Director of Developer GTM Finance, Cloudflare
$229-329k
Salary dependent on location + equity
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
$229-329k
Salary dependent on location + equity
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- 10+ years of progressive finance experience in investment banking, private equity, FP&A, strategic finance, or a similar highly analytical role, coupled with operational experience at a fast-paced, scaling company. High-growth, public-company SaaS or cloud infrastructure experience preferred
- Intellectually curious and AI-native. You apply first-principles logic to multi-faceted problems, are not satisfied with easy or convenient answers, and actively incorporate AI tooling into your workflows to accelerate analysis and improve decision-making. We are building an AI-forward organization and the right candidate sees AI as a partner, not a threat
- A builder mindset. You are energized by ambiguity, take ownership of problems before being asked, and are comfortable operating with blurred lines of ownership
- Operating experience as an embedded finance partner to a senior GTM or business leader (VP+) in a technology company. You shaped commercial decisions, not just forecasted them
- Strong fluency in consumption-based revenue mechanics, cloud and AI infrastructure economics, and pricing strategy — with the ability to work credibly across technical and commercial teams and build financial models from scratch for new and evolving business lines
- Clear, direct communication with an outstanding ability to turn numbers into narratives that influence senior leaders
What the job involves
- The Finance & BizOps team provides the financial insights and strategic guidance to shape Cloudflare's growth, profitability, and investment strategy. We're partners who embed across the business — connecting strategy to execution, driving planning and analysis, and collaborating with cross-functional leaders to develop and deliver key priorities
- We're looking for a seasoned, dynamic senior leader to join this team as the dedicated finance partner to the Developer GTM organization, providing the financial clarity and commercial judgment the business needs to succeed
- The Developer Platform is one of Cloudflare's fastest-growing businesses, spanning compute, storage, AI inference, media, and a growing ecosystem of developer tools — delivered through both self-serve and enterprise go-to-market motions, all with distinct commercial models, cost structures, and growth levers. This role is for someone who thrives in that complexity: someone who can work independently across ambiguous problems, build the analysis and frameworks needed, and turn them into recommendations business leaders can act on
- You'll work across functions — inside and outside of finance — to ensure the platform has coherent financial coverage as it scales. You'll define and build the models, the cadence, and the relationships, using AI-native tooling as a force multiplier on speed, rigor, and insight — becoming the first call when the business is thinking through a deal, a bet, or a difficult tradeoff. This role reports to the VP of Finance & BizOps
- Forecasting and planning: Own the developer platform and self-serve revenue forecasts — connecting usage trends, contracted commitments, and deployment activity to revenue outcomes and maintaining a forward view the business plans around. Drive annual and quarterly planning for the developer business, including target-setting, scenario analysis, and resource allocation
- Commercial strategy and deal evaluation: Support deal evaluation for strategic transactions — assessing deal structure, payment terms, and margin implications. Work with the Pricing team, Deal Desk, and cross-functional partners to develop reusable frameworks for consumption-based and hybrid deal structures. Provide the financial perspective on go/no-go decisions and partnership economics
- Product economics and insights: Develop deep visibility into the developer business at meaningful layers of granularity — across products, revenue streams, usage patterns, and cost structures. Partner with R&D Finance and infrastructure teams to connect product economics to commercial outcomes, and surface the insights that help the business make better decisions about where to invest and how to grow
- Executive reporting and storytelling: Serve as the financial voice of the developer platform to senior leadership — translating complex business performance into clear, narrative-driven perspectives that shape executive discussions and planning
- Financial stewardship and reporting: Drive monthly close, forecast, and variance analysis. Own budget management and financial stewardship for the developer business. Understand trends deeply and surface risks and opportunities proactively — the business changes direction fast and finance needs to be ahead of it, not catching up
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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