Head of GTM, AI Inference

Cloudflare

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 THE ROLE The Pre-Sales Solution Engineering organization owns the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers. Solutions Engineering is made up of individuals from a wide range of backgrounds - from Financial Consulting to Product Management, Customer Support to Software Engineering, and we are serious about building a diverse, experienced and curious team. RESPONSIBILITIES * Strategic accounts require dedicated focus to scale with Cloudflare. Client Directors manage commercial relationships, negotiations, and quota attainment alongside solution engineers whose main focus is presales. This role extends both their capacity by becoming a trusted advisor dedicated to 1 or tops 5 accounts and taking a consultative approach to understanding the entire customer environment and driving transformation and adoption by coordinating cross-functional resources; this is not a hands on keyboard role but can drive those engagements as needed. PLATFORM FOCUS AREAS Helps accelerate adoption across three platform areas with equal priority: APP MODERNIZATION * Scope: Migration from legacy application architectures to Cloudflare's edge platform. Includes moving workloads from on-premise or hyperscaler compute to Workers, consolidating storage on R2, and modernizing data layers with D1 and Durable Objects, all while considering security posture. * Stakeholders: VP Engineering, Platform Architects, Infrastructure leads, CISO DEVELOPER * Scope: Adoption of Cloudflare's developer platform for new application development. Workers, Workers KV, Pages, Queues, Durable Objects, R2, D1. Positioning Cloudflare as the compute and storage layer for net-new projects. * Stakeholders: VP Engineering, Developer Experience leads, Platform teams AI * Scope: Adoption of Cloudflare's AI infrastructure for inference and orchestration. Workers AI, Vectorize, AI Gateway. Positioning Cloudflare as the AI inference layer at the edge. * Stakeholders: CTO, Head of AI/ML, Data Platform leads CORE ACCOUNTABILITIES Accountability Description Platform Adoption Road Mapping Develop account-specific adoption plans across App Modernization, Developer, and AI. Map customer workloads to Cloudflare capabilities. Define sequencing and milestones. Cross-Functional Coordination Coordinate SE, CS, and Product resources against adoption milestones. Run account team operating rhythm. Ensure internal alignment on customer priorities. Technical Executive Relationships Build relationships with CTOs, VPs of Engineering, and Platform Architects. Engage technical decision-makers on platform strategy. CD retains procurement and CFO relationships. Expansion Development Identify and qualify platform expansion opportunities. Hand off to CD when commercial-ready. This individual builds the case; CD closes the deal. Voice of Customer to Product Bring strategic customer requirements into Product roadmap discussions. Provide quarterly briefings on adoption patterns, blockers, and feature needs. PLATFORM ADOPTION * Products per account: Number of Cloudflare products in production per strategic account * Developer platform adoption: Strategic accounts with Workers, R2, or D1 in production * AI adoption: Strategic accounts with Workers AI or AI Gateway in production REVENUE INFLUENCE * Expansion pipeline: Dollar value of platform expansion opportunities developed and handed to CD * Net Revenue Retention: NRR on strategic account portfolio (shared metric with CD) PRODUCT FEEDBACK * Requirements submitted: Strategic customer requirements brought to Product quarterly * Adoption blockers resolved: Product or engineering issues addressed that were blocking adoption CUSTOMER-FACING POSITIONING * To customer executives, this role helps them realize value from Cloudflare's entire platform: * An expert and trusted advisor; peer to their architects and technical leads * Focused on Platform adoption and business outcomes, not transactions * Turns platform capabilities into production workloads and business value THE PROFILE * Architectural Command: 10+ years of experience in Solution Engineering Leadership, Product Management, Consulting, or Technical Strategy within a global SaaS or infrastructure environment. * Executive Presence: Exceptional communication skills with the ability to influence C-level executives and internal product leads simultaneously. * Relentless Curiosity: A natural obsession with "How it works" and "How it could be better." You are driven to discover the architectural truth behind every customer challenge. * Bias for Action: You don't just identify problems; you build the "Formation" to solve them. You are comfortable in high-pressure, ambiguous environments. DESIRABLE SKILLS, KNOWLEDGE, AND EXPERIENCE * 7+ years of deployment experience in similar role or experience in a technical leadership role * Previous experience as a solution engineer leader, consultant or technical marketing engineer building, architecting or deploying security solutions * Good understanding of AI, security challenges and its applicability to today’s enterprise landscape * Proven track record using AI to help drive revenue. * Strong knowledge of Security Architecture, Design and Operations * Working knowledge of the broader threat landscape and the ability to distill technology trends, and explain complex behaviors in simple terms * Proven experience working with customers and partners in successful design and deployment of solutions * Ability to juggle and successfully drive projects with customers, prospects, and partners. * Experience with cloud computing solutions implementations including Microsoft 365, Azure, Google, AWS. COMPENSATION This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the 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.

