Senior Principal, Sales Compensation Design & Strategy

Cloudflare is on a mission to help build a better Internet, operating one of the world’s largest networks for a diverse range of customers. The Senior Principal, Sales Compensation Design & Strategy will design and manage Sales Compensation Plans across all customer-facing teams to ensure alignment with Cloudflare's strategy and industry-leading standards.

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; develop recommendation decks and own the narrative through approval
• Architect new metrics that align seller incentives with Cloudflare's developer platform and AI product strategy (e.g., Workers consumption, AI Gateway adoption, platform attach, multi-product penetration)
• Create a 3-year roadmap for the Sales Compensation Design function
• Build the AI Compensation Design Framework and Application - an internal capability that uses AI to accelerate plan modeling, scenario simulation, payout forecasting, and what-if analysis across thousands of sellers and territories
• Leverage AI to design high-quality SPIFFs and incentive structures, including generating candidate designs, simulating seller behavior, and stress-testing against historical data before launch
• Track ROI of comp plans, SPIFFs, and incentive programs using AI-driven analytics - moving from lagging reporting to predictive measurement of plan effectiveness, seller behavior change, and revenue lift
• Develop AI-powered pay-for-performance reporting that surfaces insights for executives, managers, and sellers in real time, replacing static quarterly reviews with continuous intelligence
• Collaborate with GTM Strategy, Operations, Finance, HR, IT, and Product to ensure effective deployment of compensation plans and GTM strategy
• Lead compensation enablement and change management for the global Sales team, including AI-assisted communications, FAQ generation, and plan-acceptance workflows
• Design SPIFFs and incentive strategies that balance long-term strategic bets with short-term revenue goals
• Partner with the Compensation Administration and Operations Teams to ensure design intent translates into accurate, auditable payouts