GTM Data Specialist, Consumption & Revenue Operations

The Consumption Transformation Team is the design engine for Cloudflare's change in how it grows and measures growth, where Revenue and Consumption is becoming a core Go-To-Market (GTM) metric. The role turns the Consumption strategy into working models, trusted data, and clear answers for the field, designing, building, and landing targeting models, building scorecards, giving Geo Ops analytics, and serving as the first stop for field teams seeking clarity on data and reporting. This is a new team, and successful candidates will build the way the team works while using AI every day.

Responsibilities

Design, model, and land targets: build and evolve the target setting model, own the methodology, back-test, land with GTM leaders, and keep improving; Execute the strategy: take direction from the Strategy Lead, turn it into working methods and recommendations, and flag early when data says the plan should change; Build scorecards with DIA and GTM Analytics teams and cross-functional partners covering field performance, data quality, and disputes; Protect data integrity: validate actuals, baselines, targets, revenue attribution, and account ownership against source systems such as BigQuery, and tie GTM Revenue back to Finance and Billing; Support the field and apply the Rules of Engagement: answer field questions on baselines, quotas, crediting, and ownership, keep a record of each decision, spot where rules need to change, and provide account hierarchy and ownership data; Support territory planning and partner across teams: provide analytics to Geo Ops and central territory design, define data needs, and move manual spreadsheet work into governed data products; Use AI to scale the work: write and review SQL, speed up reconciliations, draft answers to field questions, and automate recurring checks, reviewing every result for accuracy and following Cloudflare policy on confidential data

Requirements

5 or more years in sales operations, revenue operations, business analytics, target setting or territory modelling, or data operations, ideally in a usage-based or billing-driven business; Can build and back-test a quota or forecast model and explain its assumptions; Strong SQL on large datasets (BigQuery or similar), reconciling against CRM and billing data; Has built scorecards or dashboards that other teams rely on; Understands why accuracy, documentation, and an audit trail matter when numbers drive pay, and can apply a written policy such as the Rules of Engagement consistently to real cases; Explains technical answers clearly and calmly to sellers and managers, and works well with Geo Ops, Finance, Billing, data engineering, and IT; Uses AI assistants and agents in daily work for analysis, coding, and documentation, checks their output against the data, and can show examples of work made faster or better with AI

Nice to have

Salesforce experience with reports, SQL, account hierarchies, and ownership rules; Building own automations, agents, or prompts that handle routine analysis, reporting, or support questions

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; Short and Long Term Disability Insurance; Life & Accident Insurance; 401(k) Retirement Savings Plan; Employee Stock Participation Plan; Flexible paid time off covering vacation and sick leave; Leave programs including parental, pregnancy health, medical, and bereavement leave; Eligibility to participate in Cloudflare's equity plan