Senior Principal, Sales Compensation Design & Strategy

Responsibilities

• Lead the Sales Compensation Design Process with the Executive Steering Committee, including CRO, CFO, and CPO level stakeholders
• Drive C-level discussions on compensation philosophy, pay-for-performance outcomes, and strategic trade-offs
• Architect new metrics that align seller incentives with Cloudflare's developer platform and AI product strategy
• Build the AI Compensation Design Framework and Application to accelerate plan modeling and scenario simulation
• Leverage AI to design high-quality SPIFFs and incentive structures
• Track ROI of comp plans and incentive programs using AI-driven analytics
• Collaborate with GTM Strategy, Operations, Finance, HR, IT, and Product to ensure effective deployment
• Lead compensation enablement and change management for the global Sales team

Requirements

• 15+ years of experience in Sales Compensation Design in a fast-paced tech company or as a management consultant
• Demonstrated fluency with AI tools and AI-augmented workflows
• Strong analytical skills with ability to architect metrics for consumption and AI monetization models
• Exceptional presentation and communication skills for influencing C-level executives
• Proven experience driving Executive Steering Committee meetings
• Experience leading cross-functional initiatives across Finance, HR, IT, Product, and GTM
• Bachelor's degree

Preferred Qualifications

• Background in sales strategy combined with curiosity about applying AI to transform functions
• Exceptional stakeholder management skills and executive presence

About the Company

Cloudflare is on a mission to help build a better Internet. The company runs one of the world’s largest networks that powers millions of websites and Internet properties, protecting and accelerating applications online without adding hardware or changing code.