Description

The Chief of Staff is a key leadership position on the revenue team.  This highly visible role is a key partner to the Chief Revenue Officer to drive operational excellence and deliver repeatable business results.  This position assists the Chief Revenue Officer in determining and managing priorities, driving operational cadence, and represents the Chief Revenue Officer across many scenarios.  The ideal candidate must be passionate about high quality repeatable processes that produce short, mid and long-term results.  Must possess excellent analytical, critical reasoning, interpersonal, communication, influencing and leadership skills.  Success depends on building rapport and credibility with multiple stakeholders across the organization.

Primary Responsibilities:

Sales Cadence – The ultimate measure of success is continuing to drive revenue as a collective organization. The Chief of Staff is responsible for ensuring programs are in place to drive sales cadence globally in service of management to the number and high utilization of resources. This includes ensuring we are driving pipeline driving activities, QBRs, large deal reviews, executive involvement, and high deal closing velocity. The Chief of Staff should constantly be evaluating whether we are managing and allocating resources effectively. 

Sales Leadership Team – Partner with global revenue leaders to ensure an accurate pulse on priorities on a weekly cadence. This includes driving the agenda for Functional Leads and meeting with global leaders (and ideally teams) regularly. In addition, this role should include active participation and contribution in quarterly and annual reviews. This leader should ensure best practices are shared across sales teams and communicate critical information from global teams to cross-functional partners. 

Drive cross-functional buy-in for sales needs – Maintain regular communication with stakeholders in product, marketing, compliance and legal teams and partner with cross-functional stakeholders to prioritize global needs. 

Effectively triage escalations – Our global teams often rely heavily on quick root-cause analyses and fast information sharing. Time sensitive escalations may include driving cross-functional conversations to get to the bottom of complex issues that have become a business blocker or helping ensure fast turnaround for specific prospect and customer needs. 

Communication – Ensure consistent impactful communication to the revenue team, customers, partners, and other key stakeholders. This includes driving internal transparency and playing an active role in company-wide escalations. This also includes sharing revenue narratives company wide (e.g. win/losses at BEER meeting). 

Catch-All! – Things to do are constantly changing. The Chief of Staff should be open to taking on various initiatives that are important at any given time. Some examples may include launches of new offices, ensuring new leaders ramp successfully and teams with capacity gaps get additional coverage. 

Candidate Attributes:

• Broad commercial experience with global customer facing teams
• Experience playing “up and down the stack”, having worked within both Operations and Strategy functions
• Experience working in a global company that provides mission-critical high-availability services
• Ability to operate with limited information and competing priorities.
• Ability to transform general strategic direction into tactical action plans, with validation from stakeholders
• Exceptional presentation and communication skills (written and verbal). Ability to communicate advanced analytical concepts and complex quantitative analysis in a concise, clear and actionable manner. 
• Strong ability to define and manage multiple deliverables
• Exceptional planning and resource management skills
• Strong interpersonal/negotiation skills, to include conflict resolution; demonstrated skills in systematic problem solving
• Experience in developing new and uncharted business solutions which have significant, direct impact on profit and loss
• Demonstrated ability to operate in a cross-functional environment to develop solutions that maximize business results
• Must be able to manage conversations with Cloudflare’s executive team
• Broad business background with the ability to converse intelligently with other functional areas such as Marketing, Legal, Finance, Sales, and IT, as well as vendors and customers
• Broad and independent functional knowledge and ability to navigate complex environments
• “Calm under fire” demeanor

Qualifications:

• Bachelor’s degree in a business or technical discipline.  Masters preferred.
• Minimum of 10 years of general management experience; minimum five years of experience in Corporate Strategy, Sales, Consulting, Strategic Planning or Business Operations     
• Strong strategic and financial analysis skills
• Proven ability to navigate across organizations.
• Experience working in a high-growth organization