Principal Strategy Manager, Cloudflare
Developer Go-To-Market Growth
$187-260k
+ Employee Stock Participation Plan
More information about location
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
$187-260k
+ Employee Stock Participation Plan
More information about location
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- 6+ years of experience in growth strategy, GTM operations, business operations, or program management at a technology or SaaS company, with demonstrated ownership of cross-functional initiatives
- Experience operating in product-led growth (PLG) or developer-focused business environments. You understand how developers evaluate, adopt, and scale on platforms, and what it takes to build a growth engine around that behavior
- Strong operational instincts. You are comfortable wearing multiple hats simultaneously
- Proven ability to manage external partnerships, from identifying opportunities through negotiation, legal coordination, and launch
- Analytical and data-driven. You are comfortable with Excel/Google Sheets, dashboards, and using data to inform decisions, measure outcomes, and tell stories to leadership
- Excellent cross-functional communication. You will work daily with Product, Marketing, Sales, Finance, Legal, and Engineering. You drive alignment through clarity, not authority
- A builder mindset. You are energized by ambiguity and take ownership of problems before being asked. You do not wait for a playbook; you write one
- Fluency in the AI and developer ecosystem. You follow how developers are building with AI, understand the landscape of tools and platforms, and can translate market shifts into GTM strategy
- Experience incorporating AI tooling into your own workflows to accelerate analysis, automate processes, and improve decision-making
- Comfort operating with blurred lines of ownership. This role requires someone who can flex between strategy and execution, between leading and supporting, and between building something new and improving something that already exists
- Prior experience with developer platforms, infrastructure products, or consumption-based business models is a strong plus
- Background in product-led growth, management consulting, or operations is a plus
What the job involves
- Cloudflare is looking for a Principal Strategy Manager, Developer GTM Growth to join the Developer Platform GTM team. This role partners directly with the Developer Growth leader to define, execute, and evolve how Cloudflare acquires, activates, and grows developers on the platform. You will operate at the intersection of strategy and execution, owning PAYGO operations and growth motions end to end
- The Developer Platform is one of Cloudflare's fastest-growing businesses, spanning compute, storage, AI inference, media, and a growing ecosystem of developer tools. How developers discover, adopt, and scale their usage on the platform is changing rapidly, driven by AI, shifts in how software gets built, and an increasingly competitive market. This role is for someone who thrives in that environment: someone who can take a loosely defined problem, structure a plan, rally cross-functional partners, and drive measurable outcomes
- You will own a mix of strategic and operational work across campaigns, strategic partnerships, program support, operations, and forecasting. The common thread is that you are the person who ensures things move forward, whether that means owning the outcome directly, incubating a motion, or reinventing the strategy and execution necessary to grow the business. This role reports to the Developer GTM Strategy & Incubation team
- Partner with the growth team to operationalize how Cloudflare grows and scales its broader pay as you go business
- Own and manage the pay-as-you-go (PAYGO) forecast, identifying key levers and trends across all PAYGO products, surfacing risks and opportunities, and keeping leadership informed on trajectory
- Design and drive strategic campaigns aimed at increasing adoption, activation, and expansion across the platform
- Identify and act on growth levers across the customer journey, from sign up through production usage, partnering with product, marketing, finance, and data teams to improve conversion, retention, and expansion
- Help define how growth motions contribute to broader Cloudflare adoption, including usage growth across compute, storage, AI, security, networking, and adjacent pay as you go products
- Partner with growth leaders on scaling strategic Cloudflare growth programs like Cloudflare for Student and Cloudflare for Startups, and Workers Launchpad
- Spearhead, negotiate, and operationalize strategic external partnerships with ecosystem players to grow developer mindshare, acquisition, and adoption
- Work with Product and Growth leadership to identify high value partnership opportunities and build the business case, deal structure, and execution plan to bring them to life
- Build partnership motions that can expand beyond a single product or program and support Cloudflare’s broader platform adoption
- Identify industry tailwinds and emerging developer behaviors, including AI agents, MCP servers, vibe coding, multi-tenant applications, and new application architectures, then translate them into actionable growth motions
- Work cross functionally with Technical Marketing, Developer Relations, Demand Generation, and Product to build and measure narrative based adoption strategies
- Track progress across Cloudflare’s product growth as well as broader developer workloads and use cases, identifying motions and patterns that drive durable PAYGO growth
- Socialize the stories and use cases that position Cloudflare as the default platform for how software is being built today, and partner with teams to bring those stories to market
- Serve as connective tissue across the Developer GTM organization, partnering with demand generation, events, brand, product marketing, and top of funnel owners to incubate new motions and improve existing ones
- Drive alignment across Growth, Product, Finance, Sales, Legal, and Engineering to ensure programs, investments, and operational processes are calibrated to shared objectives
- Take ownership of launching new motions or processes that need to be built from scratch, and place calculated bets where it makes sense
- Keep teams honest, on track, and unblocked. Facilitate operating rhythms, track commitments, surface risks, and escalate when needed
- Continuously rethink how the Growth team operates, bringing fresh perspectives on process, tooling, and organizational design as the market shifts
Application process
- Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process
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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