Senior Manager, Sales Productivity

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

Position Summary

We are seeking an experienced, strategic, and execution-driven Senior Manager of Sales Productivity to join our Sales Productivity team. This role will be responsible for executing productivity initiatives that improve seller efficiency, pipeline health, and revenue contribution.

This pivotal role will serve as an operational catalyst for our Go-to-Market organization, acting as the connective tissue between Sales, Marketing, Customer Success, and Operations. The ideal candidate will be responsible for identifying and resolving operational bottlenecks, designing and executing high-impact GTM programs, and providing data-driven insights to maximize the effectiveness and efficiency of our GTM teams. This role is for a passionate systems-thinker who is relentless in their pursuit of operational excellence and thrives on creating structure in a fast-paced, ambiguous, and high-growth environment.

Key Responsibilities

Execution of Sales Productivity Initiatives

Partner with the Director of Sales Productivity to operationalize and implement roadmap priorities and deliver measurable outcomes.
Lead the execution of process initiatives to increase selling time, pipeline velocity, and win rates, while reducing deal cycle length.
Lead identification and implementation of AI-powered productivity solutions, from pilot to global scale, to reduce seller time on low-value tasks, enabling more time for customer engagement.

Process Optimization & Systems Alignment

Proactively identify and analyze workflow friction points and bottlenecks through a combination of qualitative interviews and quantitative data analysis (e.g., time and motion studies, pipeline velocity reports, tool usage data) to drive operational improvements.
Apply process improvement methodologies to enhance efficiency and standardize operations.
Collaborate with Systems and Tools teams to translate GTM requirements into prioritized roadmaps for solutions, enhancements.
In partnership with Enablement, develop and execute comprehensive change management and communication plans for process, tool, and policy updates, ensuring seamless adoption and minimal disruption across GTM teams.

Measurement & Insights

Track and analyze KPIs related to sales productivity, such as:
- % of time spent selling
- Account and territory plan adoption
- Pipeline coverage, velocity, and hygiene
- Win rates and quota attainment
Build dashboards in partnership with BI to provide real-time productivity insights for Sales Leadership.
Deliver recommendations based on performance data and trends.

Qualifications

Bachelor’s degree in Business, Operations, Data Analytics, or related field (MBA a plus).
5+ years of experience in Sales Operations, Revenue Operations, or Productivity-focused roles.
Demonstrated success in executing productivity initiatives that improved sales performance.
Strong expertise in process analysis, workflow optimization, Lean/Six Sigma (Green Belt or higher preferred), and time-and-motion studies.
Proficiency with Salesforce and BI tools (Tableau, Power BI, Looker, etc.). Analytics experience is a strong plus.
Strong program management and stakeholder communication skills, with proven ability to drive cross-functional execution.
High business acumen, with the ability to align improvements to strategic company goals.
Comfortable operating independently in a fast-paced, high-growth environment.

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.