[{"data":1,"prerenderedAt":120},["ShallowReactive",2],{"$f1phsnV8RIYIiAyhLIzXhVsHv5aAmr8jF47UOeWObnqM":3,"$flRtL3DxFPogB5cF0nLTHS7BHOj4HJ_-wqUEagLHjgoA":32},{"job":4},{"id":5,"applyToken":6,"slug":7,"title":8,"companyname":9,"companylogo":10,"companyTagline":11,"companyIndustry":12,"city":13,"country":13,"applicantCountries":14,"applicantStates":15,"remote":16,"employmentType":17,"department":19,"content_html":20,"content_text":21,"years":22,"createdAt":23,"updatedAtISO":24,"postedAtISO":25,"validThroughISO":26,"active":27,"hasSalary":27,"salaryMin":28,"salaryMax":29,"currency":30,"isPaid":16,"schema":31},"8ab4bdd825add85308f9881decad435664fd9bcf1f06251d1f777c251e3f20ed","f74d1b21d4966c6fd14c6f8f88aa1fb561ba87a148410c43cb2c1d43d187bb24","sr-director-developer-solutions-strategist-at-cloudflare-9d7ff0b94c","Sr. Director, Developer GTM","Cloudflare","https://cdn.jobboardwise.com/logo/cloudflare.com","At Cloudflare, we have our eyes set on an ambitious goal — to help build a better Internet.","Computer and Network Security","Hybrid",[],[],false,[18],"Full-time","Engineering","\u003Ch3>About Us\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.\u003C/p>\u003Cp>\u003Cstrong>Available Locations: \u003C/strong>US\u003C/p>\n\u003Cp>\u003Cstrong>About Cloudflare\u003C/strong>\u003C/p>\n\u003Cp>At Cloudflare, our mission is bold yet simple: to help build a better Internet. Our global network handles trillions of requests each month, protecting and accelerating applications without added hardware, software, or code changes. Our Developer Platform, including Workers, Workers AI, R2, KV, Durable Objects, and Pages, empowers developers to build and deploy applications globally, faster than ever before.\u003C/p>\n\u003Cp>\u003Cstrong>About the Team\u003C/strong>\u003C/p>\n\u003Cp>The Developer GTM organization is driving how we attract, inspire, and grow the next generation of builders. We are redefining what developer acquisition looks like in a world where AI and distributed agents are reshaping the stack. Our mission is to lead the transformation of Cloudflare GTM into a Cloud Platform that has roots and capabilities in application services and cybersecurity. We create new pathways for developers to discover Cloudflare, whether through ecosystem partnerships, high impact content, or creative field engagement and enablement.\u003C/p>\n\u003Cp>We are builders, storytellers, and connectors united by one goal: to make Cloudflare the best place for developers to build.\u003C/p>\n\u003Cp>The Developer GTM organization partners tightly with Sales, Product, Finance, Legal, RevOps and Marketing. Developer GTM connects developer activation to durable commercial outcomes: shaping usage into clear proposals, aligning pricing and packaging, enabling the field with repeatable motions, and feeding real-world signals back into product.\u003C/p>\n\u003Cp>\u003Cstrong>About the Role\u003C/strong>\u003C/p>\n\u003Cp>We are hiring a Sr. Director, GTM to lead an elite team of Principal GTM strategists that peer and partner with the sales leaders of regions and segments. Similar to Frontier Labs hiring former CTO’s into high-leverage Sr. Members of the Technical Staff, your team will consist of former sales leaders taking on high-impact IC roles. Your team will train the field starting with RVPs and Sales managers in a train-the-trainer motion, develop GTM motions, and lead conversations with top accounts. You will set the global GTM strategy, standardize operating rhythms, and ensure consistent execution on activation → expansion → commercial structure.\u003C/p>\n\u003Cp>This leader and the team they build are equally fluent in developer workloads and commercial mechanics, can operate from strategy to hands-on account guidance, and is energized by building a high-trust partnership with field leadership worldwide.\u003C/p>\n\u003Cp>\u003Cstrong>What You Will Do\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Own the global GTM team strategy and operating model. Define goals, scorecards, and cadences for regional teams (usage activation, expansion, proposal velocity, win rate, disciplined discounting, sourced/influenced pipeline).\u003C/li>\n\u003Cli>Recruit, build and lead a high-performing, high-impact organization with a hands-on approach in the most important accounts and segments. \u003C/li>\n\u003Cli>Run pipeline and deal reviews. Establish a global rhythm for opportunity triage, strategic deal reviews, and win/loss analysis; surface systemic blockers and drive resolution with Sales, Deal Desk, Security, and Legal.\u003C/li>\n\u003Cli>Enable the field at scale. Ship workload blueprints, playbooks, calculators, objection handling, and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and lift.\u003C/li>\n\u003Cli>Align with Solution Architects and FDEs. Closely partner with your technical counterparts to run GTM motions in lock step with identified product-market fit. \u003C/li>\n\u003Cli>Close the loop with Product. Translate field insights into clear, quantified recommendations on positioning, packaging, limits, and roadmap. \u003C/li>\n\u003Cli>Drive activation → expansion for priority workloads. Ensure teams use usage telemetry to identify “next-best actions,” expansion paths, and strategic accounts; publish a weekly global “usage radar.”\u003C/li>\n\u003Cli>Partner with Programs. Support startups/accelerators, VC engagement and targeted campaigns with BDR/Marketing, with drive toward helping regions become increasingly self-sufficient.\u003C/li>\n\u003Cli>Forecasting & planning. Own Dev GTM headcount planning, coverage models by segment/geo, and quarterly objectives; partner with RevOps for attribution and instrumentation.\u003C/li>\n\u003Cli>Culture & quality. Raise the bar on narrative clarity, and executive communication; model Cloudflare’s values in every region.\u003C/li>\n\u003C/ul>\n\u003Ch4>\u003Cstrong>Who You Are\u003C/strong>\u003C/h4>\n\u003Cul>\n\u003Cli>Track record hiring exceptional sales leadership talent for highly strategic roles\u003C/li>\n\u003Cli>10+ years in developer platform GTM, deal strategy, and commercial architecture; 5+ years leading managers across multiple regions/time zones\u003C/li>\n\u003Cli>Proven ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales, Finance, Legal, and Security\u003C/li>\n\u003Cli>Builder’s mindset with strong operational chops: you design operating models, write crisp narratives, and drive cross-functional execution\u003C/li>\n\u003Cli>Data-driven and fluent in product usage telemetry; comfortable with Sheets/SQL-level analysis to size opportunities and measure impact\u003C/li>\n\u003Cli>Exceptional communicator—clear writer and presenter—from developer ICs to executive sponsors\u003C/li>\n\u003Cli>Experience enabling large field organizations with playbooks, training, and tooling; passion for coaching managers and building high performance teams.\u003C/li>\n\u003Cli>Background in usage-based/consumption pricing and commit structures\u003C/li>\n\u003Cli>Experience with startup programs or digital-native segments\u003C/li>\n\u003Cli>Bonus points for former startup CRO’s and founders\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Application Deadline:\u003C/strong> February 02, 2027\u003C/p>\n\u003Ch4>\u003Cstrong>Compensation\u003C/strong>\u003C/h4>\n\u003Cul>\n\u003Cli>\n\u003Cp>Compensation may be adjusted depending on work location.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $434,000 - $597,000.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>For Boston, California - Remote, Connecticut - Remote, DC Metro, Massachusetts - Remote, New Jersey - Remote, New York City, NY Metro, Remote - Washington, Washington (Kirkland), and Washington D.C. based hires: Estimated annual salary of $415,000 - $571,000.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>For Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires: Estimated annual base salary of $189,000 - $259,500.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Estimated variable compensation target of $189,000 - $259,500.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>This role is also eligible to earn variable compensation in accordance with Cloudflare's Sales Compensation Plan.\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Ch4>Equity\u003C/h4>\n\u003Cp>This role is eligible to participate in Cloudflare’s equity plan.\u003C/p>\n\u003Ch4>Benefits\u003C/h4>\n\u003Cp>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.\u003C/p>\n\u003Ch4>Health & Welfare Benefits\u003C/h4>\n\u003Cul>\n\u003Cli>Medical/Rx Insurance\u003C/li>\n\u003Cli>Dental Insurance\u003C/li>\n\u003Cli>Vision Insurance\u003C/li>\n\u003Cli>Flexible Spending Accounts\u003C/li>\n\u003Cli>Commuter Spending Accounts\u003C/li>\n\u003Cli>Fertility & Family Forming Benefits\u003C/li>\n\u003Cli>On-demand mental health support and Employee Assistance Program\u003C/li>\n\u003Cli>Global Travel Medical Insurance\u003C/li>\n\u003C/ul>\n\u003Ch4>Financial Benefits\u003C/h4>\n\u003Cul>\n\u003Cli>Short and Long Term Disability Insurance\u003C/li>\n\u003Cli>Life & Accident Insurance\u003C/li>\n\u003Cli>401(k) Retirement Savings Plan\u003C/li>\n\u003Cli>Employee Stock Participation Plan\u003C/li>\n\u003C/ul>\n\u003Ch4>Time Off\u003C/h4>\n\u003Cul>\n\u003Cli>Flexible paid time off covering vacation and sick leave\u003C/li>\n\u003Cli>Leave programs, including parental, pregnancy health, medical, and bereavement leave\u003C/li>\n\u003C/ul>\n\u003Ch3>What Makes Cloudflare Special?\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>\u003Cstrong>Athenian Project\u003C/strong>: 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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>Sound like something you’d like to be a part of? We’d love to hear from you!\u003C/p>\n\u003Cp>Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>","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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations: US About Cloudflare At Cloudflare, our mission is bold yet simple: to help build a better Internet. Our global network handles trillions of requests each month, protecting and accelerating applications without added hardware, software, or code changes. Our Developer Platform, including Workers, Workers AI, R2, KV, Durable Objects, and Pages, empowers developers to build and deploy applications globally, faster than ever before. About the Team The Developer GTM organization is driving how we attract, inspire, and grow the next generation of builders. We are redefining what developer acquisition looks like in a world where AI and distributed agents are reshaping the stack. Our mission is to lead the transformation of Cloudflare GTM into a Cloud Platform that has roots and capabilities in application services and cybersecurity. We create new pathways for developers to discover Cloudflare, whether through ecosystem partnerships, high impact content, or creative field engagement and enablement. We are builders, storytellers, and connectors united by one goal: to make Cloudflare the best place for developers to build. The Developer GTM organization partners tightly with Sales, Product, Finance, Legal, RevOps and Marketing. Developer GTM connects developer activation to durable commercial outcomes: shaping usage into clear proposals, aligning pricing and packaging, enabling the field with repeatable motions, and feeding real-world signals back into product. About the Role We are hiring a Sr. Director, GTM to lead an elite team of Principal GTM strategists that peer and partner with the sales leaders of regions and segments. Similar to Frontier Labs hiring former CTO’s into high-leverage Sr. Members of the Technical Staff, your team will consist of former sales leaders taking on high-impact IC roles. Your team will train the field starting with RVPs and Sales managers in a train-the-trainer motion, develop GTM motions, and lead conversations with top accounts. You will set the global GTM strategy, standardize operating rhythms, and ensure consistent execution on activation → expansion → commercial structure. This leader and the team they build are equally fluent in developer workloads and commercial mechanics, can operate from strategy to hands-on account guidance, and is energized by building a high-trust partnership with field leadership worldwide. What You Will Do Own the global GTM team strategy and operating model. Define goals, scorecards, and cadences for regional teams (usage activation, expansion, proposal velocity, win rate, disciplined discounting, sourced/influenced pipeline). Recruit, build and lead a high-performing, high-impact organization with a hands-on approach in the most important accounts and segments. Run pipeline and deal reviews. Establish a global rhythm for opportunity triage, strategic deal reviews, and win/loss analysis; surface systemic blockers and drive resolution with Sales, Deal Desk, Security, and Legal. Enable the field at scale. Ship workload blueprints, playbooks, calculators, objection handling, and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and lift. Align with Solution Architects and FDEs. Closely partner with your technical counterparts to run GTM motions in lock step with identified product-market fit. Close the loop with Product. Translate field insights into clear, quantified recommendations on positioning, packaging, limits, and roadmap. Drive activation → expansion for priority workloads. Ensure teams use usage telemetry to identify “next-best actions,” expansion paths, and strategic accounts; publish a weekly global “usage radar.” Partner with Programs. Support startups/accelerators, VC engagement and targeted campaigns with BDR/Marketing, with drive toward helping regions become increasingly self-sufficient. Forecasting & planning. Own Dev GTM headcount planning, coverage models by segment/geo, and quarterly objectives; partner with RevOps for attribution and instrumentation. Culture & quality. Raise the bar on narrative clarity, and executive communication; model Cloudflare’s values in every region. Who You Are Track record hiring exceptional sales leadership talent for highly strategic roles 10+ years in developer platform GTM, deal strategy, and commercial architecture; 5+ years leading managers across multiple regions/time zones Proven ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales, Finance, Legal, and Security Builder’s mindset with strong operational chops: you design operating models, write crisp narratives, and drive cross-functional execution Data-driven and fluent in product usage telemetry; comfortable with Sheets/SQL-level analysis to size opportunities and measure impact Exceptional communicator—clear writer and presenter—from developer ICs to executive sponsors Experience enabling large field organizations with playbooks, training, and tooling; passion for coaching managers and building high performance teams. Background in usage-based/consumption pricing and commit structures Experience with startup programs or digital-native segments Bonus points for former startup CRO’s and founders Application Deadline: February 02, 2027 Compensation Compensation may be adjusted depending on work location. For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $434,000 - $597,000. For Boston, California - Remote, Connecticut - Remote, DC Metro, Massachusetts - Remote, New Jersey - Remote, New York City, NY Metro, Remote - Washington, Washington (Kirkland), and Washington D.C. based hires: Estimated annual salary of $415,000 - $571,000. For Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires: Estimated annual base salary of $189,000 - $259,500. Estimated variable compensation target of $189,000 - $259,500. This role is also eligible to earn variable compensation in accordance with Cloudflare's Sales Compensation Plan. