Principal Strategy Manager, Developer Acquisitions

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 * Austin, US * New York, US * San Francisco, US ABOUT THE ROLE Cloudflare is looking for a Principal Strategy Manager, Developer GTM Growth to join the Developer Platform GTM team. This role partners directly with the Developer Growth leader to define, execute, and evolve how Cloudflare acquires, activates, and grows developers on the platform. You will operate at the intersection of strategy and execution, owning PAYGO operations and growth motions end to end. The Developer Platform is one of Cloudflare's fastest-growing businesses, spanning compute, storage, AI inference, media, and a growing ecosystem of developer tools. How developers discover, adopt, and scale their usage on the platform is changing rapidly, driven by AI, shifts in how software gets built, and an increasingly competitive market. This role is for someone who thrives in that environment: someone who can take a loosely defined problem, structure a plan, rally cross-functional partners, and drive measurable outcomes. You will own a mix of strategic and operational work across campaigns, strategic partnerships, program support, operations, and forecasting. The common thread is that you are the person who ensures things move forward, whether that means owning the outcome directly, incubating a motion, or reinventing the strategy and execution necessary to grow the business. This role reports to the Developer GTM Strategy & Incubation team. RESPONSIBILITIES GROWTH STRATEGY AND OPERATIONS * Partner with the growth team to operationalize how Cloudflare grows and scales its broader pay as you go business. * Own and manage the pay-as-you-go (PAYGO) forecast, identifying key levers and trends across all PAYGO products, surfacing risks and opportunities, and keeping leadership informed on trajectory. * Design and drive strategic campaigns aimed at increasing adoption, activation, and expansion across the platform. * Identify and act on growth levers across the customer journey, from sign up through production usage, partnering with product, marketing, finance, and data teams to improve conversion, retention, and expansion. * Help define how growth motions contribute to broader Cloudflare adoption, including usage growth across compute, storage, AI, security, networking, and adjacent pay as you go products. PROGRAMS AND PARTNERSHIPS * Partner with growth leaders on scaling strategic Cloudflare growth programs like Cloudflare for Student and Cloudflare for Startups, and Workers Launchpad. * Spearhead, negotiate, and operationalize strategic external partnerships with ecosystem players to grow developer mindshare, acquisition, and adoption. * Work with Product and Growth leadership to identify high value partnership opportunities and build the business case, deal structure, and execution plan to bring them to life. * Build partnership motions that can expand beyond a single product or program and support Cloudflare’s broader platform adoption. NARRATIVE-LED ADOPTION * Identify industry tailwinds and emerging developer behaviors, including AI agents, MCP servers, vibe coding, multi-tenant applications, and new application architectures, then translate them into actionable growth motions. * Work cross functionally with Technical Marketing, Developer Relations, Demand Generation, and Product to build and measure narrative based adoption strategies. * Track progress across Cloudflare’s product growth as well as broader developer workloads and use cases, identifying motions and patterns that drive durable PAYGO growth. * Socialize the stories and use cases that position Cloudflare as the default platform for how software is being built today, and partner with teams to bring those stories to market. CROSS-FUNCTIONAL EXECUTION AND INCUBATION * Serve as connective tissue across the Developer GTM organization, partnering with demand generation, events, brand, product marketing, and top of funnel owners to incubate new motions and improve existing ones. * Drive alignment across Growth, Product, Finance, Sales, Legal, and Engineering to ensure programs, investments, and operational processes are calibrated to shared objectives. * Take ownership of launching new motions or processes that need to be built from scratch, and place calculated bets where it makes sense. * Keep teams honest, on track, and unblocked. Facilitate operating rhythms, track commitments, surface risks, and escalate when needed. * Continuously rethink how the Growth team operates, bringing fresh perspectives on process, tooling, and organizational design as the market shifts. DESIRABLE SKILLS, KNOWLEDGE, AND EXPERIENCE * 6+ years of experience in growth strategy, GTM operations, business operations, or program management at a technology or SaaS company, with demonstrated ownership of cross-functional initiatives. * Experience operating in product-led growth (PLG) or developer-focused business environments. You understand how developers evaluate, adopt, and scale on platforms, and what it takes to build a growth engine around that behavior. * Strong operational instincts. You are comfortable wearing multiple hats simultaneously. * Proven ability to manage external partnerships, from identifying opportunities through negotiation, legal coordination, and launch. * Analytical and data-driven. You are comfortable with Excel/Google Sheets, dashboards, and using data to inform decisions, measure outcomes, and tell stories to leadership. * Excellent cross-functional communication. You will work daily with Product, Marketing, Sales, Finance, Legal, and Engineering. You drive alignment through clarity, not authority. * A builder mindset. You are energized by ambiguity and take ownership of problems before being asked. You do not wait for a playbook; you write one. * Fluency in the AI and developer ecosystem. You follow how developers are building with AI, understand the landscape of tools and platforms, and can translate market shifts into GTM strategy. * Experience incorporating AI tooling into your own workflows to accelerate analysis, automate processes, and improve decision-making. * Comfort operating with blurred lines of ownership. This role requires someone who can flex between strategy and execution, between leading and supporting, and between building something new and improving something that already exists. * Prior experience with developer platforms, infrastructure products, or consumption-based business models is a strong plus. * Background in product-led growth, management consulting, or operations is a plus. COMPENSATION Compensation may be adjusted depending on work location. * For Bay Area based hires: Estimated annual salary of $196,000 - $260,000 * For NYC based hires: Estimated annual salary of $187,000 - $245,000 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.

