Senior Principal, Sales Compensation Design & Strategy

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.

At Cloudflare, we’re not

looking for people who wait for a polished roadmap; we’re 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 you’re 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, you’ll fit right in.

Available Locations​

• US

The Global

GTM Strategy, Planning and Operations team at Cloudflare supports our high-growth Sales organization through scalable, AI

supported 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, enable the Company's strategy, and accelerate Cloudflare's leadership

in the developer and AI-native business segments.

As the Senior Principal, Sales Compensation Design & Strategy, you

will design and manage Cloudflare's Sales Compensation Plans across all customer facing teams including Sales, Technical Sales,

Partner Sales, and Customer Success & Experience, to ensure they are motivating, aligned with Cloudflare's strategy, and

industry leading. This is a high visibility role with significant executive engagement, including leading C-level discussions with

our CRO, CFO, CPO, and COO, and serving as the design authority on the Executive Compensation Steering Committee.

You will

architect new compensation metrics that reflect how Cloudflare monetizes a developer first, AI supportive business - including

consumption, adoption, and platform attach - and ensure roles, territories, and quotas align with compensation plans to achieve

our GTM objectives. You will establish a governance framework for efficient compensation planning and partner 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.

The scope of executive

influence, the architectural work required to support our developer/AI business model, and the AI-native transformation of the

compensation design function make this seat fundamental to our GTM execution strategy.

• Lead the Sales Compensation

Design Process with the Executive Steering Committee, including CRO, CFO, and CPO level stakeholders.

• Drive C-level

discussions on compensation philosophy, pay-for-performance outcomes, and strategic trade-offs; develop recommendation decks and

own the narrative through approval.

• Architect new metrics that align seller incentives with Cloudflare's developer

platform and AI product strategy (e.g., Workers consumption, AI Gateway adoption, platform attach, multi-product

penetration).

• Create a 3-year roadmap for the Sales Compensation Design function.

AI-Native Compensation

Design

• Build the AI Compensation Design Framework and Application - an internal capability that uses AI to accelerate

plan modeling, scenario simulation, payout forecasting, and what-if analysis across thousands of sellers and territories.

• Leverage AI to design high-quality SPIFFs and incentive structures, including generating candidate designs, simulating seller

behavior, and stress-testing against historical data before launch.

• Track ROI of comp plans, SPIFFs, and incentive

programs using AI-driven analytics - moving from lagging reporting to predictive measurement of plan effectiveness, seller

behavior change, and revenue lift.

• Develop AI-powered pay-for-performance reporting that surfaces insights for

executives, managers, and sellers in real time, replacing static quarterly reviews with continuous intelligence.

• Collaborate with GTM Strategy, Operations, Finance, HR, IT, and Product to ensure

effective deployment of compensation plans and GTM strategy.

• Lead compensation enablement and change management for the

global Sales team, including AI-assisted communications, FAQ generation, and plan-acceptance workflows.

• Design SPIFFs and

incentive strategies that balance long-term strategic bets with short-term revenue goals.

• Partner with the Compensation

Administration and Operations Teams to ensure design intent translates into accurate, auditable payouts.

Required

Experience & Skills

• 15+ years of experience in Sales Compensation Design in a fast-paced tech company or as a

management consultant.

• Demonstrated fluency with AI tools and AI-augmented workflows - whether through prior comp design

work, analytics, or strategic projects. Comfort building or directing the build of AI-powered internal applications is strongly

preferred.

• Strong analytical skills, including the ability to architect new metrics for emerging business models

(consumption, AI monetization).

• Exceptional presentation and communication skills, with proven experience presenting to

and influencing C-level executives.

• Proven experience driving Executive Steering Committee meetings and owning the

decision narrative end-to-end.

• Experience leading cross-functional initiatives to completion across Finance, HR, IT,

Product, and GTM.

• Detail-oriented with a strategic mindset.
• Bachelor's degree required.

The ideal candidate combines a strong background in sales strategy and compensation design

with genuine curiosity about applying AI to transform the function. Candidates will have exceptional stakeholder management

skills, executive presence, and the confidence to manage evolving strategies in a high-growth company.

• For San Francisco based hires:

Estimated annual salary of $230,000 - $317,000

• For California (excluding Bay Area), Washington, Washington DC, NY and NJ

based hires: $220,000 - $303,000

• For Colorado based hires: Estimated annual salary of $200,000 - $275,000

Cloudflare offers a

complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care

expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of

our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health &

Welfare 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

• Flexible paid time off covering vacation and sick

leave

• Leave programs, including parental, pregnancy health, medical, and bereavement leave

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.

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 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.