RFP & Deal Support Specialist at Cloudflare

| Austin
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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

We’re looking for a specialist to support the AMERICAS Sales Operations team in Contracting and RFP structuring. In this role, your primary function will be to partner with Sales to structure RFPs and contracts that mutually benefit Cloudflare and its Prospects/Customers. We are looking for someone who has an interest in collaborating with the Account Executives/ Customer Success Team, to develop non-standard contracts, terms sheets and other documents for our Enterprise Accounts. The role would also conduct weekly/monthly contract auditing and ensure the integrity of our quote-to-cash process. By partnering with Sales Leadership, Revenue and the Legal team, this role will be instrumental in surfacing and/or addressing any issues or concerns related to revenue recognition, contract terms and conditions, sales policies, as well as non-standard deal structures. 


  • Act as a Sales-facing subject matter expert on contract structuring, processes, and policies
  • Ensure all non-standard terms are reviewed, approved, and properly documented
  • Provide context and clarification on complex contract structures and how they are to be treated as it relates to booking credits, invoicing, internal reporting, etc.
  • Interest in bookings, revenue recognition, and legal practices in how they correspond to contracts
  • Experience working cross-functionally with Sales, Finance, and Legal in executing contracts
  • Comfortable operating under pressure/with sense of urgency
  • Develop robust and repeatable contract processes; identifying process improvement and sales training opportunities
  • Ability to meet weekly and monthly deadlines in terms of contract auditing and contract processing in Salesforce & Netsuite
  • Manage RFP and Customer Form intake including reviewing all documents, vetting and routing to the appropriate subject matter experts to collaborate and complete
  • Ensure all RFP responses and Customer Forms are reviewed, approved, and properly documented
  • Assess current and develop and implement future processes to gain efficiencies
  • Provide RFP training to sales and other teams who provide content, reviews and approvals
  • Manage reviews, approvals and updates to the RFP content library


  • Bachelor's degree required. 
  • Minimum of 2+ years of sales ops/or RFP experience or a related field
  • Detail-Oriented while having a good grasp of the end-to-end process 
  • Self-starter with the ability to function independently and in a timely manner
  • Ability to manage own workload and adjust priorities to work efficiently and meet deadlines
  • Ability to identify areas of improvement and propose necessary changes 
  • Excellent verbal and written communication skills
  • Ability to operate under pressure/with a sense of urgency
  • Proficiency in confluence; experience in additional sales productivity tools preferred

Desired Qualifications

  • Experience with RFPIO or similar RFP management tool a plus
  • Familiarity with SaaS industry a plus
  • Experience with pricing large SaaS deals
  • Understands how to communicate difficult & sensitive information tactfully 
  • Editing and proofreading skills are a plus
  • Well-versed in Salesforce and Apttus

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. We released 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.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • C++Languages
    • GolangLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • SqlLanguages
    • rustLanguages
    • ReactLibraries
    • ConfluenceManagement
    • JIRAManagement
    • SmartsheetManagement
    • SalesforceCRM


600 Congress Ave S, Austin, TX 78704

What are Cloudflare Perks + Benefits

Volunteer in local community
Friends outside of work
Eat lunch together
Daily sync
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity Employee Resource Groups
Cloudflare has many ERGs including Afroflare, Latinflare, Nativeflare, Asianflare, Desiflare, Womenflare, Women in Engineering, Proudflare, Vetflare, and more.
Hiring Practices that Promote Diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Pet Insurance
Wellness Programs
Team workouts
Retirement & Stock Options Benefits
Company Equity
Employee Stock Purchase Plan
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Return-to-work program post parental leave
Vacation & Time Off Benefits
Unlimited Vacation Policy
Generous PTO
Paid Volunteer Time
Paid Holidays
Paid Sick Days
Perks & Discounts
Casual Dress
Commuter Benefits
Company Outings
Game Room
Stocked Kitchen
Some Meals Provided
Happy Hours
Relocation Assistance
Fitness Subsidies
Professional Development Benefits
Job Training & Conferences
Diversity Program
Lunch and learns
Promote from within
Online course subscriptions available

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