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits 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: 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. 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.",0,1793122021000,"2026-11-10 06:23:16","2026-11-09T19:03:42-05:00","",true,434000,597000,"USD",{"jsonldValid":16,"jsonld":26},{"jobs":33},[34,52,67,79,93,105],{"id":35,"applyToken":36,"slug":37,"title":38,"companyname":9,"companylogo":10,"companyTagline":11,"companyIndustry":12,"city":39,"country":40,"applicantCountries":41,"applicantStates":42,"remote":16,"employmentType":43,"department":44,"content_html":45,"content_text":46,"years":22,"createdAt":47,"updatedAtISO":48,"postedAtISO":25,"validThroughISO":26,"active":27,"hasSalary":27,"salaryMin":49,"salaryMax":50,"currency":30,"isPaid":16,"schema":51},"2bd5e77f4c948a07aaaf0b06a5fee0604d961efd8a13dde486380d9eaad41032","7379382a0a2371b6b7ad526f2d9dda1b60cf611a9083f74c442aa3df534fd15a","principal-gtm-business-operations-manager-at-cloudflare-58ffbd9805","Principal, GTM Business Operations Manager","Distributed; Hybrid","Distributed",[],[],[18],"Operations","\u003Ch3>About Us\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.\u003C/p>\u003Cp>\u003Cstrong>Available Locations: Austin, TX, San Francisco CA, NYC, Denver, OR Remote US\u003C/strong>\u003C/p>\n\u003Ch2>\u003Cstrong>About the Role\u003C/strong>\u003C/h2>\n\u003Cp>We're looking for a highly capable, hands-on operator to join the Office of the President of Revenue at Cloudflare.\u003C/p>\n\u003Cp>This person will work directly with the Revenue Chief of Staff to help run the business, drive executive priorities, and ensure the GTM organization stays aligned and informed.\u003C/p>\n\u003Cp>The right person is someone who sees what needs to be done and takes ownership without waiting for direction. They can move between strategy and execution, navigate ambiguity, manage competing priorities, and work effectively with senior leaders across the organization.\u003C/p>\n\u003Cp>This is a high-visibility role that requires strong judgment, exceptional follow-through, and the ability to move quickly without sacrificing quality.\u003C/p>\n\u003Cp>You'll have a front-row seat to how a global revenue organization operates, with the opportunity to make a meaningful impact across the business.\u003C/p>\n\u003Ch2>\u003Cstrong>What You'll Do\u003C/strong>\u003C/h2>\n\u003Ch3>\u003Cstrong>GTM Business Operations & Executive Priorities\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>Partner closely with the Revenue Chief of Staff to drive priorities across the Office of the President of Revenue.\u003C/li>\n\u003Cli>Act as an extension of the Revenue Chief of Staff, representing the office in cross-functional meetings and independently driving decisions and follow-through within agreed priorities.\u003C/li>\n\u003Cli>Anticipate upcoming needs, identify gaps, and proactively drive work forward.\u003C/li>\n\u003Cli>Prepare executive-ready updates, briefing materials, presentations, and communications.\u003C/li>\n\u003Cli>Track decisions, commitments, and dependencies, ensuring the right people are accountable and work moves forward.\u003C/li>\n\u003Cli>Help manage competing priorities, bringing recommendations and solutions rather than simply escalating problems.\u003C/li>\n\u003C/ul>\n\u003Ch3>\u003Cstrong>GTM Communications & Engagement\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>Own the execution and quality of GTM-wide communications, including the weekly GTM Rollup, leadership updates, and organizational announcements.\u003C/li>\n\u003Cli>Work across functions to gather, validate, prioritize, and translate information into clear, actionable communications for the field.\u003C/li>\n\u003Cli>Drive planning and execution of GTM leadership engagement programs, including All Hands and Leadership Unplugged, from content development and stakeholder coordination through delivery and follow-up.\u003C/li>\n\u003Cli>Partner with executive stakeholders and content owners to ensure messaging is relevant, engaging, and aligned with GTM priorities.\u003C/li>\n\u003Cli>Ensure communications are accurate, timely, and appropriate for their intended audiences.\u003C/li>\n\u003Cli>Continuously improve how information reaches the field, reducing unnecessary noise while making important updates easier to find and act on.\u003C/li>\n\u003C/ul>\n\u003Ch3>\u003Cstrong>Field Advisory Board (FAB) Program Leadership\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>Own and continuously improve Cloudflare's global Field Advisory Board (FAB) program, ensuring it serves as a meaningful two-way feedback channel between field teams and GTM leadership.\u003C/li>\n\u003Cli>Manage the Americas and International boards, including member engagement, quarterly meetings, agendas, executive participation, and follow-through on commitments.\u003C/li>\n\u003Cli>Partner with Sales, Product, Enablement, Revenue Operations, and other teams to turn field feedback into actionable recommendations and improvements.\u003C/li>\n\u003Cli>Identify recurring themes, challenges, and opportunities from the field, and bring forward insights that help inform GTM priorities and decisions.\u003C/li>\n\u003Cli>Strengthen the program's effectiveness by improving how feedback is collected, prioritized, communicated, and acted upon.\u003C/li>\n\u003Cli>Ensure FAB members see tangible outcomes from their input, building trust and sustained engagement in the program.\u003C/li>\n\u003Cli>Establish clear measures of program impact and regularly assess what's working, what's not, and where the program needs to evolve.\u003C/li>\n\u003C/ul>\n\u003Ch3>\u003Cstrong>Cross-Functional Execution\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>Drive initiatives that span Sales, Revenue Operations, Marketing, Product, Enablement, and other functions.\u003C/li>\n\u003Cli>Translate FAB objectives into clear actions, owners, and timelines, and ensure commitments are delivered.\u003C/li>\n\u003Cli>Identify risks and dependencies early, recommend solutions, and escalate when necessary.\u003C/li>\n\u003Cli>Build strong relationships across the organization and influence outcomes without formal authority.\u003C/li>\n\u003Cli>Step into ambiguous or urgent situations and bring structure, clarity, and momentum.\u003C/li>\n\u003Cli>Balance the needs of multiple stakeholders while keeping the broader GTM organization's priorities in focus.\u003C/li>\n\u003C/ul>\n\u003Ch3>\u003Cstrong>Operational Excellence & Scale\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>Identify opportunities to simplify processes, eliminate unnecessary work, and improve how the GTM organization operates.\u003C/li>\n\u003Cli>Leverage AI, automation, and internal tools to reduce manual effort and improve execution.\u003C/li>\n\u003Cli>Create lightweight systems for tracking priorities, decisions, and follow-through.\u003C/li>\n\u003Cli>Establish practical quality-control processes to ensure work is accurate and complete before delivery.\u003C/li>\n\u003Cli>Continuously improve the quality, consistency, and efficiency of work coming out of the Office of the President of Revenue.\u003C/li>\n\u003C/ul>\n\u003Ch2>\u003Cstrong>What We're Looking For\u003C/strong>\u003C/h2>\n\u003Cul>\n\u003Cli>7+ years of experience in business operations, GTM strategy and operations, executive operations, Chief of Staff support, or similar roles in a fast-paced technology environment.\u003C/li>\n\u003Cli>Demonstrated experience working with senior executives and navigating complex, cross-functional organizations.\u003C/li>\n\u003Cli>Proven ability to independently own programs or initiatives from planning through execution, including driving stakeholder alignment and measurable outcomes.\u003C/li>\n\u003Cli>Exceptional organizational skills and attention to detail, with a track record of managing multiple priorities without losing sight of the details.\u003C/li>\n\u003Cli>Strong written and verbal communication skills, including the ability to turn complex information into clear, concise, executive-ready materials.\u003C/li>\n\u003Cli>Excellent judgment and the confidence to make recommendations, challenge assumptions, and know when to escalate.\u003C/li>\n\u003Cli>A proactive mindset. You don't wait to be told what to do, and you're comfortable taking ownership of problems that don't have obvious answers.\u003C/li>\n\u003Cli>Strong execution skills. You follow through, close loops, and take responsibility for outcomes.\u003C/li>\n\u003Cli>Comfort with ambiguity, changing priorities, and tight timelines.\u003C/li>\n\u003Cli>Experience using AI and automation to improve productivity and operational workflows.\u003C/li>\n\u003Cli>A low-ego, collaborative approach and willingness to roll up your sleeves, regardless of the task.\u003C/li>\n\u003C/ul>\n\u003Ch2>\u003Cstrong>What Success Looks Like\u003C/strong>\u003C/h2>\n\u003Cp>Within your first six months:\u003C/p>\n\u003Cul>\n\u003Cli>You've become a trusted extension of the Revenue Chief of Staff, able to independently represent the office and move work forward.\u003C/li>\n\u003Cli>GTM communications and leadership engagement programs run smoothly, with strong quality control and minimal oversight.\u003C/li>\n\u003Cli>The Field Advisory Board operates as an effective, trusted feedback mechanism, with strong member engagement, actionable insights, and visible progress against field recommendations.\u003C/li>\n\u003Cli>You anticipate needs, identify potential issues, and bring solutions before problems escalate.\u003C/li>\n\u003Cli>Cross-functional stakeholders trust you to drive decisions, follow through on commitments, and keep work moving.\u003C/li>\n\u003Cli>You've identified and implemented meaningful improvements to how the team operates, including opportunities to use AI and automation.\u003C/li>\n\u003Cli>The Revenue Chief of Staff has more capacity to focus on strategic priorities because you're independently managing critical aspects of the business.\u003C/li>\n\u003C/ul>\n\u003Ch2>\u003Cstrong>Who Will Thrive Here\u003C/strong>\u003C/h2>\n\u003Cp>You're naturally curious, resourceful, and comfortable figuring things out. You care about doing great work, but you don't need perfect instructions or a perfect process to get started.\u003C/p>\n\u003Cp>You can operate at the executive level and still enjoy the details. You know when to ask questions, when to push back, and when to just get something done.\u003C/p>\n\u003Cp>You enjoy building relationships, connecting the dots across teams, and finding ways to make things work better. You're comfortable taking the lead, even when you don't have formal authority, and you take ownership of the outcome.\u003C/p>\n\u003Cp>Most importantly, you take pride in being someone others can count on.\u003C/p>\n\u003Cp>\u003Cstrong>Application Deadline:\u003C/strong> January 31, 2027\u003C/p>\n\u003Ch3>\u003Cstrong>Compensation\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>\n\u003Cp>Compensation may be adjusted depending on work location.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $174,000 - $240,000.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>For Boston, California - Remote, Connecticut - Remote, DC Metro, Massachusetts - Remote, New Jersey - Remote, New York City, NY Metro, Remote - Washington, Washington (Kirkland), and Washington D.C. based hires: Estimated annual salary of $166,000 - $228,000.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>For Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires: Estimated annual salary of $143,000 - $197,000.\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Ch3>\u003Cstrong>Equity\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>\n\u003Cp>This role is eligible to participate in Cloudflare's equity plan.\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Ch3>\u003Cstrong>Benefits\u003C/strong>\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cul>\n\u003Cli>Health & Welfare Benefits\u003C/li>\n\u003Cli>Medical/Rx Insurance\u003C/li>\n\u003Cli>Dental Insurance\u003C/li>\n\u003Cli>Vision Insurance\u003C/li>\n\u003Cli>Flexible Spending Accounts\u003C/li>\n\u003Cli>Commuter Spending Accounts\u003C/li>\n\u003Cli>Fertility & Family Forming Benefits\u003C/li>\n\u003Cli>On-demand mental health support and Employee Assistance Program\u003C/li>\n\u003Cli>Global Travel Medical Insurance\n\n\u003Cp>Financial Benefits\u003C/p>\n\n\u003C/li>\n\u003Cli>\n\u003Cp>Time Off\u003C/p>\n\n\u003C/li>\n\u003C/ul>\n\u003Ch3>What Makes Cloudflare Special?\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>\u003Cstrong>Athenian Project\u003C/strong>: 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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>Sound like something you’d like to be a part of? We’d love to hear from you!