About Cloudflare
We're building a better Internet. Our Developer Platform-Workers, Workers AI, R2, D1, KV, Durable Objects, Queues, Stream, Pages, AI Gateway, Vectorize/AI Search-lets teams ship globally fast, with security and performance built in.
About the Team
Developer GTM is the fastest growing team at Cloudflare. We're focused on being the best place for companies to build end-to-end modern applications. The Developer Solution Strategist (DSS) org partners with Sales, Product, PMM, DevRel, Finance, and Legal to: convert usage into proposals, align pricing/packaging, enable the field with repeatable plays, and feed real signal back into product and go-to-market.
About the Role
You run the day-to-day for a regional DSS team. You coach strategists, drive activation → expansion on priority workloads, keep proposals disciplined, and accelerate the right deals-while working inside the global operating model set by the Director.
What You'll Do
- Lead the pod: Manage a regional team of Solution Strategists aligned to Sales teams; set goals, coach, and raise the bar on writing and deal quality.
- Run the cadence: Weekly usage radar, pipeline triage, stuck-deal unblocks, and strategic deal reviews (with win/loss hygiene).
- Drive activation → expansion: Turn telemetry into next-best actions, identify expansion paths, and prioritize strategic accounts for Workers/AI, data, media, and real-time workloads.
- Standardize commercial design: Ensure global proposal templates (PAYG vs. commit), ROI/TCO, and "give/get" rules are used; route non-standard terms to Finance/Legal; protect price integrity.
- Enable the field: Ship and drive adoption of workload playbooks, talk tracks, calculators, objection handling; partner with Sales leadership on monthly enablement.
- Deal surgery: Join key customer calls; craft crisp option sets; unblock Security, Legal, and Deal Desk issues quickly.
- Close the loop: Package field insights (customer, competitive, pricing) into clear recommendations for Product/PMM; track the $ impact of changes.
- Forecast & report: Maintain a precise view of pipeline health, risks, and upside for your region; own the DSS scorecard locally.
Who You Are
- Experienced operator: 6-10+ years across developer platforms, solutions/pre-sales, deal strategy, or sales; 2+ years leading ICs or team leads.
- Technically credible: Comfortable reviewing architectures across Workers/Workers AI, data stores (R2, D1, KV), Durable Objects, Queues, Stream; clear technical writing.
- Commercially fluent: Usage-based pricing, commits, proposal structure, approvals path; steady hand with Deal Desk/Finance/Legal.
- Data-driven: You work from telemetry; Sheets/SQL-level analysis is second nature.
- Crisp communicator: Executive-ready writing and presence; strong cross-functional collaborator.
- Nice to have: Marketplace/co-sell experience; startup/digital-native focus; multi-geo collaboration.
Guardrails & Ways of Working
- Pricing and non-standard terms are approved by Finance/Legal; DSS designs and shepherds.
- Standards set globally; you adapt locally for speed and results.
- Bias to action: clear owners, clear SLAs, fast feedback.
Your Scorecard (regional)
- Activation → expansion rate on priority workloads
- Proposal cycle time & win rate
- Discount delta vs. guardrails
- Sourced/influenced pipeline and bookings
- Hiring, onboarding, and building playbooks and enablement plans
Top Skills
What We Do
Cloudflare, Inc. (NYSE: NET) is the leading connectivity cloud company on a mission to help build a better Internet. It empowers organizations to make their employees, applications and networks faster and more secure everywhere, while reducing complexity and cost. Cloudflare’s connectivity cloud delivers the most full-featured, unified platform of cloud-native products and developer tools, so any organization can gain the control they need to work, develop, and accelerate their business.
Powered by one of the world’s largest and most interconnected networks, Cloudflare blocks billions of threats online for its customers every day. It is trusted by millions of organizations – from the largest brands to entrepreneurs and small businesses to nonprofits, humanitarian groups, and governments across the globe.
Why Work With Us
Cloudflare employees come from all walks of life. We are mission-driven, and our team is energized by a collaborative, creative environment that celebrates our differences and fosters new ways to grow together.
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Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We are committed to developing a global team that is distributed with a flexible working approach. Doing this equitably and inclusively is essential to our success. Visit our careers site for more on 'How & Where We Work.'
