Principal, EMEA Sales Strategy and Operations

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.

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: 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.

What you'll do

• 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

Desirable Skills, Knowledge, and Experience:

• 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

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!

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.