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: Sydney, Australia About the Role As a Principal Solutions Architect, you'll be a trusted advisor to Cloudflare's most strategic enterprise customers across the Asia Pacific region. You will work at the intersection of technology, business strategy, and executive influence, helping organisations in industries such as financial services, government, and telecommunications navigate complex digital transformation journeys using Cloudflare's platform. You'll speak the "customer language", understand the CxO mindset, and influence technology decisions at the intersection of risk, resilience, and innovation. Whether it's advising a CISO on a Zero Trust security strategy, helping a CIO rationalise their network architecture, or working with engineering leadership on edge-native application modernisation, you'll help our most important customers reimagine how the Internet works for them and position Cloudflare as the foundational platform for that future. You'll be embedded in account planning with our sales and solutions engineering teams, operating proactively across the full customer lifecycle; from early strategic discovery through to long-term platform adoption and expansion. As a Principal Solutions Architect, you'll also play a significant role in raising the architectural capability of the broader Solutions Engineering organisation across APAC. What You’ll Do * Own long-term executive relationships across Cloudflare's most strategic APAC accounts; engaging CIOs, CTOs, and CISOs on their multi-year technology agendas and positioning Cloudflare as a foundational platform, not a point solution.   * Design and facilitate executive vision-setting and architecture workshops that produce tangible outcomes: multi-year roadmaps, reference architectures, and business cases co-developed with customers' enterprise architects and engineering leadership. * Translate industry trends like Zero Trust, Digital Sovereignty, AI workload security, cloud-to-edge migration into actionable architectural strategies tailored to each customer's business context and regulatory environment. * Guide clients across the full engagement lifecycle; from strategic discovery and architecture design through proof of concept, value realisation, and expansion planning while proactively partnering with the Sales and Solutions Engineering team to surface architectural opportunities before deals are formally scoped.  * Elevate the architectural capability of the broader APAC Solutions Engineering team by developing reusable workshop frameworks, reference architectures, and best practices that others can apply independently; and by mentoring Solutions Engineers in senior stakeholder engagement. * Represent Cloudflare externally at industry events, executive roundtables, and sector forums as a credible peer to enterprise architects and technology leaders; produce content: white papers, architectural guidance that establishes Cloudflare's voice on key transformation themes across the region. What Success Looks Like * In your first 6 months: * You've established trusted advisor relationships with senior technical and business stakeholders across 3-5 of Cloudflare's most strategic APAC accounts. * You've designed and facilitated 2-3 executive vision-setting or architecture workshops that have resulted in documented multi-year roadmap alignment with Cloudflare embedded as a core platform component. * You've shaped at least one strategic engagement where you've connected Cloudflare's developer and edge compute capabilities to a customer's application modernisation or AI strategy; demonstrating platform breadth beyond security alone. * You've contributed at least one reusable asset to the APAC SE team; a workshop framework, reference architecture, or architectural playbook that others can apply independently. What We’re Looking For * 15+ years of experience in technical presales, enterprise architecture, or IT leadership (e.g., Chief Architect, CTO, CISO). * A genuine ability to operate at two levels simultaneously: credible in a boardroom conversation about digital strategy, and capable of going deep on architecture design with engineering teams. * Demonstrated experience leading executive-level workshops, technology strategy sessions, or architectural visioning engagements with tangible business outcomes. * Strong understanding of transformation priorities relevant to APAC enterprises: Zero Trust architecture, cloud and network modernisation, digital sovereignty and data residency, AI infrastructure, and application performance at scale. * Experience with modern application architecture patterns (microservices, APIs, event-driven systems, CI/CD, serverless and edge compute). * A track record of proactively contributing to pipeline and account expansion through architectural influence — not just responding to requests.   * Proven ability to enable and elevate peers: you've built frameworks, run internal enablement, or mentored others at scale. * Confident, compelling communicator in both executive business settings and technical deep dives and comfortable representing Cloudflare publicly at industry events. * Bonus: Familiarity with enterprise architecture frameworks (TOGAF), security standards (NIST SP 800-207, ISO 27001), and IT risk management principles relevant to regulated industries. Preferred Qualifications * Bachelor's or Master’s degree in Computer Science, Engineering, Information Security, or related field. * Experience in regulated industries (FSI, Government, Telco) or complex multi-cloud/hybrid environments. * Hands-on technical curiosity: you stay current across networking, cloud infrastructure, application security, and developer platforms; not because the job requires it, but because you find it genuinely interesting. * Prior experience in a role that required navigating cultural and linguistic diversity across multiple APAC markets. 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.

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: Seoul, South Korea About the Role At Cloudflare, we are on a mission to help build a better Internet. As the architectural complexity of enterprise solutions scales, we are evolving how we partner with our customers. The Customer Engineer (CE) represents the core driver of our technical go-to-market strategy: a trusted advisor who owns the technical relationship from the initial discovery phase through to long-term adoption and ongoing account expansion. Sitting within the GTM organization and reporting to the Regional Customer Engineering Leader, you will not hand off your customers once an initial agreement is reached. Instead, you will operate as a quota-carrying technologist, utilizing AI-augmented workflows to eliminate administrative toil so you can focus on high-value architectural design and driving measurable business outcomes across the entire customer journey. Responsibilities * Technical Validation: Partner closely with Account Executives to lead technical discovery, build bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts (PoCs) across Cloudflare’s portfolio (Security, Networking and Developer Platforms). * Trusted Advisory: Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion. * Strategic Alignment: Own the long-term technical relationship across the entire customer lifecycle, ensuring continuous alignment between the customer’s evolving business goals and our product roadmap. * Commercial Accountability & Expansion: Carry a variable quota tied directly to new business acquisition and/or ongoing account growth. You will be commercially accountable for ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into return on investment for C-level executives. * AI Orchestration & Workflow Automation: Act as an "AI-Augmented" engineer. Leverage AI agents and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, and basic telemetry monitoring, reclaiming your time for strategic customer advisory. Desirable Skills, Knowledge, and Experience * Experience: Experience in a customer-facing technical role, such as Solutions Engineering, Customer Engineering, Sales Engineering, or as a Forward Deployed Engineer (years of experience required will vary based on Associate, Senior, Staff, or Principal leveling). * Technical Acumen: Broad technical expertise spanning web security, networking (routing, DNS, DDoS mitigation), cloud infrastructure, and enterprise architecture. * Commercial Mindset: Proven track record of operating in a quota-carrying or revenue-aligned environment, with a strong understanding of SaaS metrics, business value translation, and enterprise sales cycles. * Communication: Exceptional presentation and stakeholder management skills, capable of bridging the gap between deep technical implementation details and high-level C-suite business strategy. * Cloudflare Developer Stack Experience: Hands-on experience building, deploying, or architecting solutions using Cloudflare's developer platform and AI ecosystem, specifically Workers AI and AI Gateway. * Applied AI Knowledge: Experience with prompt engineering, Large Language Model (LLM) orchestration, or Retrieval-Augmented Generation (RAG) architectures. * Coding/Scripting: Proficiency in Python, JavaScript, or similar languages to write custom integration scripts, API connectors, and edge computing functions. Compensation This role features a competitive base salary and a variable commission structure tied directly to the successful execution of full-lifecycle commercial targets, including new business acquisition, ongoing adoption milestones, and overall account expansion. 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.