Senior Deal Strategist, Cloudflare
Developer Platform
+ Eligible to participate in Cloudflare’s equity plan. + Employee Stock Participation Plan
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
+ Eligible to participate in Cloudflare’s equity plan. + Employee Stock Participation Plan
1001+ employees
Company mission
Cloudflare's mission is to help build a better Internet that is bold and ambitious.
Role
Who you are
- 6+ years of experience in business development or sales strategy, or a similar role focused on complex B2B sales cycles, preferably within a SaaS or Developer-focused product environment
- Curiosity & growth mindset - always learning and wanting to stay up to speed on the trends in the market
- Demonstrated ability to structure and negotiate high-value, multi-year SaaS agreements with large enterprise clients, addressing complex technology, security, compliance, and procurement requirements
- Strong sense of ownership; someone who takes initiative, works independently, and manages time effectively to drive commercial outcomes
- Excellent negotiation and communication skills, with the ability to influence and align stakeholders at all levels, from sales reps to executive leadership
- Highly customer-centric, with a natural curiosity about technical products and a strategic mindset for solving complex commercial problems
- Comfortable working under pressure and adjusting priorities to meet deadlines in a fast-moving environment
- Proven ability to understand complex technical solutions and translate their value into compelling commercial proposals
- Data-driven, proficient in Excel/Google Sheets, and experienced in using data to inform commercial decisions
- Organized; someone who can stay on track and help keep others on track within a fast-paced environment
- Background in Product-Led Growth (PLG) is a strong plus
What the job involves
- Cloudflare is seeking a Developer Platform Deal Strategist to play a pivotal role in the growth of Cloudflare’s Developer Platform
- This is a unique opportunity to join one of the fastest growing teams at Cloudflare
- This role falls under the Developer GTM organization and will work closely with our Sales and Product teams as a critical partner to accelerate revenue growth and enhance the overall developer customer journey
- This is a high-ownership, high-impact role where strategic thinking and swift execution directly translates into scalable commercial success
- We're looking for someone with a strong background in tech sales and business development, with a keen understanding of developer-centric products or at minimum, a desire to learn the space
- The best candidate will be someone who can zoom out and understand market trends and business objectives, but also run sales calls, build content, maintain deal trackers, provide enablements, and more
- This is an ideal opportunity for someone who thrives in fast-paced environments, has seen success in sales roles, and can navigate multiple priorities across cross-functional teams
- Support Complex Deals: Provide strategic guidance and direct support to sellers on complex, high-value Developer Platform deals, helping structure proposals, pricing, and terms to meet both customer needs and Cloudflare's business objectives
- Evangelize and Co-Sell: Join customer and partner calls to provide guidance on workloads, products, commercial structures, and the overall value proposition of the Developer Platform
- Optimize Deal Workflows: Partner with Sales, Legal, Finance, and Product teams to streamline the deal review, approval, and contracting processes, ensuring efficiency and scalability for Developer Platform transactions
- Develop Pricing Strategies: Collaborate with Product and GTM teams to refine and implement pricing strategies, packaging, and licensing models that align with the value proposition of Developer Platform products and encourage adoption and expansion
- Enable Sales Teams: Develop and deliver training, playbooks, and best practices for the sales organization on how to effectively position, price, and negotiate Developer Platform solutions
- Analyze Deal Performance: Monitor and analyze deal trends, win/loss rates, and pricing effectiveness to identify opportunities for improvement and inform future commercial strategies
- Market Feedback Loop: Act as a conduit between sales teams and product/GTM, funneling market insights and customer feedback on pricing, packaging, and commercial terms to inform product roadmap and GTM strategies
- Program Support: Support strategic programs like Cloudflare for Startups and the Workers Launchpad accelerator from a deal strategy and commercialization perspective
- Strategic Vision Contribution: Contribute to the long-term strategic vision for Developer Platform commercialization, including market segmentation, sales motion optimization, and competitive positioning
Our take
Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with around 25 million global internet properties on its network.
Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.
This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.
The cloud infrastructure market reached $53 billion in 2022. While the Big 3 (Amazon, Microsoft, and Google) own 65% of the market, that still leaves billions of dollars left for companies such as Cloudflare. Its ambitious and successful work is likely to continue being a crucial feature of the web, but in 2023, placed it in the crosshairs of hackers looking to exploit its infrastructure. The beginning of 2024 saw Cloudflare vow to bolster its security and patch vulnerabilities.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Minimum 8 weeks of paid parental leave
- Equal opportunity employer
- Unlimited paid time off policy
- Work from home opportunities
- Medical, Dental & Vision Insurance
- Life Insurance, Disability Insurance
- 401(k) plans
- Family planning and fertility program
- Gym discounts
- Commuter Benefits Program
Company HQ
China Basin, San Francisco, CA
Leadership
Lee Holloway
(Lead Engineer)Lee started their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.
Michelle Zatlyn
(President & COO)Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.
Matthew Prince
(CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare as CEO in March 2009.
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