\u003C/p>\n\u003Cp>Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>","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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations: Austin, TX, San Francisco CA, NYC, Denver, OR Remote US About the Role We're looking for a highly capable, hands-on operator to join the Office of the President of Revenue at Cloudflare. This person will work directly with the Revenue Chief of Staff to help run the business, drive executive priorities, and ensure the GTM organization stays aligned and informed. The right person is someone who sees what needs to be done and takes ownership without waiting for direction. They can move between strategy and execution, navigate ambiguity, manage competing priorities, and work effectively with senior leaders across the organization. This is a high-visibility role that requires strong judgment, exceptional follow-through, and the ability to move quickly without sacrificing quality. You'll have a front-row seat to how a global revenue organization operates, with the opportunity to make a meaningful impact across the business. What You'll Do GTM Business Operations & Executive Priorities Partner closely with the Revenue Chief of Staff to drive priorities across the Office of the President of Revenue. Act as an extension of the Revenue Chief of Staff, representing the office in cross-functional meetings and independently driving decisions and follow-through within agreed priorities. Anticipate upcoming needs, identify gaps, and proactively drive work forward. Prepare executive-ready updates, briefing materials, presentations, and communications. Track decisions, commitments, and dependencies, ensuring the right people are accountable and work moves forward. Help manage competing priorities, bringing recommendations and solutions rather than simply escalating problems. GTM Communications & Engagement Own the execution and quality of GTM-wide communications, including the weekly GTM Rollup, leadership updates, and organizational announcements. Work across functions to gather, validate, prioritize, and translate information into clear, actionable communications for the field. Drive planning and execution of GTM leadership engagement programs, including All Hands and Leadership Unplugged, from content development and stakeholder coordination through delivery and follow-up. Partner with executive stakeholders and content owners to ensure messaging is relevant, engaging, and aligned with GTM priorities. Ensure communications are accurate, timely, and appropriate for their intended audiences. Continuously improve how information reaches the field, reducing unnecessary noise while making important updates easier to find and act on. Field Advisory Board (FAB) Program Leadership Own and continuously improve Cloudflare's global Field Advisory Board (FAB) program, ensuring it serves as a meaningful two-way feedback channel between field teams and GTM leadership. Manage the Americas and International boards, including member engagement, quarterly meetings, agendas, executive participation, and follow-through on commitments. Partner with Sales, Product, Enablement, Revenue Operations, and other teams to turn field feedback into actionable recommendations and improvements. Identify recurring themes, challenges, and opportunities from the field, and bring forward insights that help inform GTM priorities and decisions. Strengthen the program's effectiveness by improving how feedback is collected, prioritized, communicated, and acted upon. Ensure FAB members see tangible outcomes from their input, building trust and sustained engagement in the program. Establish clear measures of program impact and regularly assess what's working, what's not, and where the program needs to evolve. Cross-Functional Execution Drive initiatives that span Sales, Revenue Operations, Marketing, Product, Enablement, and other functions. Translate FAB objectives into clear actions, owners, and timelines, and ensure commitments are delivered. Identify risks and dependencies early, recommend solutions, and escalate when necessary. Build strong relationships across the organization and influence outcomes without formal authority. Step into ambiguous or urgent situations and bring structure, clarity, and momentum. Balance the needs of multiple stakeholders while keeping the broader GTM organization's priorities in focus. Operational Excellence & Scale Identify opportunities to simplify processes, eliminate unnecessary work, and improve how the GTM organization operates. Leverage AI, automation, and internal tools to reduce manual effort and improve execution. Create lightweight systems for tracking priorities, decisions, and follow-through. Establish practical quality-control processes to ensure work is accurate and complete before delivery. Continuously improve the quality, consistency, and efficiency of work coming out of the Office of the President of Revenue. What We're Looking For 7+ years of experience in business operations, GTM strategy and operations, executive operations, Chief of Staff support, or similar roles in a fast-paced technology environment. Demonstrated experience working with senior executives and navigating complex, cross-functional organizations. Proven ability to independently own programs or initiatives from planning through execution, including driving stakeholder alignment and measurable outcomes. Exceptional organizational skills and attention to detail, with a track record of managing multiple priorities without losing sight of the details. Strong written and verbal communication skills, including the ability to turn complex information into clear, concise, executive-ready materials. Excellent judgment and the confidence to make recommendations, challenge assumptions, and know when to escalate. A proactive mindset. You don't wait to be told what to do, and you're comfortable taking ownership of problems that don't have obvious answers. Strong execution skills. You follow through, close loops, and take responsibility for outcomes. Comfort with ambiguity, changing priorities, and tight timelines. Experience using AI and automation to improve productivity and operational workflows. A low-ego, collaborative approach and willingness to roll up your sleeves, regardless of the task. What Success Looks Like Within your first six months: You've become a trusted extension of the Revenue Chief of Staff, able to independently represent the office and move work forward. GTM communications and leadership engagement programs run smoothly, with strong quality control and minimal oversight. The Field Advisory Board operates as an effective, trusted feedback mechanism, with strong member engagement, actionable insights, and visible progress against field recommendations. You anticipate needs, identify potential issues, and bring solutions before problems escalate. Cross-functional stakeholders trust you to drive decisions, follow through on commitments, and keep work moving. You've identified and implemented meaningful improvements to how the team operates, including opportunities to use AI and automation. The Revenue Chief of Staff has more capacity to focus on strategic priorities because you're independently managing critical aspects of the business. Who Will Thrive Here You're naturally curious, resourceful, and comfortable figuring things out. You care about doing great work, but you don't need perfect instructions or a perfect process to get started. You can operate at the executive level and still enjoy the details. You know when to ask questions, when to push back, and when to just get something done. You enjoy building relationships, connecting the dots across teams, and finding ways to make things work better. You're comfortable taking the lead, even when you don't have formal authority, and you take ownership of the outcome. Most importantly, you take pride in being someone others can count on. Application Deadline: January 31, 2027 Compensation Compensation may be adjusted depending on work location. For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $174,000 - $240,000. For Boston, California - Remote, Connecticut - Remote, DC Metro, Massachusetts - Remote, New Jersey - Remote, New York City, NY Metro, Remote - Washington, Washington (Kirkland), and Washington D.C. based hires: Estimated annual salary of $166,000 - $228,000. For Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires: Estimated annual salary of $143,000 - $197,000. Equity This role is eligible to participate in Cloudflare's equity plan. Benefits 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 Time Off 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. 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.",1793670412000,"2026-11-10 06:23:10",174000,240000,{"jsonldValid":16,"jsonld":26},{"id":53,"applyToken":54,"slug":55,"title":56,"companyname":9,"companylogo":10,"companyTagline":11,"companyIndustry":12,"city":40,"country":40,"applicantCountries":57,"applicantStates":58,"remote":16,"employmentType":59,"department":60,"content_html":61,"content_text":62,"years":22,"createdAt":63,"updatedAtISO":24,"postedAtISO":25,"validThroughISO":26,"active":27,"hasSalary":27,"salaryMin":64,"salaryMax":65,"currency":30,"isPaid":16,"schema":66},"e0d92ef84e5f58d696df48e9c6ce8918bdb6681985b17684ce92e4c237d67837","55ae3781253953b750dda1ce50e82a0c11a4fb6109e60e7b0526dcd2dc342cae","senior-revops-technologist-at-cloudflare-f5c94de8ed","Senior GTM Technologist, RevOps",[],[],[18],"Other","\u003Ch3>About Us\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.\u003C/p>\u003Cp>\u003Cstrong>Location: \u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>\u003Cstrong>Preferred Locations:\u003C/strong> San Francisco, Austin, NYC OR Remote\u003C/li>\n\u003C/ul>\n\u003Ch2>\u003Cstrong>About the Role \u003C/strong>\u003C/h2>\n\u003Cp>Cloudflare’s GTM organization is scaling rapidly, and its RevOps tech stack must scale with it. We are hiring a RevOps Technologist to shape future-state workflows and move our RevOps technology roadmap from strategy and prototype toward secure, scalable execution.\u003C/p>\n\u003Cp>This senior individual contributor will combine deep Sales and Revenue Operations expertise with the hands-on technical fluency to identify strategic solutions and simplified workflows. You'll report directly to the Director of RevTech Strategy & Operations, and be the senior counterpart to our business partners, IT, Procurement, Engineering, Security & Privacy, to ensure our systems are optimized, and governed.\u003C/p>\n\u003Cp>You will transform our rapidly scaling, today’s fragmented tech stack into a secure, orchestrated engine, across vendor platforms, internal tooling, and Cloudflare’s internal orchestration platform (Cloudflare OS). You will set the direction for Build/Buy/Blend opportunities, prototype AI- and automation-enabled capabilities, and partner with IT and Engineering to move validated solutions toward production.\u003C/p>\n\u003Cp>You will bring an end-to-end view across workflows, systems, data and integrations, to reduce complexity and elevate the seller experience while balancing technical feasibility with business value. \u003C/p>\n\u003Cp>We are looking for someone who doesn't just manage the existing RevOps stack, but actively reimagines a scalable, best-in-class stack with a stellar seller experience. If you thrive on challenging the status quo, hands-on building with cutting-edge technology, and turning bold GTM ideas into high-impact reality, we want to talk to you.\u003C/p>\n\u003Ch2>\u003Cstrong>\u003Cspan>What You’ll Do:\u003C/span>\u003C/strong>\u003C/h2>\n\u003Cp>\u003Cstrong>Shape the Future of RevTech & GTM Systems\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Drive the AI-first RevOps technology roadmap across internal systems, Cloudflare OS, vendor platforms, and new build opportunities, to improve seller efficiency and effectiveness.\u003C/li>\n\u003Cli>Identify where the stack needs to scale, simplify, or modernize based on jobs-to-be-done, user needs, and workflow friction points.\u003C/li>\n\u003Cli>Connect technology decisions across the broader GTM ecosystem (workflows, systems, data, integrations, and dependencies) rather than optimizing individual tools in isolation.\u003C/li>\n\u003Cli>Apply AI, agents, automation, and emerging technologies to practical opportunities that reduce friction, and modernize GTM operations.\u003C/li>\n\u003Cli>Document current state-workflows, systems, dependencies and pain points to identify exactly where the stack needs to scale or simplify, and translate findings into clear future-state designs and recommendations.\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Design, Prototype & Automate\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Translate sales capabilities “jobs-to-be-done\", workflow context, and user needs into clear technology requirements and solution approaches balancing user experience, scalability, and technical feasibility.\u003C/li>\n\u003Cli>Architect solutions across the RevTech landscape that work cohesively with existing CRM, sales engagement, forecasting, data, and other seller technologies.\u003C/li>\n\u003Cli>Leverage Cloudflare OS, AI, agents, and automation to prototype and build secure solutions, validating where tech adds value vs. human judgement is required.\u003C/li>\n\u003Cli>Partner with IT and Engineering to move validated solutions toward production, aligning on the APIs, MCPs, integrations, and security.\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Drive Technology & Investment Strategy\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Advise on build, buy, blend, or retire decisions based on time-to-value, scalability, security, cost, and flexibility.\u003C/li>\n\u003Cli>Identify opportunities to reduce unnecessary SaaS dependency, utilizing Cloudflare OS or internal capabilities where appropriate.\u003C/li>\n\u003Cli>Bring a technical and strategic lens to technology investments, partnering with Procurement, Software Asset Management, IT, and business stakeholders to evaluate vendors and inform a ROI-backed roadmap investments.\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Own Governance & Systems Standards\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Define governance, intake models, and decision guardrails for RevTech and AI use cases.\u003C/li>\n\u003Cli>Participate in cross-functional AI initiatives to evaluate, prioritize, and scale AI-enabled seller workflows.\u003C/li>\n\u003Cli>Establish auditable RevTech change controls with clear governance based on risk and impact.\u003C/li>\n\u003Cli>Ensure vendors and internal builds comply with security, privacy, data, and AI standards.\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Strategic Partnership & Communications\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Build trusted relationships across GTM, tech teams, business partners and vendors as a trusted advisor on priorities, trade-offs, and future-state direction.\u003C/li>\n\u003C/ul>\n\u003Cul>\n\u003Cli>Translate complex tech concepts and ROI assessments into clear, decision-ready executive recommendations and business impact analyses.\u003C/li>\n\u003Cli>Leverage external benchmarks (e.g., Gartner) and industry trends to inform tool strategy.\u003C/li>\n\u003Cli>Support the RevTech budget planning and stewardship in partnership with business partners, Finance and procurement.\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Skills, Knowledge & Experience \u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>8+ years in Revenue Operations, GTM Systems, Sales Ops, Business Systems, or related roles within B2B SaaS organizations.\u003C/li>\n\u003Cli>Deep understanding of B2B seller workflows, sales processes, and the broader GTM technology ecosystem.