Zscaler

About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. The Zscaler Sales and Go-to-Market team is a global group of professionals who are passionate about delighting our customers, nurturing trusted partnerships, and sharing their expertise to drive a secure, cloud-enabled digital future and further cement our position as the world leader in cloud security. Sales, Customer Success, Sales Enablement, Solution Architects, Business Development, Transformation, and Technology Partnerships all work together to demonstrate the power and agility of Zscaler cloud transformation to the world.   We're looking for an experienced Head of Business Value Consulting, Japan to join our Business Value Consulting team. Reporting to the Senior Director of Business Value Consulting, APAC you will be responsible for: * Supporting account teams as a specialist in consultative value modeling and analysis * Engaging with clients directly to drive value discovery discussions and create tailored outputs for TCO/ROI analysis * Developing and presenting financial models that clearly articulate the quantifiable value of Zscaler solutions * Collaborating with Product Management and Marketing to provide relevant customer insights and feedback * Participating in value workshops and business case presentations to C-Level external stakeholders   What We’re Looking for (Minimum Qualifications) * 7+ years in a client-facing consulting role building financial models and business cases (e.g., TCO/ROI analysis) * Strong understanding of cloud vs. on-premises solutions, CapEx vs. OpEx assessments, and general IT value frameworks * Advanced Excel skills for creating detailed value models with financial analysis * Excellent communication skills, including the ability to influence technical and non-technical audiences at all organizational levels * Bachelor’s degree in business, finance, or a related field—or equivalent experience and skills * Fluent Japanese and Business Level English speaking, reading , and writing ability  What Will Make You Stand Out (Preferred Qualifications) * Experience in the cybersecurity or SaaS industry * Familiarity with competitive analysis and differentiating value propositions * Strong interpersonal skills to engage with global clients and cross-functional teams effectively   #LI-RS1 At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: * Various health plans * Time off plans for vacation and sick time * Parental leave options * Retirement options * Education reimbursement * In-office perks, and more! Learn more about Zscaler's hybrid working model and benefits here. By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. See more information by clicking on the Know Your Rights: Workplace Discrimination is Illegal link. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.

Plaid

We believe that the way people interact with their finances will drastically improve in the next few years. We’re dedicated to empowering this transformation by building the tools and experiences that thousands of developers use to create their own products. Plaid powers the tools millions of people rely on to live a healthier financial life. We work with thousands of companies like Venmo, SoFi, several of the Fortune 500, and many of the largest banks to make it easy for people to connect their financial accounts to the apps and services they want to use. Plaid’s network covers 12,000 financial institutions across the US, Canada, UK and Europe. Founded in 2013, the company is headquartered in San Francisco with offices in New York, Washington D.C., London and Amsterdam.   Plaid sits at the center of digital finance, helping millions of consumers connect their financial accounts to the apps they use every day. Our Support team plays a critical role—delivering fast, high-quality help that resolves issues and helps customers get more from our products.   As Head of Support, you will own our global support strategy and outcomes across customer and consumer support, leading a distributed team that works across channels, products, and industries. You’ll be responsible for uniting our customer and consumer support motions, evolving our Customer Success Package business, and using support as a strategic lever to influence product quality, roadmap, and Plaid’s brand in the market. This is a highly visible role with the opportunity to lead a multimillion-dollar business, shape end-to-end experiences, and build the gold standard for support in fintech.   Responsibilities * Own the global support strategy and outcomes across SLAs, CSAT, revenue, and support quality. * Unite our customer and consumer support teams into a single, high‑performing organization that is a true differentiator for Plaid. * Lead, grow, and coach managers and ICs across regions and time zones; drive performance, calibration, and quality programs at scale. * Manage critical incidents and executive‑level escalations in tight partnership with Product, Engineering, Risk, Compliance, GTM, and CS Ops, including post‑incident reviews and process fixes. * Evolve support operations, tooling, and knowledge management to drive efficiency, deflection, and consistent, high‑quality experiences for customers and consumers. * Own the Customer Success Package business, balancing COGS, revenue, and customer experience * Regularly report on support health and align plans and tradeoffs with Plaid’s executive team and other stakeholders   Qualifications * 10+ years in technical/customer support with at least 5+ years leading managers (manager‑of‑managers) in a scaling B2B SaaS or API company. * 3+ years running global support operations with measurable improvements in SLAs, CSAT/CES and quality. * Background in fintech, payments, or developer/API platforms operating at significant scale, preferred * Proven success owning support outcomes at scale, including incident management and executive‑level escalations * Deep experience building and leading distributed teams, with strong hiring, coaching, and performance management muscles across regions and time zones. * Strong operational rigor: metrics design, forecasting and capacity planning, process improvement, and support tooling strategy. * Demonstrated ability to partner with GTM, Product, and Engineering to influence roadmaps and improve product quality through support insights. * Experience using AI and building content/deflection programs and quality frameworks. Our mission at Plaid is to unlock financial freedom for everyone. To support that mission, we seek to build a diverse team of driven individuals who care deeply about making the financial ecosystem more equitable. We recognize that strong qualifications can come from both prior work experiences and lived experiences. We encourage you to apply to a role even if your experience doesn't fully match the job description. We are always looking for team members that will bring something unique to Plaid! Plaid is proud to be an equal opportunity employer and values diversity at our company. We do not discriminate based on race, color, national origin, ethnicity, religion or religious belief, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, military or veteran status, disability, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state, and local laws. Plaid is committed to providing reasonable accommodations for candidates with disabilities in our recruiting process. If you need any assistance with your application or interviews due to a disability, please let us know at accommodations@plaid.com. Please review our Candidate Privacy Notice here. Additional compensation in the form(s) of equity and/or commission are dependent on the position offered. Plaid provides a comprehensive benefit plan, including medical, dental, vision, and 401(k). Pay is based on factors such as (but not limited to) scope and responsibilities of the position, candidate's work experience and skillset, and location. Pay and benefits are subject to change at any time, consistent with the terms of any applicable compensation or benefit plans.