Director, Developer Solutions Strategist at Cloudflare

About UsAt Cloudflare we are on a mission to help build a better Internet. Today the company runs one of the worlds largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware installing software or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network which gets smarter with every request. As a result they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazines Top Company Cultures list and ranked among the Worlds Most Innovative Companies by Fast Company.We realize people do not fit into neat boxes. 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. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!Locations: Austin TX New York SFAbout CloudflareAt Cloudflare our mission is bold yet simple: to help build a better Internet. Our global network handles trillions of requests each month protecting and accelerating applications without added hardware software or code changes. Our Developer Platform including Workers Workers AI R2 KV Durable Objects and Pages empowers developers to build and deploy applications globally faster than ever before.About the TeamThe Developer GTM organization is a startup within Cloudflare driving how we attract inspire and grow the next generation of builders. We are redefining what developer acquisition looks like in a world where AI and distributed agents are reshaping the stack. Our mission is to create new pathways for developers to discover Cloudflare whether through ecosystem partnerships high impact content or creative field engagement.We are builders storytellers and connectors united by one goal: to make Cloudflare the most exciting place for developers to build.The Developer Solution Strategist (DSS) organization sits inside Developer GTM and partners tightly with Sales Product Finance Legal PMM and DevRel. DSS connects developer activation to durable commercial outcomes: shaping usage into clear proposals aligning pricing and packaging enabling the field with repeatable plays and feeding real-world signal back into product and go-to-market.About the RoleWe are hiring a Director Developer Solution Strategists to lead regional Managers in Americas EMEA and APAC each managing teams of Solution Strategists aligned to their sales regions. You will set the global DSS strategy standardize operating rhythms hire and develop managers and ensure consistent execution on activation expansion commercial structurewhile keeping pricing/contract approvals with the right governance teams.This leader is equally fluent in developer workloads and commercial mechanics can operate from strategy to hands-on deal guidance and is energized by building a high-trust partnership with field leadership worldwide.What You Will DoOwn the global DSS strategy and operating model. Define goals scorecards and cadences for regional teams (usage activation expansion proposal velocity win rate disciplined discounting sourced/influenced pipeline).Build and lead a high-performing distributed org. Hire develop and coach regional Managers; set expectations run QBRs and establish a clear career ladder for Solution Strategists.Drive activation expansion for priority workloads. Ensure teams use usage telemetry to identify next-best actions expansion paths and strategic accounts; publish a weekly global usage radar.Standardize commercial design. Maintain global proposal templates option frameworks (PAYG vs. commit) ROI/TCO narratives concession give/get rules and approval SLAs. Pricing and non-standard terms remain with Finance/Legal; DSS designs and shepherds.Run pipeline and deal reviews. Establish a global rhythm for opportunity triage strategic deal reviews and win/loss analysis; surface systemic blockers and drive resolution with Sales Deal Desk Security and Legal.Enable the field at scale. Ship workload blueprints playbooks calculators objection handling and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and lift.Close the loop with Product & PMM. Translate field insights into clear quantified recommendations on positioning packaging limits and roadmap; track impact ($) of changes.Partner with Programs. Support startups/accelerators and targeted campaigns with BDR/Marketing with a clear sunset plan as regions become self-sufficient.Forecasting & planning. Own DSS headcount planning coverage models by segment/geo and quarterly objectives; partner with RevOps for attribution and instrumentation.Culture & quality. Raise the bar on writing narrative clarity and executive communication; model Cloudflares values in every region.Who You Are10 years in developer platforms pre-sales/solutions deal strategy or commercial architecture; 4 years leading managers across multiple regions/time zones.Proven ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales Finance Legal and Security.Builders mindset with strong operational chops: you design operating models write crisp narratives and drive cross-functional execution.Data-driven and fluent in product usage telemetry; comfortable with Sheets/SQL-level analysis to size opportunities and measure impact.Exceptional communicatorclear writer and presenterfrom developer ICs to executive sponsors.Experience enabling large field organizations with playbooks training and tooling; passion for coaching managers and building bench strengthBackground in usage-based/consumption pricing and commit structuresExperience with startup programs or digital-native segmentsPrior work in multiple geographies (Americas EMEA APAC) and with marketplace motionsCompensationCompensation may be adjusted depending on work location.For Bay Area based hires: Estimated annual salary of $353000 - $393000 - $431000 EquityThis role is eligible to participate in Cloudflares equity plan.BenefitsCloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses support caregiving build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States and benefits may vary for employees based outside the U.S.Health & Welfare BenefitsMedical/Rx InsuranceDental InsuranceVision InsuranceFlexible Spending AccountsCommuter Spending AccountsFertility & Family Forming BenefitsOn-demand mental health support and Employee Assistance ProgramGlobal Travel Medical InsuranceFinancial BenefitsShort and Long Term Disability InsuranceLife & Accident Insurance401(k) Retirement Savings PlanEmployee Stock Participation PlanTime OffFlexible paid time off covering vacation and sick leaveLeave programs including parental pregnancy health medical and bereavement leaveWhat Makes Cloudflare SpecialWere not just a highly ambitious large-scale technology company. Were a highly ambitious large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.Project Galileo: Since 2014 weve equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflares enterprise customers--at no cost.Athenian Project: In 2017 we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free so that their constituents have access to election information and voter registration. Since the project weve provided services to more than 425 local government election websites in 33 states.1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Heres the deal - we dont store client IP addresses never ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.Sound like something youd like to be a part of Wed love to hear from you!This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other persons perceived or actual race color religion sex gender gender identity gender expression sexual orientation national origin ancestry citizenship age physical or mental disability medical condition family care status or any other basis protected by law. We are an AA/Veterans/Disabled Employer.Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include but are not limited to changing the application process providing documents in an alternate format using a sign language interpreter or using specialized equipment. If you require a reasonable accommodation to apply for a job please contact us via e-mail at or via mail at 101 Townsend St. San Francisco CA 94107.Required Experience:Director Key Skills Organizational Management,Presentation Skills,Agile,SAFe,AWS,Solution Architecture,Conflict Management,Data Management,Scrum,Team Management,Pre-sales,Management Consulting Employment Type : Full Time Experience: years Vacancy: 1 Monthly Salary Salary: 353000 - 431000