Developer GTM Strategy Manager, Cloudflare
Technical Programs
$153-221k
Salary dependent on location. Plus equity
Web performance and security platform
Open for applications
Web performance and security platform
1001+ employees
Open for applications
$153-221k
Salary dependent on location. Plus equity
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- 6+ years of experience in GTM strategy, business operations, revenue operations, technical program management, solutions strategy, consulting, or a similar cross-functional execution role
- Experience working with technical customer-facing teams such as Solutions Architects, Sales Engineers, Forward Deployed Engineers, Professional Services, Customer Engineering, Developer Relations, or Product
- Strong technical fluency, including the ability to understand customer architecture discussions, implementation tradeoffs, developer platform concepts, and the operating needs of technical GTM teams
- Strong program management ability, including managing complex work streams, driving accountability without direct authority, and keeping teams aligned under pressure
- Strong sense of ownership; someone who takes initiative, works independently, and manages time effectively
- Excellent cross-functional communication skills and the ability to influence and align stakeholders at all levels
- Highly customer-centric, with natural curiosity about technical products and a strategic mindset for solving complex problems
- Comfortable working under pressure and adjusting priorities to meet deadlines in a fast-moving environment
- Strong analytical skills, including comfort using spreadsheets, CRM data, and business dashboards to prioritize work and inform decisions
- Prior experience with Salesforce CRM, Tableau, BigQuery, or BoostUp is a plus
- Background in SaaS or Product-Led Growth (PLG) is a strong plus
What the job involves
- Cloudflare is looking for a Strategy Manager to join the Developer GTM Strategy & Incubation team, focused on Technical Programs
- This person will help Solutions Architects, Forward Deployed Engineers, Professional Services, and Developer GTM leadership identify the right customer opportunities, organize technical GTM work, and turn high-value customer engagement into repeatable programs and operating rhythms
- The Developer GTM Strategy & Incubation function exists to evolve the way the Developer GTM team works, designing systems, processes, and GTM motions that accelerate consumption at Cloudflare
- This role is focused on the technical side of that motion: where we should spend time, how we coordinate technical resources, how we run customer-facing programs, and how we measure whether technical work is driving the right business outcomes
- The right person is a high-agency operator with strong technical fluency. They do not need to be a Solutions Architect, but they should be comfortable working with technical products, customer architectures, implementation workflows, developer platforms, and customer-facing technical teams
- Build and scale technical programs: Design proactive programs for Solutions Architects, Forward Deployed Engineers, and related technical GTM teams. Turn ad hoc motions into repeatable playbooks, operating rhythms, and ownership models where it makes sense
- Coordinate strategic customer engagement: Project manage high-priority customer initiatives that require technical GTM support. Clarify goals, stakeholders, timelines, resourcing, risks, success criteria, and follow-up
- Plan and scale technical onsite visits: Build the planning model for strategic customer onsites, including intake, agenda design, staffing, prep, execution, post-onsite follow-up, and measurement
- Improve prioritization and visibility: Own a clear view of active technical engagements, upcoming opportunities, blockers, outcomes, and resourcing needs. Partner with Revenue Engineering, Data, Sales Strategy, and technical leaders on account propensity, engagement tracking, dashboards, and operating reviews
- Support Professional Services packaging and commercialization: Partner with Professional Services, Finance, Product, Sales Strategy, and GTM leaders on pricing, packaging, business cases, rollout plans, and feedback loops for technical services offerings
- Incubate and launch new technical programs: Lead high-priority projects across Developer GTM, support team planning and process improvements, turn technical activity into clear business narratives, and incubate new motions until they are measurable and ready for durable ownership
- Examples of projects this person may own:
- Build a proactive SA/FDE engagement program for a priority customer segment or product motion
- Partner on an account propensity model that helps determine SA/FDE prioritization, resourcing, and account coverage
- Stand up a technical engagement tracker for active customer work, resourcing, blockers, and outcomes
- Design the planning and follow-up model for technical onsite visits with strategic customers
- Partner with Professional Services to package a repeatable services motion and build the business case for rollout
- What Success Looks Like:
- Solutions Architects and FDEs have a clearer operating model for proactive programs and strategic customer engagements
- Leadership has a reliable view of technical revenue pipeline, engagement health, account propensity, and investment ROI
- Strategic customer initiatives and technical onsite visits move faster because goals, staffing, owners, success criteria, and follow-up are clear
- Professional Services offerings are easier to understand, price, package, and align to Cloudflare's broader consumption-led strategy
- New technical GTM motions move from ambiguous ideas to measurable programs with durable owners
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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