Vice President of Product Management, Cloudflare
Product Led Growth, PAYGO
+ Employee Stock Participation Plan
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
+ 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
- We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that
- This role requires a seasoned leader in product-led growth (PLG) with a holistic, data-driven approach to product management and growth
- Bachelor's degree in business, marketing, or a related field (MBA preferred)
- 15+ years in Product-Led Growth at public SaaS/Cloud tech companies
- Proven success in product management and scaling a large Product-Led Growth business within a high-growth company. Considered a Product-Led Growth practitioner and expert
- Strong quantitative and analytical skills with high data fluency to inform decisions, aligning to PLG goals like activation, retention, and conversion
- Experience in conducting experiments and A/B tests and iteratively shipping products, including designing tests, analyze test results, leading data-informed decisions
- Strong executive presence and ability to influence and work cross functionally. Second level management experience
- Established history of driving multiple complex projects at the same time to on-time completion in a fast-moving environment
- Experience in pricing and packaging to define and optimize strategies, pricing models, and packaging bundles that drive user behavior and business growth
- Ability to balance strategic vision with day-to-day execution, managing competing priorities and driving results with limited resources
What the job involves
- Cloudflare is looking for a dynamic and results-driven leader to drive the growth of our PAYGO product-led growth (PLG) business and our free offerings, which are currently used by over 6.5 million self-serve users
- In this pivotal role, you will be responsible for overseeing the entire product lifecycle, from strategy and development to operations, go-to-market execution, and growth initiatives
- You will have the opportunity to make a significant impact on revenue acceleration and user growth by optimizing our product for user acquisition, conversion, and retention
- You will lead a talented team of professionals and cross-functional partners, including marketing, sales, product development, engineering, and business intelligence, to ensure alignment and execution of PLG strategies
- Your focus will be scaling the business by optimizing our products and user journey to drive product adoption and maximize customer lifetime value with minimal friction
- You’ll leverage user insights, product analytics, and behavioral data to optimize product features and pricing
- You are capable of managing complex support issues, reduce friction in the user journey, and scale the business to new heights
- You will report directly to the President of Product and Engineering and will be responsible for aligning and executing the vision while ensuring operational excellence and rapid product growth
- Product Management and Growth: Lead the product lifecycle from ideation to launch, optimizing for growing revenue across all Cloudflare product categories (Application Services, Cloudflare One, Developer Platform)
- Balance customer needs, technical constraints, and business goals while maintaining flexibility in the execution process
- Retention and Expansion: Drive the growth strategies and feature development that improve customer retention, engagement, and expansion
- Focus on reducing churn by improving product satisfaction through iterative product updates and personalized experiences
- Pricing & Packaging: Partner with the Pricing team to define and optimize pricing and packaging strategies that maximize customer lifetime value (LTV) and profitability. Analyze and act on customer feedback
- Strategic leadership: Collaborate with the executive team to define and execute growth strategies that leverage product usage as the primary driver for expansion to increase the number of self-serve users, free-to-paid conversions, and product adoption within customer segments (paying and free)
- Data-Driven Decision Making: Utilize extensive data analytics (e.g. , user behavior, churn rates, conversion rates, daily active users, monthly active users, A/B testing, funnel optimization, feature adoption) to guide product optimization and identify areas for growth
- Track performance indicators and leverage data to improve user onboarding, in-product marketing, and identify high-value segments for expansion
- User Acquisition and Marketing: Lead marketing campaigns, the website, and all high velocity customer acquisition efforts initiatives to expand customer base and market penetration
- This includes free trials, freemium models, and self-serve sign ups across all velocity channels, such as SEO, paid search, paid social, affiliates, and partnerships
- Customer and Market Insights: Regularly interact with customers, partners, and stakeholders to identify market trends, customer pain points, competitive landscape, and opportunities for differentiation
- Have a deep understanding of user personas and journeys, regularly conducting customer research to drive product prioritization and messaging
- Reporting and Performance Measurement: Regularly report on growth performance to the executive team with a focus on key PLG metrics such as conversion rates, customer acquisition costs, LTV, retention, and expansion rates
- Team Leadership and Development: Manage and inspire direct and extended diverse teams across product, growth, and marketing to execute on the business goals, providing guidance, and fostering a culture of innovation and accountability
- Drive focus to optimize for user acquisition, activation, retention, and expansion
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
Few candidates hear
back within 2 weeks
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 values
- Principled - We create our products and features with a global mindset and democratize important and innovative technologies that drive adoption of the latest standards
- Curious - Our team is made up of pioneering innovators that approach new challenges with interest and a desire to learn
- Transparent - We hold ourselves accountable when we make mistakes—and we do everything we can to learn from them
Company HQ
China Basin, San Francisco, CA
Articles
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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