CloudFlare
Director, Developer Solutions Strategist
Hybrid
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.
Locations Austin, TX, New York, SF
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, whether through ecosystem partnerships, high impact content, or creative field engagement. We are builders, storytellers, and connectors united by one goal: to make Cloudflare the most exciting place for developers to build.
The Developer Solution Strategist (DSS) organization sits inside Developer GTM and partners tightly with Sales, Product, Finance, Legal, PMM, and DevRel. DSS connects developer activation to durable commercial outcomes: shaping usage into clear proposals, aligning pricing and packaging, enabling the field with repeatable plays, and feeding real‑world signal back into product and go‑to‑market.
About the Role We are hiring a Director, Developer Solution Strategists to lead regional Managers in Americas, EMEA, and APAC, each managing teams of Solution Strategists aligned to their sales regions. You will set the global DSS strategy, standardize operating rhythms, hire and develop managers, and ensure consistent execution on activation → expansion → commercial structure—while keeping pricing/contract approvals with the right governance teams.
This leader is equally fluent in developer workloads and commercial mechanics, can operate from strategy to hands‑on deal guidance, and is energized by building a high‑trust partnership with field leadership worldwide.
What You Will Do
Own the global DSS strategy and operating model. Define goals, scorecards, and cadences for regional teams (usage activation, expansion, proposal velocity, win rate, disciplined discounting, sourced/influenced pipeline).
Build and lead a high‑performing, distributed org. Hire, develop, and coach regional Managers; set expectations, run QBRs, and establish a clear career ladder for Solution Strategists.
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.”
Standardize commercial design. Maintain global proposal templates, option frameworks (PAYG vs. commit), ROI/TCO narratives, concession “give/get” rules, and approval SLAs. Pricing and non‑standard terms remain with Finance/Legal; DSS designs and shepherds.
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.
Close the loop with Product & PMM. Translate field insights into clear, quantified recommendations on positioning, packaging, limits, and roadmap; track impact ($) of changes.
Partner with Programs. Support startups/accelerators and targeted campaigns with BDR/Marketing, with a clear sunset plan as regions become self‑sufficient.
Forecasting & planning. Own DSS headcount planning, coverage models by segment/geo, and quarterly objectives; partner with RevOps for attribution and instrumentation.
Culture & quality. Raise the bar on writing, narrative clarity, and executive communication; model Cloudflare’s values in every region.
Who You Are
10+ years in developer platforms, pre‑sales/solutions, deal strategy, or commercial architecture; 4+ 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 bench strength.
Background in usage‑based/consumption pricing and commit structures.
Experience with startup programs or digital‑native segments.
Prior work in multiple geographies (Americas, EMEA, APAC) and with marketplace motions.
Compensation Compensation may be adjusted depending on work location.
For Bay Area based hires: Estimated annual salary of $353,000 – $393,000 – $431,000
Equity This role is eligible to participate in Cloudflare’s equity plan.
Benefits Health & Welfare Benefits
Medical/Rx 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
Short and Long Term Disability 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
Equal Employment Opportunity 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.
#J-18808-Ljbffr
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.
Locations Austin, TX, New York, SF
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, whether through ecosystem partnerships, high impact content, or creative field engagement. We are builders, storytellers, and connectors united by one goal: to make Cloudflare the most exciting place for developers to build.
The Developer Solution Strategist (DSS) organization sits inside Developer GTM and partners tightly with Sales, Product, Finance, Legal, PMM, and DevRel. DSS connects developer activation to durable commercial outcomes: shaping usage into clear proposals, aligning pricing and packaging, enabling the field with repeatable plays, and feeding real‑world signal back into product and go‑to‑market.
About the Role We are hiring a Director, Developer Solution Strategists to lead regional Managers in Americas, EMEA, and APAC, each managing teams of Solution Strategists aligned to their sales regions. You will set the global DSS strategy, standardize operating rhythms, hire and develop managers, and ensure consistent execution on activation → expansion → commercial structure—while keeping pricing/contract approvals with the right governance teams.
This leader is equally fluent in developer workloads and commercial mechanics, can operate from strategy to hands‑on deal guidance, and is energized by building a high‑trust partnership with field leadership worldwide.
What You Will Do
Own the global DSS strategy and operating model. Define goals, scorecards, and cadences for regional teams (usage activation, expansion, proposal velocity, win rate, disciplined discounting, sourced/influenced pipeline).
Build and lead a high‑performing, distributed org. Hire, develop, and coach regional Managers; set expectations, run QBRs, and establish a clear career ladder for Solution Strategists.
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.”
Standardize commercial design. Maintain global proposal templates, option frameworks (PAYG vs. commit), ROI/TCO narratives, concession “give/get” rules, and approval SLAs. Pricing and non‑standard terms remain with Finance/Legal; DSS designs and shepherds.
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.
Close the loop with Product & PMM. Translate field insights into clear, quantified recommendations on positioning, packaging, limits, and roadmap; track impact ($) of changes.
Partner with Programs. Support startups/accelerators and targeted campaigns with BDR/Marketing, with a clear sunset plan as regions become self‑sufficient.
Forecasting & planning. Own DSS headcount planning, coverage models by segment/geo, and quarterly objectives; partner with RevOps for attribution and instrumentation.
Culture & quality. Raise the bar on writing, narrative clarity, and executive communication; model Cloudflare’s values in every region.
Who You Are
10+ years in developer platforms, pre‑sales/solutions, deal strategy, or commercial architecture; 4+ 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 bench strength.
Background in usage‑based/consumption pricing and commit structures.
Experience with startup programs or digital‑native segments.
Prior work in multiple geographies (Americas, EMEA, APAC) and with marketplace motions.
Compensation Compensation may be adjusted depending on work location.
For Bay Area based hires: Estimated annual salary of $353,000 – $393,000 – $431,000
Equity This role is eligible to participate in Cloudflare’s equity plan.
Benefits Health & Welfare Benefits
Medical/Rx 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
Short and Long Term Disability 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
Equal Employment Opportunity 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.
#J-18808-Ljbffr