• Responsible for acquisition due diligence and integration related to government and commercial payers for all lines of business • Responsible for the pursuit of business growth related to payer contracting delivering substantial and profitable growth for the company, including opportunistically working with the field sales teams to support current and expansion markets • Acts as payer liaison focused on addressing Home Infusion Therapy (HIT) and PBM payer needs with appropriate resources and prioritization of value-added services and products • Oversees HIT managed care sales process, including negotiating terms with payers. Negotiations include discussion on payment rate and structure, and all aspects of contract language • Provides insight and knowledge in order to facilitate net revenue budgeting, long term planning, and the strategic planning for the organization • Participates in events that are important to the business, including trade shows and educational events to promote services, visibility and relevance with targeted payers • Manages highly complex market dynamics, including HIT and PBM payer issues, state and government regulations, payment issues, etc. • Consistently executes on business priorities and aligns team to the organizational goals • Manages payer contracting oversight responsibilities for any contracting cycle (new and amended), and credentialing

Role Description We're hiring a Senior Director, GTM Intelligence to lead how our Revenue organization (Sales, Marketing, Customer Success, Partner, etc.) measures and improves itself. This is a senior leadership role built for an AI-first world: rather than producing reports and models, you will direct the AI systems that generate them, and build the team that molds those systems. - A central part of this role is deciding how far automation and AI should go in this work. - You'll determine which parts of analysis and reporting can be handed to AI systems, where people still need to be involved, and how we keep the output accurate enough for leaders to trust it. - You will partner at the executive level with the data delivery organizations across the company – including Data Intelligence & Analytics (DIA), the Unified Data Analytics Platform (Townlake), and Finance – to define a unified, AI-powered reporting and insights methodology that meets the needs of the entire Revenue organization. - We are looking for someone with the technical depth and the executive leadership skills to drive highly cross-functional standards in support of the tremendous growth of Cloudflare’s business. What You'll Get To Do In This Role - Lead the team that owns how reporting, analytics, and insights are delivered for the Revenue organization to function effectively. - Decide where AI and automation fit into our analytics and reporting, and where human judgement is required. - Set the quality and accuracy bar for AI-generated analysis, and put review processes in place so leaders can rely on it. - Build the data and metric standards the Revenue organization reports against, so Sales, Marketing, and Customer Success work from the same definitions and context. - Own the governance model that keeps those definitions consistent as the business and data sources change. - Decide which metrics the business runs on (pipeline coverage, conversion, win rate, ACV, sales cycle, productivity, retention, expansion, ROI, etc.) and make sure they are built and maintained correctly. - Set direction for the go-to-market data model and the analytics built on top of it, and review the work the team and its tools produce. - Act as the analytics expert for critical internal- and external-facing discussions. - Expand self-serve analytics across the Revenue organization so people can get access to the answers without assistance. - Hire, develop, and grow the managers and senior individual contributors on the team. - Track new analytics and AI tooling and decide what's worth adopting. Qualifications - 12+ years in analytics, data, or revenue operations, including several years leading teams and managing other managers. - Experience working directly with Sales or Marketing. - Experience using AI or automation in analytics, reporting, or data work, with a clear view on where it belongs and where it doesn't. - A track record of building or scaling an analytics or insights function at a company of meaningful size and complexity. - Strong people leadership, and the ability to work across teams and influence senior stakeholders. - Enough hands-on background in SQL, BigQuery, etc. to set technical direction and judge the team's work. - Familiarity with Salesforce and Anaplan as data sources, and BI tools such as Looker and Tableau. - Sound business and financial judgment, and the ability to turn analysis into recommendations executives can act on. - Clear communication, including the ability to brief an executive (CRO, COO, SVP RevOps) or the board in plain language. Compensation - Compensation may be adjusted depending on work location. - For New York City, New Jersey, Washington, Washington DC, and California (excluding Bay Area) based hires: Estimated salary of $264,000 - 363,000. - For Bay Area-based hires: Estimated annual salary of $276,000 - $380,000. 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 - Short and Long Term Disability Insurance - Life & Accident Insurance - 401(k) Retirement Savings Plan - Employee Stock Participation Plan - Flexible paid time off covering vacation and sick leave - Leave programs, including parental, pregnancy health, medical, and bereavement leave

• Manage and advise on assigned patent portfolios • Work with outside counsel on patent applications • Support regular portfolio reviews • Collaborate with VP, IP, and internal stakeholders • Provide IP support for drafting agreements • Lead intellectual property due diligence activities • Work closely with teams on emerging data • Manage outside IP counsel on assigned matters • Help develop scalable IP processes

• Accountable for ensuring assigned projects are delivered on time and against client objectives. • Thinks proactively throughout the project to anticipate and quickly addresses changes to approach, design, objectives, etc. • Effectively designs studies and writes proposals. • Thoughtfully crafts questionnaires and discussion guides with appropriate techniques and activities and structures questions that address objectives and fit with participant type. • Effectively moderates 1:1 and group interviews and online engagements (e.g., Communities, Remesh). • Creatively and quickly connects the dots, identifying emerging themes and how they connect to the bigger story. • Consistently incorporates strategic elements into the report including the story flow, emerging implications (the “so what?”), and recommendations (the “now what?”) • Appropriately adds visual elements to communicate the story. • Leverages client and industry knowledge and external frameworks, anecdotes, constructs, macro and micro-trends, psychological understanding, etc., to elevate the strategy. • Writes succinctly and to the audience, with clarity, conviction, and tension as well as polish and professionalism. • Commands a confident, captivating, respectful, agile, and consultative presence when engaging with the client. • Develops rapport and builds empathy for and with the client, leading to long-term relationships. • Develops and continually deepens understanding of the client's business and the individual client to ask the right questions and anticipate needs. • Proactively addresses issues or opportunities in the client’s business, including further research or strategy work. • Manages tenuous client situations with a steady presence.