Strategic Partnerships Lead / Director

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s 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 Intern...

At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution ...

Available Locations: Austin, TX; San Francisco, CA; New York City

The web is undergoing a structural transition from a search-first economy to an AI-mediated, agentic ecosystem. Cloudflare sits in front of more than 20% of the world's web traffic, providing an unmatched, front-row view of how Large Language Models (LLMs), AI bots, and autonomous agents interact with digital content.
We are seeking a Strategic Partnerships Lead / Director to join Cloudflare’s Strategic Partnerships team. In this high-impact, zero-to-one role, you will define and execute our strategy to transform Cloudflare’s rich network and CDN data into actionable business, marketing, and Answer Engine Optimization (AEO) intelligence.
You will act as the crucial bridge between enterprise customers, Product & Engineering, and Go-To-Market (GTM) teams. Your mission is to build and commercialize the "Analytics of the Agentic Era"—helping non-technical business leaders, CMOs, and digital publishers measure content value, track agentic traffic, and optimize brand visibility across AI answer engines.
Partner closely with Product Management and Engineering to translate raw CDN, bot, and network traffic signals into executive-ready dashboards and commercial analytics products.
Help design first-party analytics tools tailored for business personas—focusing on metrics like scraping-to-referral ratios, prompt library integrations, LLM brand presence, and content gap analysis.
Run design partner programs with top enterprise customers and media brands to gather feedback, validate feature roadmaps, and co-develop analytics prototypes.
Collaborate with Cloudflare’s Enterprise Sales and GTM teams to package, price, and position the Advanced Analytics Suite for commercial buyers.
Create sales playbooks, value frameworks, and pitch materials that translate complex technical infrastructure data into compelling business stories for non-technical buyers.
Serve as a domain expert in high-stakes customer meetings, executive briefing centers (EBCs), and pilot programs.
Champion Cloudflare’s strategic positioning beyond security (CISOs) and infrastructure (CTOs), actively expanding our mindshare among CMOs, digital strategists, and commercial leaders.
Educate external stakeholders on critical concepts in the agentic web, such as Answer Engine Optimization (AEO), Generative Engine Optimization (GEO), and synthetic web traffic attribution.
Identify, evaluate, and structure strategic partnerships with adjacent players in the marketing tech and AI ecosystem (e.g., AEO measurement platforms, attribution providers, AI ad networks, and commercial data platforms).
Leverage ecosystem relationships to enrich Cloudflare’s analytics capabilities and build joint go-to-market motions.

10+ Years of Experience: Demonstrated track record in strategic partnerships, business development, product marketing, or strategy within digital media, martech, web analytics, or data platform ecosystems.
Technical + Commercial Fluency: Exceptional ability to understand complex technical infrastructure (CDNs, bot management, traffic logs, APIs) while possessing a keen empathy for marketing and business mechanics (KPIs, CAC/LTV, attribution, content monetization).
0-to-1 Builder Mindset: Proven experience taking early-stage, ambiguous product concepts from ideation to scaled commercial distribution.
C-Suite Storytelling & Communication: Superior written and verbal communication skills, with a track record of presenting to C-level executives (CMOs, CEOs) and simplifying complex developer concepts into strategic business imperatives.
Cross-Functional Leadership: Strong experience orchestrating alignment across engineering, product management, sales, legal, and executive leadership teams.
Location: Based in or willing to work hybrid from our San Francisco, CA or New York, NY or Austin, TX offices.