Principal Sales Compensation Design & Strategy Manager

Principal Sales Compensation Design & Strategy Manager (Sr. IC Level Role)
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 Principal Sales Compensation Design & Strategy Manager , 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.