Principal, EMEA Sales Strategy and Operations

At Cloudflare we are on a mission to help build a better Internet. Today the company runs one of the worlds 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 Magazines Top Company Cultures list and ranked among the Worlds Most Innovative Companies by Fast Company.

At Cloudflare were not looking for people who wait for a polished roadmap; were 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 youre 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 youll fit right in.

Available Locations: London the UK

About the Role:

As the Principal EMEA Sales Strategy and Operations you will lead the operational strategy and execution for two of our most important regions in EMEA. Reporting directly to the Senior Director of Sales Strategy and Operation for EMEA you will partner closely with regional sales leadership global sales operations marketing finance and other cross-functional teams to drive sales productivity accelerate pipeline growth and enhance forecasting accuracy.

You will identify design and execute strategies that improve performance scalability and operational excellence across UKI CEE and Israel regions. A catalyst for action you will bring structure insight and momentum to a rapidly growing business. The ideal candidate is both process- and data-driven thrives on collaboration and knows how to unite teams around a common vision to deliver exceptional results.

• Responsibilities:

  • Serve as a business partner to the UKI CEE and Israel AVPs and Sales Leadership team defining and driving strategic initiatives that enable the region to achieve its quarterly and annual revenue objectives. You will deliver actionable insights analytics and use AI to enhance decision-making uncover performance bottlenecks and accelerate sales execution
  • You will work to continuously improve processes innovate and find scalable solutions to do more with less. You will use AI and automation to improve sales productivity and help leadership look behind corners to anticipate blockers and reduce risks.
  • Partner with other Regional Leaders global RevOps Marketing Ops Finance and Enablement to ensure regional execution aligns with global go-to-market strategy and expectations
  • Drive forecasting discipline: ensure accurate pipeline coverage risk identification deal reviews and business reviews with regional leadership
  • Monitor region-specific market dynamics and ensure sales operations are tailored to the unique UKI CEE and Israel environment
  • Own key regional sales operations metrics (e.g. sales cycle length win rate pipeline conversion average deal size forecasting accuracy quota attainment) and provide regular reporting to senior leadership and support EMEA sales Strategy and Operations leader to improve cadences.
  • Partner with GTM strategy team and provide input to sales planning including regular updates to quotas customer segmentation account targeting and Channel development

• Proven senior experience (10 years) in sales operations revenue operations or go-to-market operations in a high-growth technology / SaaS company
• Experience scaling sales operations across multiple regions (preferably EMEA) including complexity of multiple countries languages regulatory frameworks
• Strong analytical skills and comfort working with data: able to turn data into insights and actions
• Deep understanding of sales processes/end-to-end sales lifecycle pipeline management best practices forecasting territory/quota design incentive comp CRM systems (e.g. Salesforce)
• Experience to use AI to drive automation innovation and improve efficiency.
• Exceptional cross-functional collaboration and influencing skills: ability to partner with sales leadership marketing product finance enablement and others
• Excellent communication (verbal & written) able to articulate complex operational issues and influence senior leadership
• Comfortable working in fast-paced dynamic changing environment; strong change-management aptitude
• Strategic thinking with strong execution orientation

Were not just a highly ambitious large-scale technology company. Were 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 weve equipped more than 2400 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 Cloudflares 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 weve 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. Heres the deal - we dont 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 youd like to be a part of Wed 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 persons 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.

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