Cloudflare
Director, Developer Partner Strategy
Locations: Austin, TX; New York, NY; San Francisco, CA
About Cloudflare At Cloudflare, we are on a mission to help build a better Internet. We run 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. All internet properties powered by Cloudflare route web traffic through its intelligent global network, which gets smarter with every request, resulting in significant performance improvements and a decrease in spam and attacks.
About The Team The Developer GTM organization is a startup within Cloudflare, 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 create new pathways for developers to discover Cloudflare through ecosystem partnerships, high‑impact content, or creative field engagement.
About The Role Own the end‑to‑end partner strategy for Cloudflare’s Developer Platform—spanning channel partners (SIs, MSPs, service providers) and technology alliances (integrations, co‑builds, marketplaces). Prioritize the right partners, ship joint solutions, and align GTM so developers can adopt and scale faster—with measurable, partner‑sourced and influenced revenue. You’ll set the strategy centrally and execute through the regional partner teams.
What You Will Do
Set the ecosystem strategy: Map, segment, and prioritize partners (channel + tech) that matter for developer workloads; publish a focused “top‑X” plan per region.
Build technology alliances: Land integrations and reference architectures that improve customer outcomes on Workers/Workers AI, R2/D1/KV, Queues, Stream, and real‑time primitives; define validation and co‑support paths.
Co‑sell / co‑market plays: Create repeatable partner plays (ICP, offer, proof, pricing posture), enable regional partner managers, and measure attach/impact.
Channel acceleration: With SIs/MSPs/service providers, package implementation offers and services SKUs; raise partner capability and profitability with clear enablement and “give/get.”
Marketplace & program alignment: Coordinate listings and offers where relevant; align with central partner programs for readiness and incentives.
Operate through regions: Run a global partner operating rhythm (monthly reviews, quarterly plans) through regional leaders; unblock deals and integrations.
Own the scorecard: Partner‑sourced and influenced pipeline/bookings, integration launches and adoption, partner attach on priority workloads, enablement completion, and partner NPS.
Who You Are
Builder, not just broker: 10+ years across channel + developer/alliances; you’ve shipped integrations and built co‑sell machines with SIs/MSPs/tech partners.
Developer‑fluent: Comfortable with workloads, APIs/SDKs, reference architectures, and how developers evaluate platforms; you translate technical value to commercial outcomes.
Operator with range: You write crisp plans, run a global cadence, and drive matrixed execution with Sales, Product, PMM, Finance, and Legal.
Metrics‑driven: You size opportunities, forecast partner impact, and hold partners (and us) to results.
Global & pragmatic: Experience working across Americas/EMEA/APAC through regional partner teams; clear communicator, excellent collaborator.
Compensation Compensation may be adjusted depending on work location.
For Bay Area based hires: Estimated annual salary of $350,000 – $389,000 – $428,000.
Equity This role is eligible to participate in Cloudflare’s equity plan.
Benefits 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?
Project Galileo: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with tools to defend against attacks that would otherwise censor their work.
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.
1.1.1.1: We released 1.1.1.1 as a public DNS resolver to improve speed, security, and privacy for everyone.
Sound like something you’d like to be a part of? We’d love to hear from you!
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person’s, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. 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.
#J-18808-Ljbffr
About Cloudflare At Cloudflare, we are on a mission to help build a better Internet. We run 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. All internet properties powered by Cloudflare route web traffic through its intelligent global network, which gets smarter with every request, resulting in significant performance improvements and a decrease in spam and attacks.
About The Team The Developer GTM organization is a startup within Cloudflare, 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 create new pathways for developers to discover Cloudflare through ecosystem partnerships, high‑impact content, or creative field engagement.
About The Role Own the end‑to‑end partner strategy for Cloudflare’s Developer Platform—spanning channel partners (SIs, MSPs, service providers) and technology alliances (integrations, co‑builds, marketplaces). Prioritize the right partners, ship joint solutions, and align GTM so developers can adopt and scale faster—with measurable, partner‑sourced and influenced revenue. You’ll set the strategy centrally and execute through the regional partner teams.
What You Will Do
Set the ecosystem strategy: Map, segment, and prioritize partners (channel + tech) that matter for developer workloads; publish a focused “top‑X” plan per region.
Build technology alliances: Land integrations and reference architectures that improve customer outcomes on Workers/Workers AI, R2/D1/KV, Queues, Stream, and real‑time primitives; define validation and co‑support paths.
Co‑sell / co‑market plays: Create repeatable partner plays (ICP, offer, proof, pricing posture), enable regional partner managers, and measure attach/impact.
Channel acceleration: With SIs/MSPs/service providers, package implementation offers and services SKUs; raise partner capability and profitability with clear enablement and “give/get.”
Marketplace & program alignment: Coordinate listings and offers where relevant; align with central partner programs for readiness and incentives.
Operate through regions: Run a global partner operating rhythm (monthly reviews, quarterly plans) through regional leaders; unblock deals and integrations.
Own the scorecard: Partner‑sourced and influenced pipeline/bookings, integration launches and adoption, partner attach on priority workloads, enablement completion, and partner NPS.
Who You Are
Builder, not just broker: 10+ years across channel + developer/alliances; you’ve shipped integrations and built co‑sell machines with SIs/MSPs/tech partners.
Developer‑fluent: Comfortable with workloads, APIs/SDKs, reference architectures, and how developers evaluate platforms; you translate technical value to commercial outcomes.
Operator with range: You write crisp plans, run a global cadence, and drive matrixed execution with Sales, Product, PMM, Finance, and Legal.
Metrics‑driven: You size opportunities, forecast partner impact, and hold partners (and us) to results.
Global & pragmatic: Experience working across Americas/EMEA/APAC through regional partner teams; clear communicator, excellent collaborator.
Compensation Compensation may be adjusted depending on work location.
For Bay Area based hires: Estimated annual salary of $350,000 – $389,000 – $428,000.
Equity This role is eligible to participate in Cloudflare’s equity plan.
Benefits 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?
Project Galileo: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with tools to defend against attacks that would otherwise censor their work.
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.
1.1.1.1: We released 1.1.1.1 as a public DNS resolver to improve speed, security, and privacy for everyone.
Sound like something you’d like to be a part of? We’d love to hear from you!
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person’s, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. 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.
#J-18808-Ljbffr