Principal for GTM Automation

At Cloudflare, were not looking for people who wait for a polished roadmap; were 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 youre 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, youll fit right in. , * You can explain the same system to a sales VP in two sentences and to an engineer in a schema, and you can influence leaders on teams that don’t report to you.

• 10+ years in software engineering, data engineering, GTM automation, or revenue systems, with several years owning systems from design through production support at staff level or above.\n
• At least one LLM-powered workflow or agent that a business team relied on in production. Be ready to walk us through how it called tools, handled failures, and was evaluated.\n
• Strong Python or TypeScript, and strong SQL. You write tested code, and you can review AI-generated code well enough to catch what it gets wrong.\n
• Hands-on Salesforce experience with the data model, Flow, APIs, and permissions, and a clear sense of how CRM data goes bad when automation writes to it. Comfort working directly in BigQuery, Snowflake, or a similar warehouse.\n
• Experience integrating SaaS systems over REST APIs and webhooks, and tracing a failure back to its source.\n
• Working knowledge of enrichment and signal tools such as D&B, ZoomInfo, and HG Insights, and a view on what to do when two sources disagree.\n

• Design and build agentic workflows for repetitive revenue work such as account creation and enrichment, CRM updates, renewals, QBR prep, deal registration, account ownership, etc. Add RBAC, observability, error handling, etc. to make the systems as robust as possible.\n
• Decide where AI and automation fit in the go-to-market motion, and where human judgment is still required.\n
• Set the quality bar for agents in production: evals that run before every release, monitoring tied to pipeline and revenue, clear rules for sensitive data, and a tested rollback.\n
• Own the architecture that connects agents to Salesforce, the data warehouse, enrichment and intent sources, and call data, so the next workflow reuses what the last one built.\n
• Build the signal layer that feeds account prioritization, routing, and next-best-action. Product usage, intent, firmographic changes, and call transcripts all go in.\n
• Review code and designs from stakeholders (analysts, Revenue Operations partners, etc.). Where version control, tests, or code review are missing, help put them in place.\n
• Work with Sales, Marketing, and Customer Success leaders to find the work worth automating, and say no to the work that isn’t. Measure adoption and business impact for everything that ships. Retire tools that the organization isnt using.\n
• Track new models, agent frameworks, and vendor tools, and decide what’s worth adopting.\n
• Document each system and who owns it, so it keeps running when you move on to the next one.\n, Were not just a highly ambitious, large-scale technology company. Were 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.\n \n \nProject 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 Cloudflares enterprise customers–at no cost.\n \n \nAthenian 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.\n \n \n1.1.1.1: 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. Heres the deal - we dont 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.\n \n Sound like something youd like to be a part of? Wed love to hear from you!\n \n 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.\n \n

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the worlds 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 Magazines Top Company Cultures list and ranked among the Worlds Most Innovative Companies by Fast Company.