Director, Developer GTM

Overview

Director, Developer Solution Strategists to lead regional Managers in Americas, EMEA, and APAC, 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, with pricing/contract approvals governed appropriately.

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 $314,000 - $393,000 - $431,000
• For NYC based hires: Estimated annual salary of $300,000 - $393,000 - $413,000

Equity

This role is eligible to participate in Cloudflare’s equity plan.

Benefits

• Health & Welfare Benefits
• Financial Benefits
• Time Off

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 tools to defend against attacks, often at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure protection for free information access and reliable election websites; 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. We do not store client IP addresses. 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!

This position may require access to information protected under U.S. export control laws and may be conditioned on authorization to receive software or technology controlled under U.S. export laws without sponsorship.

Cloudflare is proud to be an equal opportunity employer. We are committed to equal opportunity and value diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require accommodations to apply, please contact or mail at 101 Townsend St. San Francisco, CA 94107.

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