\u003C/li>\n\u003Cli>Deep, hands-on experience across GTM technology ecosystem, including CRM, sales engagement, forecasting, revenue orchestration, enablement, data, and automation (e.g; Salesforce, Clari, Gong, Outreach, ZoomInfo, Highspot, LinkedIn Navigator, Clay etc.)\u003C/li>\n\u003Cli>Hands-on experience with AI, agents, and automation, with ability to rapidly prototype solutions, test assumptions, and solve business problems.\u003C/li>\n\u003Cli>Solid conceptual and practical understanding of how modern tools connect via APIs, data flows, and “headless” architecture (separating the custom UI a seller uses from the backend).\u003C/li>\n\u003Cli>5+ years driving cross-functional technology initiatives, from discovery, vendor evaluation and solution design to secure implementation and adoption across the enterprise.\u003C/li>\n\u003Cli>Proven track record of evaluating technology options, identifying build/buy/blend opportunities, developing ROI-backed recommendations, and influencing senior stakeholders to drive enterprise alignment.\u003C/li>\n\u003Cli>Bachelor’s degree in business, IT, marketing, or a technical field is required (Master’s or advanced degree, or AI/data training, is a plus).\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Nice to Have\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Hands-on building with emerging AI agent frameworks, custom GPTs, or AI-driven workflow tools to enhance seller productivity.\u003C/li>\n\u003Cli>Background in consulting or solution architecture, with exposure to advisory frameworks (e.g; Gartner, Forrester).\u003C/li>\n\u003Cli>Certifications: Salesforce (Advanced Administrator, Sales Cloud, AI Associate) or any relevant AI, or business systems certifications.\u003C/li>\n\u003Cli>Familiarity with Cloudflare products, commercial negotiations, and tech marketplace dynamics.\u003C/li>\n\u003Cli>Experience standing up internal automation platforms or replacing SaaS tools with internal builds.\u003C/li>\n\u003C/ul>\n\u003Cp>Compensation\u003C/p>\n\u003Cp>Estimated compensation may be adjusted depending on work location and level of experience!\u003C/p>\n\u003Cul>\n\u003Cli>\n\u003Cp>San Francisco Bay Area (San Francisco, San Jose): Estimated Annual Salary of $145,000 - $230,000\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Major Metro Hubs & Select Remote (Boston, Kirkland, NYC Metro, DC Metro, plus Remote CA, CT, MA, NJ, WA): Estimated Annual Salary of $132,000 - $182,000\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Other Remote States (CO, IL, MD, MN, NV, NY, RI, VT): Estimated Annual Salary of $120,000 - $165,000 \u003C/p>\n\n\u003C/li>\n\u003C/ul>\n\u003Cp>Equity\u003C/p>\n\u003Cp>This role is eligible to participate in Cloudflare’s equity plan.\u003C/p>\n\n\u003Cp>Benefits\u003C/p>\n\u003Cp>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.\u003C/p>\n\n\u003Cp>Health & Welfare Benefits\u003C/p>\n\u003Cul>\n\u003Cli>Medical/Rx Insurance\u003C/li>\n\u003Cli>Dental Insurance\u003C/li>\n\u003Cli>Vision Insurance\u003C/li>\n\u003Cli>Flexible Spending Accounts\u003C/li>\n\u003Cli>Commuter Spending Accounts\u003C/li>\n\u003Cli>Fertility & Family Forming Benefits\u003C/li>\n\u003Cli>On-demand mental health support and Employee Assistance Program\u003C/li>\n\u003Cli>Global Travel Medical Insurance\u003C/li>\n\u003Cli> \u003C/li>\n\u003C/ul>\n\u003Cp>Financial Benefits\u003C/p>\n\u003Cul>\n\u003Cli>Short and Long Term Disability Insurance\u003C/li>\n\u003Cli>Life & Accident Insurance\u003C/li>\n\u003Cli>401(k) Retirement Savings Plan\u003C/li>\n\u003Cli>Employee Stock Participation Plan\u003C/li>\n\u003C/ul>\n\u003Cp>Time Off\u003C/p>\n\u003Cul>\n\u003Cli>Flexible paid time off covering vacation and sick leave\u003C/li>\n\u003Cli>Leave programs, including parental, pregnancy health, medical, and bereavement leave\u003C/li>\n\u003C/ul>\n\u003Ch1> \u003C/h1>\n\u003Ch3>What Makes Cloudflare Special?\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>\u003Cstrong>Athenian Project\u003C/strong>: 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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>Sound like something you’d like to be a part of? We’d love to hear from you!\u003C/p>\n\u003Cp>Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>","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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Location: Preferred Locations: San Francisco, Austin, NYC OR Remote About the Role Cloudflare’s GTM organization is scaling rapidly, and its RevOps tech stack must scale with it. We are hiring a RevOps Technologist to shape future-state workflows and move our RevOps technology roadmap from strategy and prototype toward secure, scalable execution. This senior individual contributor will combine deep Sales and Revenue Operations expertise with the hands-on technical fluency to identify strategic solutions and simplified workflows. You'll report directly to the Director of RevTech Strategy & Operations, and be the senior counterpart to our business partners, IT, Procurement, Engineering, Security & Privacy, to ensure our systems are optimized, and governed. You will transform our rapidly scaling, today’s fragmented tech stack into a secure, orchestrated engine, across vendor platforms, internal tooling, and Cloudflare’s internal orchestration platform (Cloudflare OS). You will set the direction for Build/Buy/Blend opportunities, prototype AI- and automation-enabled capabilities, and partner with IT and Engineering to move validated solutions toward production. You will bring an end-to-end view across workflows, systems, data and integrations, to reduce complexity and elevate the seller experience while balancing technical feasibility with business value. We are looking for someone who doesn't just manage the existing RevOps stack, but actively reimagines a scalable, best-in-class stack with a stellar seller experience. If you thrive on challenging the status quo, hands-on building with cutting-edge technology, and turning bold GTM ideas into high-impact reality, we want to talk to you. What You’ll Do: Shape the Future of RevTech & GTM Systems Drive the AI-first RevOps technology roadmap across internal systems, Cloudflare OS, vendor platforms, and new build opportunities, to improve seller efficiency and effectiveness. Identify where the stack needs to scale, simplify, or modernize based on jobs-to-be-done, user needs, and workflow friction points. Connect technology decisions across the broader GTM ecosystem (workflows, systems, data, integrations, and dependencies) rather than optimizing individual tools in isolation. Apply AI, agents, automation, and emerging technologies to practical opportunities that reduce friction, and modernize GTM operations. Document current state-workflows, systems, dependencies and pain points to identify exactly where the stack needs to scale or simplify, and translate findings into clear future-state designs and recommendations. Design, Prototype & Automate Translate sales capabilities “jobs-to-be-done\", workflow context, and user needs into clear technology requirements and solution approaches balancing user experience, scalability, and technical feasibility. Architect solutions across the RevTech landscape that work cohesively with existing CRM, sales engagement, forecasting, data, and other seller technologies. Leverage Cloudflare OS, AI, agents, and automation to prototype and build secure solutions, validating where tech adds value vs. human judgement is required. Partner with IT and Engineering to move validated solutions toward production, aligning on the APIs, MCPs, integrations, and security. Drive Technology & Investment Strategy Advise on build, buy, blend, or retire decisions based on time-to-value, scalability, security, cost, and flexibility. Identify opportunities to reduce unnecessary SaaS dependency, utilizing Cloudflare OS or internal capabilities where appropriate. Bring a technical and strategic lens to technology investments, partnering with Procurement, Software Asset Management, IT, and business stakeholders to evaluate vendors and inform a ROI-backed roadmap investments. Own Governance & Systems Standards Define governance, intake models, and decision guardrails for RevTech and AI use cases. Participate in cross-functional AI initiatives to evaluate, prioritize, and scale AI-enabled seller workflows. Establish auditable RevTech change controls with clear governance based on risk and impact. Ensure vendors and internal builds comply with security, privacy, data, and AI standards. Strategic Partnership & Communications Build trusted relationships across GTM, tech teams, business partners and vendors as a trusted advisor on priorities, trade-offs, and future-state direction. Translate complex tech concepts and ROI assessments into clear, decision-ready executive recommendations and business impact analyses. Leverage external benchmarks (e.g., Gartner) and industry trends to inform tool strategy. Support the RevTech budget planning and stewardship in partnership with business partners, Finance and procurement. Skills, Knowledge & Experience 8+ years in Revenue Operations, GTM Systems, Sales Ops, Business Systems, or related roles within B2B SaaS organizations. Deep understanding of B2B seller workflows, sales processes, and the broader GTM technology ecosystem. Deep, hands-on experience across GTM technology ecosystem, including CRM, sales engagement, forecasting, revenue orchestration, enablement, data, and automation (e.g; Salesforce, Clari, Gong, Outreach, ZoomInfo, Highspot, LinkedIn Navigator, Clay etc.) Hands-on experience with AI, agents, and automation, with ability to rapidly prototype solutions, test assumptions, and solve business problems. Solid conceptual and practical understanding of how modern tools connect via APIs, data flows, and “headless” architecture (separating the custom UI a seller uses from the backend). 5+ years driving cross-functional technology initiatives, from discovery, vendor evaluation and solution design to secure implementation and adoption across the enterprise. Proven track record of evaluating technology options, identifying build/buy/blend opportunities, developing ROI-backed recommendations, and influencing senior stakeholders to drive enterprise alignment. Bachelor’s degree in business, IT, marketing, or a technical field is required (Master’s or advanced degree, or AI/data training, is a plus). Nice to Have Hands-on building with emerging AI agent frameworks, custom GPTs, or AI-driven workflow tools to enhance seller productivity. Background in consulting or solution architecture, with exposure to advisory frameworks (e.g; Gartner, Forrester). Certifications: Salesforce (Advanced Administrator, Sales Cloud, AI Associate) or any relevant AI, or business systems certifications. Familiarity with Cloudflare products, commercial negotiations, and tech marketplace dynamics. Experience standing up internal automation platforms or replacing SaaS tools with internal builds. Compensation Estimated compensation may be adjusted depending on work location and level of experience! San Francisco Bay Area (San Francisco, San Jose): Estimated Annual Salary of $145,000 - $230,000 Major Metro Hubs & Select Remote (Boston, Kirkland, NYC Metro, DC Metro, plus Remote CA, CT, MA, NJ, WA): Estimated Annual Salary of $132,000 - $182,000 Other Remote States (CO, IL, MD, MN, NV, NY, RI, VT): Estimated Annual Salary of $120,000 - $165,000 Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits 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: 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. 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.",1793054348000,145000,230000,{"jsonldValid":16,"jsonld":26},{"id":68,"applyToken":69,"slug":70,"title":71,"companyname":9,"companylogo":10,"companyTagline":11,"companyIndustry":12,"city":40,"country":40,"applicantCountries":72,"applicantStates":73,"remote":16,"employmentType":74,"department":60,"content_html":75,"content_text":76,"years":22,"createdAt":77,"updatedAtISO":24,"postedAtISO":25,"validThroughISO":26,"active":27,"hasSalary":16,"salaryMin":22,"salaryMax":22,"currency":30,"isPaid":16,"schema":78},"84ad3d5dda2f259368099d30572bd1a91f306e5826567ceb64ab2bb432d20f27","718900034ab1cb0da1ee3c01f2ca08967c7ff844ee827197c05abf0561330681","principal-gtm-automation-revops-at-cloudflare-feae3717b9","Principal, GTM Automation, RevOps.",[],[],[18],"\u003Ch3>About Us\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.\u003C/p>\u003Cp>\u003Cstrong>Available Locations: Austin, San Francisco \u003C/strong>\u003C/p>\n\u003Ch1>\u003Cstrong>Principal, GTM Automation, RevOps\u003C/strong>\u003C/h1>\n\u003Cp>\u003Cstrong>What We're Looking For:\u003C/strong>\u003C/p>\n\u003Cp>We're hiring a Principal for GTM Automation to document processes, build the AI agents and automation, and design improvements for our Revenue organization (Sales, Marketing, Customer Success, Partner, RevOps). This is a senior individual contributor role where you will build and maintain the automation needed to drive efficiency and reduce operational friction. \u003C/p>\n\u003Cp>\u003Cstrong> \u003C/strong>\u003C/p>\n\u003Cp>The hard part of this job is knowing where not to put an agent. You'll decide which parts of prospecting, account research, deal management, and renewals can be handed to AI systems, where a person has to stay involved, and how we confirm the output is right before a seller acts on it. You will work directly with Sales leadership, Revenue Operations, Enablement, and the data and engineering teams on tools that save sellers real time. Success is identified by creating systems that resolve mundane tasks and save people real time. We are looking for someone who has run agentic systems in production for a business team and can tell us what broke and what they changed.\u003C/p>\n\u003Cp>\u003Cstrong> \u003C/strong>\u003C/p>\n\u003Cp>\u003Cstrong>Location:\u003C/strong> Remote, Austin or San Francisco\u003C/p>\n\u003Cp>\u003Cstrong> \u003C/strong>\u003C/p>\n\u003Cp>\u003Cstrong>What You'll Get To Do In This Role:\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Design and build agentic workflows for repetitive revenue work such as account creation and enrichment, CRM updates, renewals, QBR prep, deal registration, account ownership, etc. Add RBAC, observability, error handling, etc. to make the systems as robust as possible.\u003C/li>\n\u003Cli>Decide where AI and automation fit in the go-to-market motion, and where human judgment is still required.\u003C/li>\n\u003Cli>Set the quality bar for agents in production: evals that run before every release, monitoring tied to pipeline and revenue, clear rules for sensitive data, and a tested rollback.\u003C/li>\n\u003Cli>Own the architecture that connects agents to Salesforce, the data warehouse, enrichment and intent sources, and call data, so the next workflow reuses what the last one built.