New

Territory and Quota Operations Analyst

Cloudflare, Inc.
United States, California, San Francisco
101 Townsend Street (Show on map)
Sep 04, 2025
About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world's largest networks that powers millions of websites and other 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! Available Locations: Bangalore, India About the Role We are seeking a detail-oriented and analytical Territory Operations Analyst to support the execution and optimization of our territory and quota management processes. This role will focus on ensuring accurate territory assignments and quota processing, while providing operational insights to support our global sales organization. The ideal candidate will have strong skills in Salesforce Sales Cloud and proficiency with planning tools such as Anaplan, Fullcast, Varicent, Pigment, or advanced spreadsheets. Key Responsibilities Territory & Quota Management Support the annual territory and quota planning cycles as well as the ongoing changes by preparing data, validating inputs, and ensuring consistency across systems. Execute territory assignments and temporary territory assignments across sales. Assist with ramp setup for new hires and monitor ongoing territory reporting to ensure accuracy. Process quota and crediting tickets in coordination with the Territory Operations Manager and Finance. Validate quotas and maintain Fullcast-to-Varicent and Boostup data consistency. Operational Excellence Collaborate with cross-functional teams, including Sales Operations and IT, to support seamless territory operations and resolve system or data issues. Execute and maintain standard operating procedures for account governance, data sync audits, and territory processes. Assist in driving enablement by preparing documentation, training materials, and communications to support both year-over-year territory changes and ongoing business-as-usual (BAU) operations. Identify opportunities for process improvements and recommend enhancements to increase efficiency, accuracy, and consistency Systems & Tools Expertise Maintain data integrity within Salesforce Sales Cloud, ensuring account ownership, user setup, and reporting accuracy. Ensure alignment between Fullcast, Varicent and Boostup - reviewing start and end dates, ramp profiles, territory assignment, and final calculation of ramped quota. Become an expert in Fullcast Territory & Quota Management - help the regional SOps teams and Comp Ops in troubleshooting. Partner with IT, Comp Ops and Sales Ops to troubleshoot issues and test enhancements across systems (Salesforce, Fullcast, Varicent, BoostUp). Support Fullcast data quality control processes to ensure alignment across platforms. Qualifications Required Bachelors degree in a related field 2-4 years of experience in sales operations, territory management, or related functions. Hands-on experience with Salesforce Sales Cloud (account management, reporting, and territory governance). Proficiency with Excel/Google Sheets for data analysis and reporting. Strong organizational skills and attention to detail with a commitment to data accuracy. Preferred Experience with territory/quota management tools such as Anaplan, Fullcast, Varicent, or Pigment. Experience with sales compensation planning or quota-setting processes. Experience in a global B2B technology or SaaS company. Experience with Project Management software like JIRA or Asana. Nice to Have Experience with Fullcast Territory Management Software Attributes for Success Detail-driven with a passion for ensuring accuracy and consistency in sales data. Analytical problem-solver who can identify issues, recommend fixes, and execute solutions. Strong communicator able to collaborate effectively with Comp Ops, Sales Operations, IT, and Sales leadership. Proactive and resourceful, able to manage multiple priorities in a fast-paced environment. 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: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries 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: In 2017, we created the 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. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.