Sales Compensation Programs and Analysis Lead

About Us
At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world's largest networks that powers approximately 25 million 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
Our Revenue Operations & Strategy team is responsible for overall productivity and effectiveness of the revenue organization, partnering closely with teams across Cloudflare to drive growth and execute critical GTM initiatives. We're looking for an experienced GTM professional to join our Global Sales Compensation team and help shape our incentive strategy as we scale well beyond $1B in revenue. You will report to the Head of Global Sales Compensation and play an instrumental role in supporting the execution and development of our sales incentive plans and spiffs, and support the team through analytics to inform sales compensation design.
Successful candidates will have a strong understanding of end to end sales compensation design and execution, and have experience leading sales commission analytics.

• You are an analytics expert. You can build complex models using large data sets and can create dynamic inputs to test various outcomes.
• You understand SaaS sales models, different monetization approaches to measure bookings, revenue, consumption, and utilization / usage and you will use this expertise to help construct plan metrics, reporting, and quota setting approaches.
• You have experience analyzing pay for performance data and drawing insights that can be leveraged by central operations teams, sales leaders, and other key stakeholders to optimize sales coverage, quotas, and territories.
• You have experience with sales compensation systems and can program manage the implementation of new sales incentive programs, spiffs, and plan metrics in collaboration with the Sales Compensation Administration team.

Job Responsibilities

• Drive the implementation of Compensable Metrics including business requirements, metrics scoping, data quality, and reporting to ensure high metric fidelity.
• Support quota modeling for new metrics and plan constructs.
• Create a scalable pay for performance model that can be leveraged to drive quarterly pay for performance reviews with leaders.
• Define a strategy for pay curves that ensure commissions plans are both engaging, driving pay for performance outcomes for sales, while staying within expected budgets.
• Work closely with our Compensation Administration Team and Anaplan teams to ensure proper technical implementation of compensation programs.
• Support spiff and incentive design by modeling projected program costs.

Qualifications:

• 10+ years of experience in sale operations, in fast growing enterprise companies
• Strong quantitative skills (advanced excel and SQL a must) and are highly data fluent
• You've been involved in the end to end lifecycle of sales planning
• Established history of driving multiple complex projects
• Strong executive presentation and engagement skills
• Understanding of change management process and ability to look around corners and an evolving and ambiguous environment
• Background in SaaS monetization models (seat based, consumption, committed contracts)
• Consulting experience at leading strategy consultancy desired
• Experience with Salesforce.com and Anaplan desired

Compensation
Compensation may be adjusted depending on work location.

• For Colorado-based hires: Estimated annual salary of $122,000 - $150,000.
• For New York City-based and California (excluding Bay Area) and Washington hires: Estimated annual salary of $146,000 - $178,000.
• For Bay Area-based hires: Estimated annual salary of $153,000 - $187,000.

Equity
This role is eligible to participate in Cloudflare's equity plan.
Benefits
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

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

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: We equip politically and artistically important organizations and journalists 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: We created 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.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.