\u003C/li>\n\u003Cli>Build the signal layer that feeds account prioritization, routing, and next-best-action. Product usage, intent, firmographic changes, and call transcripts all go in.\u003C/li>\n\u003Cli>Review code and designs from stakeholders (analysts, Revenue Operations partners, etc.). Where version control, tests, or code review are missing, help put them in place.\u003C/li>\n\u003Cli>Work with Sales, Marketing, and Customer Success leaders to find the work worth automating, and say no to the work that isn't. Measure adoption and business impact for everything that ships. Retire tools that the organization isn’t using.\u003C/li>\n\u003Cli>Track new models, agent frameworks, and vendor tools, and decide what's worth adopting.\u003C/li>\n\u003Cli>Document each system and who owns it, so it keeps running when you move on to the next one.\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong> \u003C/strong>\u003C/p>\n\u003Cp>\u003Cstrong>What We're Looking For In You:\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>10+ years in software engineering, data engineering, GTM automation, or revenue systems, with several years owning systems from design through production support at staff level or above.\u003C/li>\n\u003Cli>At least one LLM-powered workflow or agent that a business team relied on in production. Be ready to walk us through how it called tools, handled failures, and was evaluated.\u003C/li>\n\u003Cli>Strong Python or TypeScript, and strong SQL. You write tested code, and you can review AI-generated code well enough to catch what it gets wrong.\u003C/li>\n\u003Cli>Hands-on Salesforce experience with the data model, Flow, APIs, and permissions, and a clear sense of how CRM data goes bad when automation writes to it. Comfort working directly in BigQuery, Snowflake, or a similar warehouse.\u003C/li>\n\u003Cli>Experience integrating SaaS systems over REST APIs and webhooks, and tracing a failure back to its source.\u003C/li>\n\u003Cli>Working knowledge of enrichment and signal tools such as D&B, ZoomInfo, and HG Insights, and a view on what to do when two sources disagree.\u003C/li>\n\u003Cli>You can explain the same system to a sales VP in two sentences and to an engineer in a schema, and you can influence leaders on teams that don't report to you.\u003C/li>\n\u003C/ul>\n\u003Cul>\n\u003Cli>\n\u003Ch2>Compensation\u003C/h2>\n\u003Cp>Compensation may be adjusted depending on work location.\u003C/p>\n\n\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Equity\u003C/strong>\u003C/p>\n\u003Cp>This role is eligible to participate in Cloudflare’s equity plan.\u003C/p>\n\u003Cp>\u003Cstrong>Benefits\u003C/strong>\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>\u003Cstrong>Health & Welfare Benefits\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Medical/Rx Insurance\u003C/li>\n\u003Cli>Dental Insurance\u003C/li>\n\u003Cli>Vision Insurance\u003C/li>\n\u003Cli>Flexible Spending Accounts\u003C/li>\n\u003Cli>Commuter Spending Accounts\u003C/li>\n\u003Cli>Fertility & Family Forming Benefits\u003C/li>\n\u003Cli>On-demand mental health support and Employee Assistance Program\u003C/li>\n\u003Cli>Global Travel Medical Insurance\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Financial Benefits\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Short and Long Term Disability Insurance\u003C/li>\n\u003Cli>Life & Accident Insurance\u003C/li>\n\u003Cli>401(k) Retirement Savings Plan\u003C/li>\n\u003Cli>Employee Stock Participation Plan\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Time Off\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Flexible paid time off covering vacation and sick leave\u003C/li>\n\u003Cli>Leave programs, including parental, pregnancy health, medical, and bereavement leave\u003C/li>\n\u003C/ul>\n\u003Ch3>What Makes Cloudflare Special?\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>\u003Cstrong>Athenian Project\u003C/strong>: 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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>Sound like something you’d like to be a part of? We’d love to hear from you!\u003C/p>\n\u003Cp>Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>","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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations: Austin, San Francisco Principal, GTM Automation, RevOps What We're Looking For: We're hiring a Principal for GTM Automation to document processes, build the AI agents and automation, and design improvements for our Revenue organization (Sales, Marketing, Customer Success, Partner, RevOps). This is a senior individual contributor role where you will build and maintain the automation needed to drive efficiency and reduce operational friction. The hard part of this job is knowing where not to put an agent. You'll decide which parts of prospecting, account research, deal management, and renewals can be handed to AI systems, where a person has to stay involved, and how we confirm the output is right before a seller acts on it. You will work directly with Sales leadership, Revenue Operations, Enablement, and the data and engineering teams on tools that save sellers real time. Success is identified by creating systems that resolve mundane tasks and save people real time. We are looking for someone who has run agentic systems in production for a business team and can tell us what broke and what they changed. Location: Remote, Austin or San Francisco What You'll Get To Do In This Role: Design and build agentic workflows for repetitive revenue work such as account creation and enrichment, CRM updates, renewals, QBR prep, deal registration, account ownership, etc. Add RBAC, observability, error handling, etc. to make the systems as robust as possible. Decide where AI and automation fit in the go-to-market motion, and where human judgment is still required. Set the quality bar for agents in production: evals that run before every release, monitoring tied to pipeline and revenue, clear rules for sensitive data, and a tested rollback. Own the architecture that connects agents to Salesforce, the data warehouse, enrichment and intent sources, and call data, so the next workflow reuses what the last one built. Build the signal layer that feeds account prioritization, routing, and next-best-action. Product usage, intent, firmographic changes, and call transcripts all go in. Review code and designs from stakeholders (analysts, Revenue Operations partners, etc.). Where version control, tests, or code review are missing, help put them in place. Work with Sales, Marketing, and Customer Success leaders to find the work worth automating, and say no to the work that isn't. Measure adoption and business impact for everything that ships. Retire tools that the organization isn’t using. Track new models, agent frameworks, and vendor tools, and decide what's worth adopting. Document each system and who owns it, so it keeps running when you move on to the next one. What We're Looking For In You: 10+ years in software engineering, data engineering, GTM automation, or revenue systems, with several years owning systems from design through production support at staff level or above. At least one LLM-powered workflow or agent that a business team relied on in production. Be ready to walk us through how it called tools, handled failures, and was evaluated. Strong Python or TypeScript, and strong SQL. You write tested code, and you can review AI-generated code well enough to catch what it gets wrong. Hands-on Salesforce experience with the data model, Flow, APIs, and permissions, and a clear sense of how CRM data goes bad when automation writes to it. Comfort working directly in BigQuery, Snowflake, or a similar warehouse. Experience integrating SaaS systems over REST APIs and webhooks, and tracing a failure back to its source. Working knowledge of enrichment and signal tools such as D&B, ZoomInfo, and HG Insights, and a view on what to do when two sources disagree. You can explain the same system to a sales VP in two sentences and to an engineer in a schema, and you can influence leaders on teams that don't report to you. Compensation Compensation may be adjusted depending on work location. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits 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: 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. 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.",1792775820000,{"jsonldValid":16,"jsonld":26},{"id":80,"applyToken":81,"slug":82,"title":83,"companyname":9,"companylogo":10,"companyTagline":11,"companyIndustry":12,"city":40,"country":40,"applicantCountries":84,"applicantStates":85,"remote":16,"employmentType":86,"department":60,"content_html":87,"content_text":88,"years":22,"createdAt":89,"updatedAtISO":48,"postedAtISO":25,"validThroughISO":26,"active":27,"hasSalary":27,"salaryMin":90,"salaryMax":91,"currency":30,"isPaid":16,"schema":92},"2af22827e723d3c5fbf30d65a9f5c7ed1b77f3540fd4d533401fbbe690f0e2b1","4e3d6e113e8f255715e2349a2ad52dfd53f1928f8f9a205735c4048df899838b","program-lead-strategic-cdn-accounts-gtm-at-cloudflare-201f761d79","Program Lead Strategic CDN Accounts GTM",[],[],[18],"\u003Ch3>About Us\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.\u003C/p>\u003Ch3> \u003C/h3>\n\u003Ch3>\u003Cstrong>Program Lead, Strategic CDN Accounts GTM\u003C/strong>\u003C/h3>\n\u003Ch3> \u003C/h3>\n\u003Ch3>\u003Cstrong>Available Locations\u003C/strong>\u003C/h3>\n\u003Cul>\n\u003Cli>Austin, US\u003C/li>\n\u003Cli>New York, US\u003C/li>\n\u003Cli>San Francisco, US\u003C/li>\n\u003C/ul>\n\u003Ch3> \u003C/h3>\n\u003Ch3>\u003Cstrong>About the Role\u003C/strong>\u003C/h3>\n\u003Cp>Cloudflare is looking for a Program Lead, Strategic CDN Accounts to help shape and execute account strategies for high-priority customers in the content delivery and application performance market. This person will partner with account teams and leaders across Cloudflare to identify growth opportunities, coordinate executive engagement, and turn strategic account plans into measurable action.\u003C/p>\n\u003Cp>The Strategic CDN Accounts function brings together customer insight, market intelligence, product expertise, and cross-functional execution to deepen Cloudflare’s relationships with priority customers. The team helps account teams understand customer priorities, build differentiated points of view, align the right internal resources, and create momentum across complex, multi-stakeholder opportunities.\u003C/p>\n\u003Cp>We’re looking for someone with a strong background in strategic account planning, go-to-market strategy, business operations, revenue operations, consulting, or strategic programs. This is an ideal opportunity for someone who enjoys ambiguous, high-impact work; can move from insight to execution; and is comfortable aligning senior stakeholders without direct authority.\u003C/p>\n\u003Ch3> \u003C/h3>\n\u003Ch3>Responsibilities\u003C/h3>\n\u003Cul>\n\u003Cli>\u003Cstrong>Build strategic account plans:\u003C/strong> Partner with account teams and CDN leadership to develop and maintain clear, actionable plans for priority accounts. Map customer priorities, business initiatives, technical environments, stakeholders, decision processes, competitive dynamics, whitespace, risks, and next steps.\u003C/li>\n\u003Cli>\u003Cstrong>Identify and prioritize account opportunities:\u003C/strong> Use customer, industry, product, usage, and market intelligence to identify expansion opportunities and areas where Cloudflare can create differentiated value. Help teams prioritize accounts, buying centers, use cases, and actions based on potential impact and likelihood of progress.\u003C/li>\n\u003Cli>\u003Cstrong>Orchestrate account execution:\u003C/strong> Create the operating rhythm for strategic accounts, including account reviews, action plans, executive alignment, stakeholder mapping, opportunity tracking, decision logs, and follow-through. Keep account teams focused on the few actions most likely to advance the customer relationship or opportunity.\u003C/li>\n\u003Cli>\u003Cstrong>Develop customer-specific points of view:\u003C/strong> Translate customer business priorities and market developments into relevant Cloudflare narratives. Partner with Sales, Solutions Engineering, Product, Marketing, Customer Success, and technical teams to develop account-specific messaging, proof points, discovery guidance, executive conversation plans, and engagement strategies.\u003C/li>\n\u003Cli>\u003Cstrong>Coordinate executive and cross-functional engagement:\u003C/strong> Act as connective tissue across account teams and internal stakeholders. Align the right leaders and subject-matter experts around customer priorities, meeting objectives, sequencing, ownership, dependencies, and follow-up.\u003C/li>\n\u003Cli>\u003Cstrong>Bring competitive and market insight to account strategy:\u003C/strong> Synthesize customer feedback, industry trends, competitive intelligence, and incumbent-technology insights into practical recommendations. Help account teams anticipate objections, sharpen differentiation, and identify opportunities to change the customer’s view of its current approach.\u003C/li>\n\u003Cli>\u003Cstrong>Build repeatable strategic-account programs:\u003C/strong> Identify patterns across priority accounts and turn successful approaches into repeatable plays, planning tools, enablement, and operating mechanisms. Establish feedback loops and metrics to understand what is working and where the account motion should evolve.\u003C/li>\n\u003Cli>\u003Cstrong>Communicate with clarity:\u003C/strong> Prepare concise account reviews, leadership readouts, decision documents, executive briefings, stakeholder updates, and action trackers that make complex account situations easy to understand and act on.\u003C/li>\n\u003C/ul>\n\u003Ch3> \u003C/h3>\n\u003Ch3>Examples of Projects This Person May Own\u003C/h3>\n\u003Cul>\n\u003Cli>Build a multi-quarter strategic account plan for a priority CDN customer, including stakeholder mapping, whitespace analysis, customer priorities, competitive context, and an action plan.\u003C/li>\n\u003Cli>Establish a planning and review rhythm for a portfolio of strategic accounts, with clear owners, milestones, decisions, risks, and measures of progress.\u003C/li>\n\u003Cli>Partner with account teams to develop a customer-specific point of view and executive engagement plan around modernization, performance, reliability, security, or infrastructure priorities.\u003C/li>\n\u003Cli>Coordinate a cross-functional account strategy spanning Sales, Solutions Engineering, Product, Marketing, Customer Success, and executive stakeholders.\u003C/li>\n\u003Cli>Translate customer and competitive research into differentiated messaging, discovery questions, objection handling, proof points, and meeting preparation.