Senior Director of Developer Solutions Strategy, Cloudflare
Web performance and security platform
Posted today
Web performance and security platform
1001+ employees
Posted today
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
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
- Bonus points for former startup founders and builders of overlay programs focused on developer GTM
What the job involves
- The Developer GTM organization is 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, 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
- We are hiring a Sr. Director, Developer Solution Strategists to lead an elite team of Solution Strategists aligned to their sales regions
- You will set the global DSS strategy, standardize operating rhythms, and ensure consistent execution on activation → expansion → commercial structure
- 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
- 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 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, commercial frameworks, and ROI/TCO narratives. 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
- Align with Solution Architects and FDEs. Closely partner with your technical counterparts to run GTM motions in lock step with identified product-market fit
- Close the loop with Product. 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 drive toward helping regions become increasingly 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
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 over 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.
And impressive third-quarter 2025 results show strong momentum, with revenue rising to $562 million from $430 million a year earlier. The company also raised its full-year guidance, underscoring confidence in continued growth. As demand for secure, cloud-based infrastructure keeps growing, Cloudflare's expanding platform and improving efficiency leave it well positioned to capture further gains in a rapidly growing market.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Competitive pay: We offer a competitive total rewards package, where every employee is an owner of our stock.
- Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
- Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
- Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
- Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members' commute to work via public transportation without the extra cost burden.
- Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.
Company HQ
China Basin, San Francisco, CA
Leadership
Lee Holloway
(Co-Founder & Lead Engineer)Lee began 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
(Co-Founder, President & Co-Chair)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
(Co-Founder & CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare in 2009, where he has served as CEO ever since.
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