About the Job
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 ...
At 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 ...
Key Responsibilities
We are hiring a Sr. Director, Developer Solution Strategists to lead an elite team of Solution Strategists aligned to their sales regions. You will set the global DSS strategy, standardize operating rhythms, and ensure consistent execution on activation → expansion → commercial structure.
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.
Own 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 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, commercial frameworks, and ROI/TCO narratives. 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.
Align with Solution Architects and FDEs. Closely partner with your technical counterparts to run GTM motions in lock step with identified product-market fit.
Close the loop with Product. 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 drive toward helping regions become increasingly 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 Cloudflare’s values in every region.
Required Skills & Abilities
10+ 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.
Builder’s 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 communicator—clear writer and presenter—from developer ICs to executive sponsors.
Experience enabling large field organizations with playbooks, training, and tooling; passion for coaching managers and building bench strength
Background in usage-based/consumption pricing and commit structures
Experience with startup programs or digital-native segments
Bonus points for former startup founders and builders of overlay programs focused on developer GTM
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re 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, we've equipped more than 2,400 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 Cloudflare’s 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, we've 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. Here’s the deal - we don’t 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 you’d like to be a part of? We’d love to hear from you!
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.
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.
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