\u003C/li>\n\u003Cli>Identify common patterns across priority accounts and create a repeatable account-based growth play or field enablement package.\u003C/li>\n\u003Cli>Prepare leadership for strategic customer meetings by clarifying objectives, stakeholder dynamics, value hypotheses, risks, and required follow-through.\u003C/li>\n\u003Cli>Track account-level progress and convert field feedback into recommendations for product, marketing, enablement, and GTM leadership.\u003C/li>\n\u003C/ul>\n\u003Ch3> \u003C/h3>\n\u003Ch3>Desirable Skills, Knowledge, and Experience\u003C/h3>\n\u003Cp>\u003Cem>At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply.\u003C/em>\u003C/p>\n\u003Cul>\n\u003Cli>6+ years of experience in strategic account planning, GTM strategy, business operations, revenue operations, strategic programs, consulting, product strategy, or a similar cross-functional role.\u003C/li>\n\u003Cli>Experience developing and executing account plans for complex enterprise customers or strategic opportunities.\u003C/li>\n\u003Cli>Experience turning customer, market, or competitive insight into commercial strategy and field execution.\u003C/li>\n\u003Cli>Experience driving complex initiatives across Sales, Product, Marketing, Enablement, Solutions Engineering, Customer Success, and executive stakeholders.\u003C/li>\n\u003Cli>Strong judgment and the ability to simplify ambiguous account situations into a practical plan.\u003C/li>\n\u003Cli>Excellent written and verbal communication skills, including the ability to create customer-specific narratives, executive readouts, account plans, operating plans, and field guidance.\u003C/li>\n\u003Cli>Strong program management skills, including ownership of timelines, workstreams, dependencies, risks, decisions, metrics, and follow-through.\u003C/li>\n\u003Cli>Business acumen and comfort using data to prioritize accounts, stakeholders, opportunities, investments, and tradeoffs.\u003C/li>\n\u003Cli>Experience with enterprise technology, networking, content delivery, application performance, cloud infrastructure, or related categories is helpful.\u003C/li>\n\u003Cli>Familiarity with account-based GTM, strategic selling, executive engagement, competitive analysis, or market segmentation is helpful.\u003C/li>\n\u003Cli>High ownership and a strong bias for action. You should be comfortable pushing work forward without perfect information and aligning teams without direct authority.\u003C/li>\n\u003Cli>Curiosity about how Internet infrastructure is built, bought, operated, and modernized.\u003C/li>\n\u003C/ul>\n\u003Ch3> \u003C/h3>\n\u003Ch3>What Success Looks Like\u003C/h3>\n\u003Cul>\n\u003Cli>Priority accounts have clear, current, evidence-based plans with defined customer outcomes, stakeholders, opportunities, actions, owners, and next steps.\u003C/li>\n\u003Cli>Account teams are aligned on where to focus, who to engage, what Cloudflare can uniquely offer, and how to advance each priority opportunity.\u003C/li>\n\u003Cli>Strategic customer meetings and executive engagements are well prepared, purposeful, and followed by clear action.\u003C/li>\n\u003Cli>Customer, market, and competitive insight reaches the teams making account, product, investment, and GTM decisions.\u003C/li>\n\u003Cli>Cross-functional partners understand their role in each strategic account and follow through on commitments.\u003C/li>\n\u003Cli>Common patterns across strategic accounts become repeatable plays, enablement, and operating rhythms.\u003C/li>\n\u003Cli>Leadership has a trusted partner who can turn account-level insight and priorities into coordinated execution and measurable progress.\u003C/li>\n\u003C/ul>\n\u003Ch3> \u003C/h3>\n\u003Ch3>Compensation\u003C/h3>\n\u003Cp>Compensation may be adjusted depending on work location.\u003C/p>\n\u003Cul>\n\u003Cli>\u003Cstrong>Bay Area-based hires:\u003C/strong> Estimated annual salary of $161,000 – $221,000.\u003C/li>\n\u003Cli>\u003Cstrong>NYC-based hires:\u003C/strong> Estimated annual salary of $153,000 – $210,000.\u003C/li>\n\u003C/ul>\n\u003Ch3>Equity\u003C/h3>\n\u003Cp>This role is eligible to participate in Cloudflare’s equity plan.\u003C/p>\n\u003Ch3>Benefits\u003C/h3>\n\u003Cp>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 more fun. The benefits described below apply to employees in the United States; benefits may vary for employees based outside the U.S.\u003C/p>\n\n\u003Ch3>Health & Welfare Benefits\u003C/h3>\n\u003Cul>\n\u003Cli>Medical/Rx insurance\u003C/li>\n\u003Cli>Dental insurance\u003C/li>\n\u003Cli>Vision insurance\u003C/li>\n\u003Cli>Flexible spending accounts\u003C/li>\n\u003Cli>Commuter spending accounts\u003C/li>\n\u003Cli>Fertility and family-forming benefits\u003C/li>\n\u003Cli>On-demand mental health support and Employee Assistance Program\u003C/li>\n\u003Cli>Global travel medical insurance\u003C/li>\n\u003C/ul>\n\n\u003Ch4>Financial Benefits\u003C/h4>\n\u003Cul>\n\u003Cli>Short- and long-term disability insurance\u003C/li>\n\u003Cli>Life and accident insurance\u003C/li>\n\u003Cli>401(k) retirement savings plan\u003C/li>\n\u003Cli>Employee Stock Participation Plan\u003C/li>\n\u003C/ul>\n\n\u003Ch4>Time Off\u003C/h4>\n\u003Cul>\n\u003Cli>Flexible paid time off covering vacation and sick leave\u003C/li>\n\u003Cli>Leave programs, including parental, pregnancy health, medical, and bereavement leave\u003C/li>\n\u003C/ul>\n\n\u003Ch3>What Makes Cloudflare Special?\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>\u003Cstrong>Athenian Project\u003C/strong>: 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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>Sound like something you’d like to be a part of? We’d love to hear from you!\u003C/p>\n\u003Cp>Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>","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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Program Lead, Strategic CDN Accounts GTM Available Locations Austin, US New York, US San Francisco, US About the Role Cloudflare is looking for a Program Lead, Strategic CDN Accounts to help shape and execute account strategies for high-priority customers in the content delivery and application performance market. This person will partner with account teams and leaders across Cloudflare to identify growth opportunities, coordinate executive engagement, and turn strategic account plans into measurable action. The Strategic CDN Accounts function brings together customer insight, market intelligence, product expertise, and cross-functional execution to deepen Cloudflare’s relationships with priority customers. The team helps account teams understand customer priorities, build differentiated points of view, align the right internal resources, and create momentum across complex, multi-stakeholder opportunities. We’re looking for someone with a strong background in strategic account planning, go-to-market strategy, business operations, revenue operations, consulting, or strategic programs. This is an ideal opportunity for someone who enjoys ambiguous, high-impact work; can move from insight to execution; and is comfortable aligning senior stakeholders without direct authority. Responsibilities Build strategic account plans: Partner with account teams and CDN leadership to develop and maintain clear, actionable plans for priority accounts. Map customer priorities, business initiatives, technical environments, stakeholders, decision processes, competitive dynamics, whitespace, risks, and next steps. Identify and prioritize account opportunities: Use customer, industry, product, usage, and market intelligence to identify expansion opportunities and areas where Cloudflare can create differentiated value. Help teams prioritize accounts, buying centers, use cases, and actions based on potential impact and likelihood of progress. Orchestrate account execution: Create the operating rhythm for strategic accounts, including account reviews, action plans, executive alignment, stakeholder mapping, opportunity tracking, decision logs, and follow-through. Keep account teams focused on the few actions most likely to advance the customer relationship or opportunity. Develop customer-specific points of view: Translate customer business priorities and market developments into relevant Cloudflare narratives. Partner with Sales, Solutions Engineering, Product, Marketing, Customer Success, and technical teams to develop account-specific messaging, proof points, discovery guidance, executive conversation plans, and engagement strategies. Coordinate executive and cross-functional engagement: Act as connective tissue across account teams and internal stakeholders. Align the right leaders and subject-matter experts around customer priorities, meeting objectives, sequencing, ownership, dependencies, and follow-up. Bring competitive and market insight to account strategy: Synthesize customer feedback, industry trends, competitive intelligence, and incumbent-technology insights into practical recommendations. Help account teams anticipate objections, sharpen differentiation, and identify opportunities to change the customer’s view of its current approach. Build repeatable strategic-account programs: Identify patterns across priority accounts and turn successful approaches into repeatable plays, planning tools, enablement, and operating mechanisms. Establish feedback loops and metrics to understand what is working and where the account motion should evolve. Communicate with clarity: Prepare concise account reviews, leadership readouts, decision documents, executive briefings, stakeholder updates, and action trackers that make complex account situations easy to understand and act on. Examples of Projects This Person May Own Build a multi-quarter strategic account plan for a priority CDN customer, including stakeholder mapping, whitespace analysis, customer priorities, competitive context, and an action plan. Establish a planning and review rhythm for a portfolio of strategic accounts, with clear owners, milestones, decisions, risks, and measures of progress. Partner with account teams to develop a customer-specific point of view and executive engagement plan around modernization, performance, reliability, security, or infrastructure priorities. Coordinate a cross-functional account strategy spanning Sales, Solutions Engineering, Product, Marketing, Customer Success, and executive stakeholders. Translate customer and competitive research into differentiated messaging, discovery questions, objection handling, proof points, and meeting preparation. Identify common patterns across priority accounts and create a repeatable account-based growth play or field enablement package. Prepare leadership for strategic customer meetings by clarifying objectives, stakeholder dynamics, value hypotheses, risks, and required follow-through. Track account-level progress and convert field feedback into recommendations for product, marketing, enablement, and GTM leadership. Desirable Skills, Knowledge, and Experience At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply. 6+ years of experience in strategic account planning, GTM strategy, business operations, revenue operations, strategic programs, consulting, product strategy, or a similar cross-functional role. Experience developing and executing account plans for complex enterprise customers or strategic opportunities. Experience turning customer, market, or competitive insight into commercial strategy and field execution. Experience driving complex initiatives across Sales, Product, Marketing, Enablement, Solutions Engineering, Customer Success, and executive stakeholders. Strong judgment and the ability to simplify ambiguous account situations into a practical plan. Excellent written and verbal communication skills, including the ability to create customer-specific narratives, executive readouts, account plans, operating plans, and field guidance. Strong program management skills, including ownership of timelines, workstreams, dependencies, risks, decisions, metrics, and follow-through. Business acumen and comfort using data to prioritize accounts, stakeholders, opportunities, investments, and tradeoffs. Experience with enterprise technology, networking, content delivery, application performance, cloud infrastructure, or related categories is helpful. Familiarity with account-based GTM, strategic selling, executive engagement, competitive analysis, or market segmentation is helpful. High ownership and a strong bias for action. You should be comfortable pushing work forward without perfect information and aligning teams without direct authority. Curiosity about how Internet infrastructure is built, bought, operated, and modernized. What Success Looks Like Priority accounts have clear, current, evidence-based plans with defined customer outcomes, stakeholders, opportunities, actions, owners, and next steps. Account teams are aligned on where to focus, who to engage, what Cloudflare can uniquely offer, and how to advance each priority opportunity. Strategic customer meetings and executive engagements are well prepared, purposeful, and followed by clear action. Customer, market, and competitive insight reaches the teams making account, product, investment, and GTM decisions. Cross-functional partners understand their role in each strategic account and follow through on commitments. Common patterns across strategic accounts become repeatable plays, enablement, and operating rhythms. Leadership has a trusted partner who can turn account-level insight and priorities into coordinated execution and measurable progress. Compensation Compensation may be adjusted depending on work location. Bay Area-based hires: Estimated annual salary of $161,000 – $221,000. NYC-based hires: Estimated annual salary of $153,000 – $210,000. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits 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 more fun. The benefits described below apply to employees in the United States; 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 and 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 and 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: 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. 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.",1792552772000,161000,221000,{"jsonldValid":16,"jsonld":26},{"id":94,"applyToken":95,"slug":96,"title":97,"companyname":9,"companylogo":10,"companyTagline":11,"companyIndustry":12,"city":13,"country":13,"applicantCountries":98,"applicantStates":99,"remote":16,"employmentType":100,"department":19,"content_html":101,"content_text":102,"years":22,"createdAt":103,"updatedAtISO":24,"postedAtISO":25,"validThroughISO":26,"active":27,"hasSalary":27,"salaryMin":90,"salaryMax":91,"currency":30,"isPaid":16,"schema":104},"f95b21bb08b739ba883e2089cc2c2154b1c03eab7170c1ada68ee09ca8c71771","a5f5d205e302fda20bba2e9e62896f02360fa6bd8063b117e5bd6bbf2f882c72","developer-gtm-strategy-manager-technical-programs-at-cloudflare-ee6160d41e","Developer GTM Strategy Manager, Technical Programs",[],[],[18],"\u003Ch3>About Us\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.