytics platforms.
Familiarity with vendor evaluation, commercial negotiation, and technology marketplace dynamics.

Skills & Attributes

Strategic thinker with strong business judgment and structured problem-solving capability.
Executive-level communication and stakeholder influence.
Ability to navigate ambiguity and drive clarity across complex environments.
Skilled at aligning cross-functional leaders and managing competing priorities.
Experience developing technology roadmaps and guiding ROI-driven investment decisions.
Strong negotiation and stakeholder management skills across business and vendor partners.
Sound evaluation of emerging technologies, including AI, within governance frameworks.
Use data to inform decisions while balancing growth, risk, and operational integrity.

Nice to Have

Experience with AI strategy, governance, and prioritization frameworks.
Exposure to external advisors and benchmark practices (e.g., Gartner, Forrester)
Familiarity with Agile methodology.

Compensation

Compensation may be adjusted depending on work location.

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!

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.