Cloudflare
Senior Solutions Engineer, Developer Strategist
Join our team as a Senior Solutions Engineer, Developer Strategist at Cloudflare.
About Cloudflare About Cloudflare
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 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 Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
Locations
Texas
Georgia
New York
Washington, DC
Responsibilities
Support Complex Deals: Provide strategic guidance and direct support to sellers on complex, high-value Developer Platform deals, helping structure proposals, pricing, and terms to meet both customer needs and Cloudflare's business objectives.
Evangelize and Co‑Sell: Join customer and partner calls to provide guidance on workloads, products, commercial structures, and the overall value proposition of the Developer Platform.
Optimize Deal Workflows: Partner with Sales, Legal, Finance, and Product teams to streamline the deal review, approval, and contracting processes, ensuring efficiency and scalability for Developer Platform transactions.
Develop Pricing Strategies: Collaborate with Product and GTM teams to refine and implement pricing strategies, packaging, and licensing models that align with the value proposition of Developer Platform products and encourage adoption and expansion.
Enable Sales Teams: Develop and deliver training, playbooks, and best practices for the sales organization on how to effectively position, price, and negotiate Developer Platform solutions.
Analyze Deal Performance: Monitor and analyze deal trends, win/loss rates, and pricing effectiveness to identify opportunities for improvement and inform future commercial strategies.
Market Feedback Loop: Act as a conduit between sales teams and product/GTM, funneling market insights and customer feedback on pricing, packaging, and commercial terms to inform product roadmap and GTM strategies.
Program Support: Provide strategic support for programs such as Cloudflare for Startups and the Workers Launchpad accelerator from a deal strategy and commercialization perspective.
Strategic Vision Contribution: Contribute to the long‑term strategic vision for Developer Platform commercialization, including market segmentation, sales motion optimization, and competitive positioning.
Desired Skills, Knowledge, and Experience
6+ years of experience in business development or sales strategy, or a similar role focused on complex B2B sales cycles, preferably within a SaaS or Developer‑focused product environment.
Curiosity & growth mindset – always learning and wanting to stay up to speed on market trends.
Demonstrated ability to structure and negotiate high‑value, multi‑year SaaS agreements with large enterprise clients, addressing complex technology, security, compliance, and procurement requirements.
Strong sense of ownership; someone who takes initiative, works independently, and manages time effectively to drive commercial outcomes.
Excellent negotiation and communication skills, with the ability to influence and align stakeholders at all levels, from sales reps to executive leadership.
Highly customer‑centric, with a natural curiosity about technical products and a strategic mindset for solving complex commercial problems.
Comfortable working under pressure and adjusting priorities to meet deadlines in a fast‑moving environment.
Proven ability to understand complex technical solutions and translate their value into compelling commercial proposals.
Data‑driven, proficient in Excel/Google Sheets, and experienced in using data to inform commercial decisions.
Organized; someone who can stay on track and help keep others on track within a fast‑paced environment.
Background in Product‑Led Growth (PLG) is a strong plus.
Compensation
For Texas, Colorado, and Illinois based hires: Estimated annual salary of $208,000 – $254,000.
For New York City, New Jersey, Washington, DC, and California (excluding Bay Area) based hires: Estimated annual salary of $211,000 – $257,000.
This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan and may participate in Cloudflare’s equity plan.
Benefits Cloudflare offers a comprehensive benefits package, including health insurance, dental, vision, flexible spending accounts, commuter spending accounts, fertility & family forming benefits, on‑demand mental health support, Employee Assistance Program, travel medical insurance, disability insurance, life & accident insurance, 401(k) retirement savings plan, employee stock participation plan, flexible paid time off, inclusive parental and bereavement leave, and more. Benefits may vary for employees outside the United States.
Equal Employment Opportunity 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 diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other person's 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 let us know if you require a reasonable accommodation to apply: hr@cloudflare.com or 101 Townsend St., San Francisco, CA 94107.
