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Contract Sales Operations Manager (East Coast)



Sales & Business Development, Operations
United States · Remote
Posted on Thursday, November 9, 2023
About Us

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million Internet properties, for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

What we’re looking for:

We are seeking a highly skilled and experienced Contract Operations Manager as part of our Sales Operations team to join our team. You will play a crucial role in managing the contract lifecycle for our sales team, ensuring compliance, accuracy, and efficiency. Your primary responsibility will be to support the sales organization by helping with negotiation strategy and managing the contract / order form process, driving operational excellence, and ensuring that sales deals can be operationally delivered and are aligned with company policies and processes.

About the role:


  • Trusted advisor to Sales, Legal, Finance, Billing, and internal to the team on complex deal structure to understand and achieve business priorities
  • Deep understanding of order form policies, cross-functional team requirements and ability to negotiate.
  • Work to arrive at an offer with reasonably acceptable terms with expected outcome of reaching reasonably acceptable terms to both Cloudflare and our customer.
  • Oversee the end-to-end contract management process, including drafting, term input, approvals and execution.
  • Enforce the corporate approval framework and associated policies.
  • Expertise in process and project management in a cross-functional environment by establishing respect and confidence in the business ecosystem and then being able to clearly communicate through presentation, writing and relationship building skills
  • Provide training and guidance to the sales team regarding contract-related matters, policies and processes.
  • Collaborates and coordinates with internal contributors and subject matter experts to ensure content is complete, accurate and maximizes business opportunities
  • Self-motivated, creative problem solver with ability to perform in a fast-paced, fast-changing work environment.


  • Minimum 8 experience in deal management / strategy.
  • Work to time constraints while maintaining a high level of attention to detail; prioritizing tasks and setting expectations accordingly, especially under pressure
  • Experience with SFDC, CPQ, and CLM. Familiarity with OM (e.g. Oracle, Netsuite, Stripe) applications.
  • Proven experience in Contract Operations or Deal Desk, preferably in the SaaS industry.
  • Must thrive on the excitement and challenge of being on a lean and busy team
  • Strong project management skills
  • Excellent written and verbal communication skills, with a keen attention to detail.
  • Strategic thinker with the ability to understand client needs and translate them into compelling proposals.
  • Ability to work collaboratively with cross-functional teams and build relationships with key stakeholders


Compensation may be adjusted depending on work location.

  • For Colorado-based hires: Estimated annual salary of $122,000 - $150,000
  • For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $146,000 - $178,000
  • For Bay Area-based hires: Estimated annual salary of $153,000 - $187,000


This role is eligible to participate in Cloudflare’s equity plan.


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

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.

Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one. We released to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at or via mail at 101 Townsend St. San Francisco, CA 94107.