Customer Solutions Strategy Lead, Cloudflare
$273-341k
OTE
Salary applicable for NY candidates, may vary in other locations + Equity
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
$273-341k
OTE
Salary applicable for NY candidates, may vary in other locations + Equity
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- Architectural Command: 10+ years of experience in Customer Engineering Leadership, Product Management, Consulting, or Technical Strategy within a global SaaS or infrastructure environment
- Executive Presence: Exceptional communication skills with the ability to influence C-level executives and internal product leads simultaneously
- Relentless Curiosity: A natural obsession with "How it works" and "How it could be better." You are driven to discover the architectural truth behind every customer challenge
- Bias for Action: You don't just identify problems; you build the "Formation" to solve them. You are comfortable in high-pressure, ambiguous environments
Desirable
- 7+ years of deployment experience in similar role or experience in a technical leadership role
- Previous experience as a Customer Engineer leader, consultant or technical marketing engineer building, architecting or deploying security solutions
- Good understanding of AI, security challenges and its applicability to today’s enterprise landscape
- Proven track record using AI to help drive revenue
- Strong knowledge of Security Architecture, Design and Operations
- Working knowledge of the broader threat landscape and the ability to distill technology trends, and explain complex behaviors in simple terms
- Proven experience working with customers and partners in successful design and deployment of solutions
- Ability to juggle and successfully drive projects with customers, prospects, and partners
- Experience with cloud computing solutions implementations including Microsoft 365, Azure, Google, AWS
What the job involves
- The Pre-Sales Customer Engineering organization owns the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers
- Customer Engineering is made up of individuals from a wide range of backgrounds - from Financial Consulting to Product Management, Customer Support to Software Engineering, and we are serious about building a diverse, experienced and curious team
- Scaling Cloudflare’s most complex and critical accounts requires unparalleled focus. While Client Directors own the commercial relationships and Customer Engineers drive pre-sales, this role serves as the essential strategic link bridging the two
- As a dedicated trusted advisor for 1–5 of our highest-value accounts, you will take a deeply consultative approach to map the customer's entire technical ecosystem. You will drive enterprise-wide transformation from initial strategic positioning through the complete customer lifecycle
- You are the single thread connecting high-level strategy to flawless execution, orchestrating cross-functional teams to deliver exceptional outcomes. While not a "hands-on-keyboard" engineering role, you possess the technical acumen to proactively steer complex engagements and step in decisively when it matters most
- Accelerate ARR growth by orchestrating parallel expansion motions across three distinct platform domains
- Scope: Migration from legacy application architectures to Cloudflare's edge platform. Includes moving workloads from on-premise or hyperscale compute to Workers, consolidating storage on R2, and modernizing data layers with D1 and Durable Objects, all while considering security posture
- Stakeholders: VP Engineering, Platform Architects, Infrastructure leads, CISO
- Scope: Adoption of Cloudflare's developer platform for new application development. Workers, Workers KV, Pages, Queues, Durable Objects, R2, D1. Positioning Cloudflare as the compute and storage layer for net-new projects
- Stakeholders: VP Engineering, Developer Experience leads, Platform teams
- Scope: Adoption of Cloudflare's AI infrastructure for inference and orchestration. Workers AI, Vectorize, AI Gateway. Positioning Cloudflare as the AI inference layer at the edge
- Stakeholders: CTO, Head of AI/ML, Data Platform leads
- Develop account-specific adoption plans across App Modernization, Developer, and AI. Map customer workloads to Cloudflare capabilities. Define sequencing and milestones
- Coordinate SE, CS, and Product resources against adoption milestones. Run account team operating rhythm. Ensure internal alignment on customer priorities
- Build relationships with CTOs, VPs of Engineering, and Platform Architects. Engage technical decision-makers on platform strategy. CD retains procurement and CFO relationships
- Identify and qualify platform expansion opportunities. Hand off to CD when commercial-ready. This individual builds the case; CD closes the deal
- Bring strategic customer requirements into Product roadmap discussions. Provide quarterly briefings on adoption patterns, blockers, and feature needs
- Success Metrics:
- Platform Adoption:
- Products per account: Number of Cloudflare products in production per strategic account
- Developer platform adoption: Strategic accounts with Workers, R2, or D1 in production
- AI adoption: Strategic accounts with Workers AI or AI Gateway in production
- Revenue Influence:
- Expansion pipeline: Dollar value of platform expansion opportunities developed and handed to CD
- Net Revenue Retention: NRR on strategic account portfolio (shared metric with CD)
- Product Feedback:
- Requirements submitted: Strategic customer requirements brought to Product quarterly
- Adoption blockers resolved: Product or engineering issues addressed that were blocking adoption
- To customer executives, this role helps them realize value from Cloudflare's entire platform:
- An expert and trusted advisor; peer to their architects and technical leads
- Focused on Platform adoption and business outcomes, not transactions
- Turns platform capabilities into production workloads and business value
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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