#J-18808-Ljbffr
About Cloudflare About Cloudflare
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 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 Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
Locations
Texas
Georgia
New York
Washington, DC
Responsibilities
Support Complex Deals: Provide strategic guidance and direct support to sellers on complex, high-value Developer Platform deals, helping structure proposals, pricing, and terms to meet both customer needs and Cloudflare's business objectives.
Evangelize and Co‑Sell: Join customer and partner calls to provide guidance on workloads, products, commercial structures, and the overall value proposition of the Developer Platform.
Optimize Deal Workflows: Partner with Sales, Legal, Finance, and Product teams to streamline the deal review, approval, and contracting processes, ensuring efficiency and scalability for Developer Platform transactions.
Develop Pricing Strategies: Collaborate with Product and GTM teams to refine and implement pricing strategies, packaging, and licensing models that align with the value proposition of Developer Platform products and encourage adoption and expansion.
Enable Sales Teams: Develop and deliver training, playbooks, and best practices for the sales organization on how to effectively position, price, and negotiate Developer Platform solutions.
Analyze Deal Performance: Monitor and analyze deal trends, win/loss rates, and pricing effectiveness to identify opportunities for improvement and inform future commercial strategies.
Market Feedback Loop: Act as a conduit between sales teams and product/GTM, funneling market insights and customer feedback on pricing, packaging, and commercial terms to inform product roadmap and GTM strategies.
Program Support: Provide strategic support for programs such as Cloudflare for Startups and the Workers Launchpad accelerator from a deal strategy and commercialization perspective.
Strategic Vision Contribution: Contribute to the long‑term strategic vision for Developer Platform commercialization, including market segmentation, sales motion optimization, and competitive positioning.
Desired Skills, Knowledge, and Experience
6+ years of experience in business development or sales strategy, or a similar role focused on complex B2B sales cycles, preferably within a SaaS or Developer‑focused product environment.
Curiosity & growth mindset – always learning and wanting to stay up to speed on market trends.
Demonstrated ability to structure and negotiate high‑value, multi‑year SaaS agreements with large enterprise clients, addressing complex technology, security, compliance, and procurement requirements.
Strong sense of ownership; someone who takes initiative, works independently, and manages time effectively to drive commercial outcomes.
Excellent negotiation and communication skills, with the ability to influence and align stakeholders at all levels, from sales reps to executive leadership.
Highly customer‑centric, with a natural curiosity about technical products and a strategic mindset for solving complex commercial problems.
Comfortable working under pressure and adjusting priorities to meet deadlines in a fast‑moving environment.
Proven ability to understand complex technical solutions and translate their value into compelling commercial proposals.
Data‑driven, proficient in Excel/Google Sheets, and experienced in using data to inform commercial decisions.
Organized; someone who can stay on track and help keep others on track within a fast‑paced environment.
Background in Product‑Led Growth (PLG) is a strong plus.
Compensation
For Texas, Colorado, and Illinois based hires: Estimated annual salary of $208,000 – $254,000.
For New York City, New Jersey, Washington, DC, and California (excluding Bay Area) based hires: Estimated annual salary of $211,000 – $257,000.
This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan and may participate in Cloudflare’s equity plan.
Benefits Cloudflare offers a comprehensive benefits package, including health insurance, dental, vision, flexible spending accounts, commuter spending accounts, fertility & family forming benefits, on‑demand mental health support, Employee Assistance Program, travel medical insurance, disability insurance, life & accident insurance, 401(k) retirement savings plan, employee stock participation plan, flexible paid time off, inclusive parental and bereavement leave, and more. Benefits may vary for employees outside the United States.
Equal Employment Opportunity 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 diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other person's 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 let us know if you require a reasonable accommodation to apply: hr@cloudflare.com or 101 Townsend St., San Francisco, CA 94107.
#J-18808-Ljbffr