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Sr. Sales Compensation Design & Strategy Manager



Design, Sales & Business Development, Operations
Posted on Tuesday, June 11, 2024
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!

The Global GTM Planning and Operations team at Cloudflare aims to support our high growth Sales organization through scalable and optimized GTM planning and operations. We focus on thoughtful planning of sales capacity, segmentation, territory carving, quota setting, and compensation design while ensuring clear rules of engagement for our Sales Team. Our goal is to establish a cohesive, consistent process framework that can support high growth and enable the Company’s Strategy.

Role Summary

As the Senior Manager of Sales Compensation Design and Strategy, you will design and manage Cloudflare's Sales Compensation Plans to ensure they are motivating, aligned with Cloudflare’s strategy, and industry-leading. This role involves significant executive engagement and collaboration across GTM Strategy, Operations, Finance, HR, IT, and other key stakeholders. You will establish a governance framework for efficient compensation planning and ensure roles, territories, and quotas align with compensation plans to achieve our GTM objectives. Additionally, you will work closely with the Compensation Administration and Operations Teams to ensure effective implementation and accurate payouts. A strong understanding of SaaS bookings, monetization approaches, and consumption and adoption models is essential.

Key Responsibilities

  • Lead the Sales Compensation Design Process with the Executive Steering Committee.
  • Develop recommendation slides and support decision-making related to Sales Compensation.
  • Create a 3-year roadmap for the Sales Compensation Design function, including key metrics.
  • Collaborate with cross-functional teams to ensure effective deployment of compensation plans and GTM strategy.
  • Lead compensation enablement and change management for the global Sales team.
  • Design spiffs and incentive strategies to support long and short-term goals.

Required Experience & Skills

  • 10+ years of experience in Sales Strategy, Planning, and Compensation Design in a fast-paced tech company or as a management consultant.
  • Strong analytical skills, presentation creation, and communication skills.
  • Proven experience working with Senior Executives and driving key meetings.
  • Experience leading cross-functional initiatives to completion.
  • Detail-oriented with a strategic mindset.
  • Bachelor's degree required.

The ideal candidate will have a strong background in sales strategy and operations, exceptional stakeholder management skills, and the ability to manage and execute complex programs. Executive presence and confidence in managing evolving strategies are essential.

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: We equip politically and artistically important organizations and journalists 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: We created 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.

Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one. We released 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 or via mail at 101 Townsend St. San Francisco, CA 94107.