New

Territory and Quota Operations Lead

Cloudflare, Inc.
United States, California, San Francisco
101 Townsend Street (Show on map)
Sep 19, 2025
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! About the Role We are seeking a highly skilled and detail-oriented Territory Operations and Quota Operations Lead to lead the execution and optimization of our territory and quota management processes. This role will be responsible for ensuring accurate, timely, and efficient territory assignments and quota allocations, supporting the success of our global sales organization. The ideal candidate will be an expert in Salesforce Sales Cloud and one of the following planning tools such as Anaplan, Fullcast, Varicent, Pigment (or other territory and quota management platforms) or alternatively they have managed this through spreadsheets or homegrown tools but this candidate has the expertise in managing quota and territory. Key Responsibilities Territory & Quota Management Oversee the maintenance, and optimization of sales territories across all go-to-market segments. Support the annual territory and quota planning cycles as well as the ongoing changes by preparing data, validating inputs, and ensuring consistency across systems. Manage territory assignments and temporary territory assignments across sales. Maintain Fullcast-to-Varicent and Boostup data consistency and execute Fullcast data quality control checks. Ensure setup for new hires and ongoing management of territory reporting. Manage and enforce account assignment rules to ensure fair coverage and alignment with sales priorities. Operational Leadership Lead a team of two, providing coaching, mentoring, and performance management. Collaborate cross-functionally with Sales Operations and IT teams to ensure smooth territory operations. Establish and maintain standard operating procedures for territory management and account governance processes. Drive enablement on both YOY changes and ongoing BAU territory operations for relevant stakeholders. Systems & Tools Expertise Serve as the subject matter expert for Salesforce Sales Cloud territory and account management features. Build, test, and deploy territory and quota models in Anaplan or similar platforms. Partner with IT to implement enhancements, troubleshoot issues, and ensure data integrity across connected systems (Salesforce, Fullcast, Varicent, BoostUp). Qualifications Required Bachelor's degree 5+ years of experience in sales operations, territory management, or related functions. Expertise in Salesforce Sales Cloud and advanced proficiency in Anaplan, Varicient or equivalent territory/quota management tools. Deep familiarity with CRM systems (e.g., Salesforce) and Excel Proven ability to oversee the day to day work of high-performing teams. Excellent project management and organizational skills. Preferred Experience in a global B2B technology or SaaS environment. Understanding of data governance best practices. Experience with Project Management software like JIRA or Asana. Nice to Have Experience with Fullcast Territory Management Software Attributes for Success Strategic thinker who can translate complex business needs into scalable operational solutions. Highly detail-oriented with a commitment to accuracy and process excellence. Strong communicator able to work effectively with stakeholders across all levels of the organization. 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.