Manager, QTC Business Process Strategy & Operations

Available Locations: Austin, TX
Job Overview:
As a public company on a high-growth trajectory toward $5B in ARR over the next five years, we are expanding our Field Automation Sales Tool team as part of Revenue Operations with the addition of the Manager, QTC Business Practices & Processes.
This role is a cornerstone in our enterprise-wide business transformation efforts-particularly as we scale our partner-selling motion and evolve our Quote-to-Cash infrastructure to meet the demands of a global, multi-channel business model.
You will lead the team responsible for business process design and implementation of scalable, intelligent revenue processes that support our strategic priorities, including partner ecosystems, recurring revenue innovation, and operational excellence. Your ability to align big-picture business goals with detailed technical execution will be key to driving sustainable growth at scale.
Key Responsibilities:

• Own End-to-End Business Process Architecture: Design, implement, and optimize Quote-to-Cash processes and documentation across direct and indirect sales channels, with a strong focus on enabling our partner ecosystem and global go-to-market strategy.

• Drive Business Transformation at Scale: Lead transformational initiatives across the Quote-to-Cash lifecycle-enabling automation, data integrity, and SOX compliance to improve deal velocity and reduce deal cycle time as we expand product offerings and global revenue streams.

• Champion Change Management: Serve as a change agent across the organization by developing structured change management plans that support adoption and alignment across Sales, Finance, Legal, IT, Partner, Support, and Enablement teams.

• Collaborate with Partner Organization: Ensure business processes and systems support channel sales, Partner onboarding, deal registration, and revenue attribution. Ensure seamless integration among internal and partner-facing platforms.

• Strategic Systems Leadership: Act as the subject matter expert on Salesforce Revenue Cloud (CPQ, Billing, Celonis, Partner Communities) through advising on best practices, governance, and scalable architecture that aligns with enterprise growth goals. Drive consensus and make final decisions on go-forward business practices.

• Cross-Functional Execution: Collaborate closely with GTM, Sales Ops, Deal Desk, Legal, IT, and FP&A teams to translate strategic priorities into executable systems and workflows.

• Scale for $5B ARR: Anticipate and solve for the challenges of scaling revenue infrastructure-ensuring that architecture, data models, and business processes can support enterprise complexity, influencing cultural business process change and global expansion.
• Analytics & Optimization: Leverage data through SFDC, Celonis, and Tableau to assess performance, identify friction points, and guide continuous improvement across revenue operations.

Required Qualifications:

• 10+ years of experience in Revenue Operations, Business Process Architecture, or Enterprise Systems within SaaS companies
• Proven expertise implementing and scaling Quote to Cash systems (CPQ, Billing, and Partner Communities) in a high-growth, public company environment
• Deep understanding of SaaS business models, including subscription and usage-based billing, revenue recognition, and partner/channel sales frameworks
• Experience designing business processes that support large-scale partner programs and multi-entity/global QTC workflows
• Demonstrated success driving enterprise-level change management and cross-functional alignment
• Strong strategic thinking and systems architecture skills with the ability to align process with company-wide goals
• Excellent project management, stakeholder communication including documentation expertise (Confluence), and executive reporting abilities
• Prior people management experience of at least 3 years.

Preferred Qualifications:

• Salesforce certifications (e.g., CPQ Specialist, Revenue Cloud Consultant)
• Experience with Oracle Cloud Fusion ERP, NetSuite, Zuora, Ironclad, Conga, or similar tools in enterprise-scale implementations
• Familiarity with compliance and audit requirements relevant to public companies (e.g., SOX)
• Previous experience supporting the buildout of a global partner ecosystem or indirect sales model
• Background in scaling revenue operations in companies exceeding $2B in ARR

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