\u003C/p>\u003Ch2>Available Locations\u003C/h2>\n\u003Cul>\n\u003Cli>Austin, US\u003C/li>\n\u003Cli>New York, US\u003C/li>\n\u003Cli>San Francisco, US\u003C/li>\n\u003C/ul>\n\u003Ch2>About the Role\u003C/h2>\n\u003Cp>Cloudflare is looking for a Strategy Manager to join the Developer GTM Strategy & Incubation team, focused on Technical Programs. This person will help Solutions Architects, Forward Deployed Engineers, Professional Services, and Developer GTM leadership identify the right customer opportunities, organize technical GTM work, and turn high-value customer engagement into repeatable programs and operating rhythms.\u003C/p>\n\u003Cp>The Developer GTM Strategy & Incubation function exists to evolve the way the Developer GTM team works, designing systems, processes, and GTM motions that accelerate consumption at Cloudflare. This role is focused on the technical side of that motion: where we should spend time, how we coordinate technical resources, how we run customer-facing programs, and how we measure whether technical work is driving the right business outcomes.\u003C/p>\n\u003Cp>The right person is a high-agency operator with strong technical fluency. They do not need to be a Solutions Architect, but they should be comfortable working with technical products, customer architectures, implementation workflows, developer platforms, and customer-facing technical teams.\u003C/p>\n\u003Ch2>Responsibilities\u003C/h2>\n\u003Cul>\n\u003Cli>\u003Cstrong>Build and scale technical programs: \u003C/strong>Design proactive programs for Solutions Architects, Forward Deployed Engineers, and related technical GTM teams. Turn ad hoc motions into repeatable playbooks, operating rhythms, and ownership models where it makes sense.\u003C/li>\n\u003Cli>\u003Cstrong>Coordinate strategic customer engagement:\u003C/strong> Project manage high-priority customer initiatives that require technical GTM support. Clarify goals, stakeholders, timelines, resourcing, risks, success criteria, and follow-up.\u003C/li>\n\u003Cli>\u003Cstrong>Plan and scale technical onsite visits:\u003C/strong> Build the planning model for strategic customer onsites, including intake, agenda design, staffing, prep, execution, post-onsite follow-up, and measurement.\u003C/li>\n\u003Cli>\u003Cstrong>Improve prioritization and visibility:\u003C/strong> Own a clear view of active technical engagements, upcoming opportunities, blockers, outcomes, and resourcing needs. Partner with Revenue Engineering, Data, Sales Strategy, and technical leaders on account propensity, engagement tracking, dashboards, and operating reviews.\u003C/li>\n\u003Cli>\u003Cstrong>Support Professional Services packaging and commercialization: \u003C/strong>Partner with Professional Services, Finance, Product, Sales Strategy, and GTM leaders on pricing, packaging, business cases, rollout plans, and feedback loops for technical services offerings.\u003C/li>\n\u003Cli>\u003Cstrong>Incubate and launch new technical programs:\u003C/strong> Lead high-priority projects across Developer GTM, support team planning and process improvements, turn technical activity into clear business narratives, and incubate new motions until they are measurable and ready for durable ownership.\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>Examples of projects this person may own\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Build a proactive SA/FDE engagement program for a priority customer segment or product motion.\u003C/li>\n\u003Cli>Partner on an account propensity model that helps determine SA/FDE prioritization, resourcing, and account coverage.\u003C/li>\n\u003Cli>Stand up a technical engagement tracker for active customer work, resourcing, blockers, and outcomes.\u003C/li>\n\u003Cli>Design the planning and follow-up model for technical onsite visits with strategic customers.\u003C/li>\n\u003Cli>Partner with Professional Services to package a repeatable services motion and build the business case for rollout.\u003C/li>\n\u003C/ul>\n\u003Cp>\u003Cstrong>What Success Looks Like\u003C/strong>\u003C/p>\n\u003Cul>\n\u003Cli>Solutions Architects and FDEs have a clearer operating model for proactive programs and strategic customer engagements.\u003C/li>\n\u003Cli>Leadership has a reliable view of technical revenue pipeline, engagement health, account propensity, and investment ROI.\u003C/li>\n\u003Cli>Strategic customer initiatives and technical onsite visits move faster because goals, staffing, owners, success criteria, and follow-up are clear.\u003C/li>\n\u003Cli>Professional Services offerings are easier to understand, price, package, and align to Cloudflare's broader consumption-led strategy.\u003C/li>\n\u003Cli>New technical GTM motions move from ambiguous ideas to measurable programs with durable owners.\u003C/li>\n\u003C/ul>\n\u003Ch2>Desirable Skills, Knowledge, and Experience\u003C/h2>\n\u003Cp>\u003Cem>At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every single box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply.\u003C/em>\u003C/p>\n\u003Cul>\n\u003Cli>6+ years of experience in GTM strategy, business operations, revenue operations, technical program management, solutions strategy, consulting, or a similar cross-functional execution role.\u003C/li>\n\u003Cli>Experience working with technical customer-facing teams such as Solutions Architects, Sales Engineers, Forward Deployed Engineers, Professional Services, Customer Engineering, Developer Relations, or Product.\u003C/li>\n\u003Cli>Strong technical fluency, including the ability to understand customer architecture discussions, implementation tradeoffs, developer platform concepts, and the operating needs of technical GTM teams.\u003C/li>\n\u003Cli>Strong program management ability, including managing complex work streams, driving accountability without direct authority, and keeping teams aligned under pressure.\u003C/li>\n\u003Cli>Strong sense of ownership; someone who takes initiative, works independently, and manages time effectively.\u003C/li>\n\u003Cli>Excellent cross-functional communication skills and the ability to influence and align stakeholders at all levels.\u003C/li>\n\u003Cli>Highly customer-centric, with natural curiosity about technical products and a strategic mindset for solving complex problems.\u003C/li>\n\u003Cli>Comfortable working under pressure and adjusting priorities to meet deadlines in a fast-moving environment.\u003C/li>\n\u003Cli>Strong analytical skills, including comfort using spreadsheets, CRM data, and business dashboards to prioritize work and inform decisions.\u003C/li>\n\u003Cli>Prior experience with Salesforce CRM, Tableau, BigQuery, or BoostUp is a plus.\u003C/li>\n\u003Cli>Background in SaaS or Product-Led Growth (PLG) is a strong plus.\u003C/li>\n\u003Cli> \u003C/li>\n\u003C/ul>\n\u003Ch2>Compensation\u003C/h2>\n\u003Cp>Compensation may be adjusted depending on work location.\u003C/p>\n\u003Cul>\n\u003Cli>For Bay Area based hires: Estimated annual salary of $161,000 - $221,000\u003C/li>\n\u003Cli>For NYC based hires: Estimated annual salary of $153,000 - $210,000\u003C/li>\n\u003C/ul>\n\u003Ch3>Equity\u003C/h3>\n\u003Cp>This role is eligible to participate in Cloudflare’s equity plan.\u003C/p>\n\u003Ch3>Benefits\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Ch3>Health & Welfare Benefits\u003C/h3>\n\u003Cul>\n\u003Cli>Medical/Rx Insurance\u003C/li>\n\u003Cli>Dental Insurance\u003C/li>\n\u003Cli>Vision Insurance\u003C/li>\n\u003Cli>Flexible Spending Accounts\u003C/li>\n\u003Cli>Commuter Spending Accounts\u003C/li>\n\u003Cli>Fertility & Family Forming Benefits\u003C/li>\n\u003Cli>On-demand mental health support and Employee Assistance Program\u003C/li>\n\u003Cli>Global Travel Medical Insurance\u003C/li>\n\u003C/ul>\n\u003Ch3>Financial Benefits\u003C/h3>\n\u003Cul>\n\u003Cli>Short and Long Term Disability Insurance\u003C/li>\n\u003Cli>Life & Accident Insurance\u003C/li>\n\u003Cli>401(k) Retirement Savings Plan\u003C/li>\n\u003Cli>Employee Stock Participation Plan\u003C/li>\n\u003C/ul>\n\u003Ch3>Time Off\u003C/h3>\n\u003Cul>\n\u003Cli>Flexible paid time off covering vacation and sick leave\u003C/li>\n\u003Cli>Leave programs, including parental, pregnancy health, medical, and bereavement leave\u003C/li>\n\u003C/ul>\u003Ch3>What Makes Cloudflare Special?\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>\u003Cstrong>Athenian Project\u003C/strong>: 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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>Sound like something you’d like to be a part of? We’d love to hear from you!\u003C/p>\n\u003Cp>Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>","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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations Austin, US New York, US San Francisco, US About the Role Cloudflare is looking for a Strategy Manager to join the Developer GTM Strategy & Incubation team, focused on Technical Programs. This person will help Solutions Architects, Forward Deployed Engineers, Professional Services, and Developer GTM leadership identify the right customer opportunities, organize technical GTM work, and turn high-value customer engagement into repeatable programs and operating rhythms. The Developer GTM Strategy & Incubation function exists to evolve the way the Developer GTM team works, designing systems, processes, and GTM motions that accelerate consumption at Cloudflare. This role is focused on the technical side of that motion: where we should spend time, how we coordinate technical resources, how we run customer-facing programs, and how we measure whether technical work is driving the right business outcomes. The right person is a high-agency operator with strong technical fluency. They do not need to be a Solutions Architect, but they should be comfortable working with technical products, customer architectures, implementation workflows, developer platforms, and customer-facing technical teams. Responsibilities Build and scale technical programs: Design proactive programs for Solutions Architects, Forward Deployed Engineers, and related technical GTM teams. Turn ad hoc motions into repeatable playbooks, operating rhythms, and ownership models where it makes sense. Coordinate strategic customer engagement: Project manage high-priority customer initiatives that require technical GTM support. Clarify goals, stakeholders, timelines, resourcing, risks, success criteria, and follow-up. Plan and scale technical onsite visits: Build the planning model for strategic customer onsites, including intake, agenda design, staffing, prep, execution, post-onsite follow-up, and measurement. Improve prioritization and visibility: Own a clear view of active technical engagements, upcoming opportunities, blockers, outcomes, and resourcing needs. Partner with Revenue Engineering, Data, Sales Strategy, and technical leaders on account propensity, engagement tracking, dashboards, and operating reviews. Support Professional Services packaging and commercialization: Partner with Professional Services, Finance, Product, Sales Strategy, and GTM leaders on pricing, packaging, business cases, rollout plans, and feedback loops for technical services offerings. Incubate and launch new technical programs: Lead high-priority projects across Developer GTM, support team planning and process improvements, turn technical activity into clear business narratives, and incubate new motions until they are measurable and ready for durable ownership. Examples of projects this person may own Build a proactive SA/FDE engagement program for a priority customer segment or product motion. Partner on an account propensity model that helps determine SA/FDE prioritization, resourcing, and account coverage. Stand up a technical engagement tracker for active customer work, resourcing, blockers, and outcomes. Design the planning and follow-up model for technical onsite visits with strategic customers. Partner with Professional Services to package a repeatable services motion and build the business case for rollout. What Success Looks Like Solutions Architects and FDEs have a clearer operating model for proactive programs and strategic customer engagements. Leadership has a reliable view of technical revenue pipeline, engagement health, account propensity, and investment ROI. Strategic customer initiatives and technical onsite visits move faster because goals, staffing, owners, success criteria, and follow-up are clear. Professional Services offerings are easier to understand, price, package, and align to Cloudflare's broader consumption-led strategy. New technical GTM motions move from ambiguous ideas to measurable programs with durable owners. Desirable Skills, Knowledge, and Experience At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every single box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply. 6+ years of experience in GTM strategy, business operations, revenue operations, technical program management, solutions strategy, consulting, or a similar cross-functional execution role. Experience working with technical customer-facing teams such as Solutions Architects, Sales Engineers, Forward Deployed Engineers, Professional Services, Customer Engineering, Developer Relations, or Product. Strong technical fluency, including the ability to understand customer architecture discussions, implementation tradeoffs, developer platform concepts, and the operating needs of technical GTM teams. Strong program management ability, including managing complex work streams, driving accountability without direct authority, and keeping teams aligned under pressure. Strong sense of ownership; someone who takes initiative, works independently, and manages time effectively. Excellent cross-functional communication skills and the ability to influence and align stakeholders at all levels. Highly customer-centric, with natural curiosity about technical products and a strategic mindset for solving complex problems. Comfortable working under pressure and adjusting priorities to meet deadlines in a fast-moving environment. Strong analytical skills, including comfort using spreadsheets, CRM data, and business dashboards to prioritize work and inform decisions. Prior experience with Salesforce CRM, Tableau, BigQuery, or BoostUp is a plus. Background in SaaS or Product-Led Growth (PLG) is a strong plus. Compensation Compensation may be adjusted depending on work location. For Bay Area based hires: Estimated annual salary of $161,000 - $221,000 For NYC based hires: Estimated annual salary of $153,000 - $210,000 Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits 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: 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. 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.",1790034224000,{"jsonldValid":16,"jsonld":26},{"id":106,"applyToken":107,"slug":108,"title":109,"companyname":9,"companylogo":10,"companyTagline":11,"companyIndustry":12,"city":13,"country":13,"applicantCountries":110,"applicantStates":111,"remote":16,"employmentType":112,"department":113,"content_html":114,"content_text":115,"years":22,"createdAt":116,"updatedAtISO":117,"postedAtISO":25,"validThroughISO":26,"active":27,"hasSalary":27,"salaryMin":91,"salaryMax":118,"currency":30,"isPaid":16,"schema":119},"ec61b61459d715d54099287cf059982275dfc741db04a740e01d27ecc55dfa6e","c22a18f4ecdde74551e817676f8cbd6cb0d8f7e49982cea4912d554c4add1e36","head-of-gtm-ai-inference-at-cloudflare-975386aac4","Head of GTM, AI Inference",[],[],[18],"Data","\u003Ch3>About Us\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.\u003C/p>\u003Ch2>Available Locations\u003C/h2>\n\u003Cul>\n\u003Cli>New York, US\u003C/li>\n\u003Cli>San Francisco, US\u003C/li>\n\u003C/ul>\n\u003Ch2>About the Role\u003C/h2>\n\u003Cp>Cloudflare is building one of the most differentiated AI inference platforms in the market. We aren’t building another commoditized GPU-by-the-hour provider, but a globally distributed, serverless inference platform integrated into the world's largest developer ecosystem. We are looking for a leader to partner across our organization and own the go-to-market strategy for this business.\u003C/p>\n\u003Cp>As Head of GTM, AI Inference, you will serve as key connective tissue between our cutting-edge AI infrastructure, our product teams, and the global market. You will work directly with Workers AI prospects evaluating Cloudflare as a source of GPU capacity, partner with product leadership to shape how we position and package our inference capabilities, and build the analytical frameworks that help us target the right strategic customers and partners.\u003C/p>\n\u003Cp>In this role, you will help craft our operational playbook, test it against real market signals, and iterate as the landscape shifts. You will bring equal comfort building financial models for inference unit economics and engaging in strategic, consultative conversations with technical leaders and CTOs.\u003C/p>\n\u003Ch2>Responsibilities\u003C/h2>\n\u003Ch3>Market Strategy & Positioning\u003C/h3>\n\u003Cul>\n\u003Cli>\n\u003Cp>Lead Cloudflare's GTM strategy for AI inference, defining how we compete beyond the commoditized GPU/hour model.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Develop and continuously refine our positioning around Cloudflare's structural advantages: serverless GPU pricing, edge-distributed infrastructure, and integration with the broader developer platform (Workers, R2, D1, Agents SDK).\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Identify and evaluate customer and partner segments where Cloudflare's inference model creates disproportionate value, prioritizing focus areas for maximum impact.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Guide promotional strategies with key model partners to accelerate the adoption of new models and inference capacity.\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Ch3>Strategic Sales & Revenue\u003C/h3>\n\u003Cul>\n\u003Cli>\n\u003Cp>Partner directly with Workers AI prospects and high-value accounts evaluating Cloudflare for GPU capacity and inference workloads.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Lead strategic sales conversations, helping prospects understand the architectural and economic advantages of our approach.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Collaborate with Sales and Developer GTM leadership to build repeatable qualification frameworks and deal structures for inference revenue.\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Ch3>Market Intelligence & Cross-Functional Leadership\u003C/h3>\n\u003Cul>\n\u003Cli>\n\u003Cp>Serve as Cloudflare's primary listener and synthesizer for inference market signals: pricing shifts, competitive moves, model ecosystem changes, and emerging workload patterns.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Facilitate internal alignment across Product, Strategy, Engineering, and GTM leadership to translate market intelligence into clear product and commercial decisions.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Partner with the AI Gateway / Models Marketplace team to align strategy across both the hosting and consumption sides of the model ecosystem—ensuring our GTM motion is coherent across all channels.\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Ch3>Analytics & Business Rigor\u003C/h3>\n\u003Cul>\n\u003Cli>\n\u003Cp>Build the analytical foundations for the inference business: unit economics models, customer segmentation frameworks, win/loss analysis, and pipeline forecasting.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Define and track meaningful business metrics for an inference platform at our stage—focusing on sustainable growth, product-market fit, and revenue quality.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Utilize data-informed insights to guide strategy, test hypotheses, and adapt approach as market dynamics evolve.\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Ch2>Desirable Skills, Knowledge, and Experience\u003C/h2>\n\u003Cp>At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every single box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply.\u003C/p>\n\u003Cul>\n\u003Cli>\n\u003Cp>\u003Cstrong>GTM & Domain Experience:\u003C/strong> Demonstrated leadership in GTM strategy, revenue growth, or strategic sales within AI infrastructure, cloud compute, or developer platforms.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>\u003Cstrong>AI Ecosystem Knowledge:\u003C/strong> Solid understanding of the AI inference landscape, including model serving economics, GPU capacity dynamics, and ecosystem players.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>\u003Cstrong>Analytical Aptitude:\u003C/strong> Ability to build financial models, analyze complex datasets, and translate quantitative insights into actionable strategy.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>\u003Cstrong>Strategic Communication:\u003C/strong> Strong written and verbal communication skills, with experience presenting insights to executive leadership, technical decision-makers, and prospective partners.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>\u003Cstrong>Adaptability:\u003C/strong> Comfort navigating fast-evolving markets, making informed decisions with imperfect data, and adjusting strategies as dynamics shift.\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Ch2>Bonus Points\u003C/h2>\n\u003Cul>\n\u003Cli>\n\u003Cp>Experience at an AI infrastructure company (inference provider, model marketplace, GPU cloud) or background as a technical co-founder.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Familiarity with Cloudflare's developer platform, network architecture, and edge ecosystem.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>A background combining financial/quantitative analysis with hands-on GTM execution.\u003C/p>\n\u003C/li>\n\u003Cli>\n\u003Cp>Direct experience building collaborative frameworks across product and go-to-market teams.\u003C/p>\n\u003C/li>\n\u003C/ul>\n\u003Ch2>Compensation\u003C/h2>\n\u003Cp>Compensation may be adjusted depending on work location.\u003C/p>\n\u003Cul>\n\u003Cli>For SF based hires: Estimated annual salary of $221,000 - $304,000\u003C/li>\n\u003Cli>For NY based hires: Estimated annual salary of $211,000 - $290,000\u003C/li>\n\u003C/ul>\n\u003Ch3>Equity\u003C/h3>\n\u003Cp>This role is eligible to participate in Cloudflare’s equity plan.\u003C/p>\n\u003Ch3>Benefits\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Ch3>Health & Welfare Benefits\u003C/h3>\n\u003Cul>\n\u003Cli>Medical/Rx Insurance\u003C/li>\n\u003Cli>Dental Insurance\u003C/li>\n\u003Cli>Vision Insurance\u003C/li>\n\u003Cli>Flexible Spending Accounts\u003C/li>\n\u003Cli>Commuter Spending Accounts\u003C/li>\n\u003Cli>Fertility & Family Forming Benefits\u003C/li>\n\u003Cli>On-demand mental health support and Employee Assistance Program\u003C/li>\n\u003Cli>Global Travel Medical Insurance\u003C/li>\n\u003C/ul>\n\u003Ch3>Financial Benefits\u003C/h3>\n\u003Cul>\n\u003Cli>Short and Long Term Disability Insurance\u003C/li>\n\u003Cli>Life & Accident Insurance\u003C/li>\n\u003Cli>401(k) Retirement Savings Plan\u003C/li>\n\u003Cli>Employee Stock Participation Plan\u003C/li>\n\u003C/ul>\n\u003Ch3>Time Off\u003C/h3>\n\u003Cul>\n\u003Cli>Flexible paid time off covering vacation and sick leave\u003C/li>\n\u003Cli>Leave programs, including parental, pregnancy health, medical, and bereavement leave\u003C/li>\n\u003C/ul>\u003Ch3>What Makes Cloudflare Special?\u003C/h3>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>\u003Cstrong>Athenian Project\u003C/strong>: 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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>Sound like something you’d like to be a part of? We’d love to hear from you!\u003C/p>\n\u003Cp>Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>\n\u003Cp>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.\u003C/p>","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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a \"normalized\" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations New York, US San Francisco, US About the Role Cloudflare is building one of the most differentiated AI inference platforms in the market. We aren’t building another commoditized GPU-by-the-hour provider, but a globally distributed, serverless inference platform integrated into the world's largest developer ecosystem. We are looking for a leader to partner across our organization and own the go-to-market strategy for this business. As Head of GTM, AI Inference, you will serve as key connective tissue between our cutting-edge AI infrastructure, our product teams, and the global market. You will work directly with Workers AI prospects evaluating Cloudflare as a source of GPU capacity, partner with product leadership to shape how we position and package our inference capabilities, and build the analytical frameworks that help us target the right strategic customers and partners. In this role, you will help craft our operational playbook, test it against real market signals, and iterate as the landscape shifts. You will bring equal comfort building financial models for inference unit economics and engaging in strategic, consultative conversations with technical leaders and CTOs. Responsibilities Market Strategy & Positioning Lead Cloudflare's GTM strategy for AI inference, defining how we compete beyond the commoditized GPU/hour model. Develop and continuously refine our positioning around Cloudflare's structural advantages: serverless GPU pricing, edge-distributed infrastructure, and integration with the broader developer platform (Workers, R2, D1, Agents SDK). Identify and evaluate customer and partner segments where Cloudflare's inference model creates disproportionate value, prioritizing focus areas for maximum impact. Guide promotional strategies with key model partners to accelerate the adoption of new models and inference capacity. Strategic Sales & Revenue Partner directly with Workers AI prospects and high-value accounts evaluating Cloudflare for GPU capacity and inference workloads. Lead strategic sales conversations, helping prospects understand the architectural and economic advantages of our approach. Collaborate with Sales and Developer GTM leadership to build repeatable qualification frameworks and deal structures for inference revenue. Market Intelligence & Cross-Functional Leadership Serve as Cloudflare's primary listener and synthesizer for inference market signals: pricing shifts, competitive moves, model ecosystem changes, and emerging workload patterns. Facilitate internal alignment across Product, Strategy, Engineering, and GTM leadership to translate market intelligence into clear product and commercial decisions. Partner with the AI Gateway / Models Marketplace team to align strategy across both the hosting and consumption sides of the model ecosystem—ensuring our GTM motion is coherent across all channels. Analytics & Business Rigor Build the analytical foundations for the inference business: unit economics models, customer segmentation frameworks, win/loss analysis, and pipeline forecasting. Define and track meaningful business metrics for an inference platform at our stage—focusing on sustainable growth, product-market fit, and revenue quality. Utilize data-informed insights to guide strategy, test hypotheses, and adapt approach as market dynamics evolve. Desirable Skills, Knowledge, and Experience At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every single box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply. GTM & Domain Experience: Demonstrated leadership in GTM strategy, revenue growth, or strategic sales within AI infrastructure, cloud compute, or developer platforms. AI Ecosystem Knowledge: Solid understanding of the AI inference landscape, including model serving economics, GPU capacity dynamics, and ecosystem players. Analytical Aptitude: Ability to build financial models, analyze complex datasets, and translate quantitative insights into actionable strategy. Strategic Communication: Strong written and verbal communication skills, with experience presenting insights to executive leadership, technical decision-makers, and prospective partners. Adaptability: Comfort navigating fast-evolving markets, making informed decisions with imperfect data, and adjusting strategies as dynamics shift. Bonus Points Experience at an AI infrastructure company (inference provider, model marketplace, GPU cloud) or background as a technical co-founder. Familiarity with Cloudflare's developer platform, network architecture, and edge ecosystem. A background combining financial/quantitative analysis with hands-on GTM execution. Direct experience building collaborative frameworks across product and go-to-market teams. Compensation Compensation may be adjusted depending on work location. For SF based hires: Estimated annual salary of $221,000 - $304,000 For NY based hires: Estimated annual salary of $211,000 - $290,000 Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits 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: 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. 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.",1788837644000,"2026-11-10 06:23:15",304000,{"jsonldValid":16,"jsonld":26},1794566475042]