Cloudflare
Senior Solutions Engineer, Developer Strategist
Cloudflare, Washington, District of Columbia, us, 20022
Senior Solutions Engineer, Developer Strategist
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.
Locations: Texas, Georgia, New York, Washington, Washington DC – applicants must be located in one of these locations or be willing to relocate.
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: Support strategic programs like 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.
Examples of Desirable 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 the trends in the market.
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 Compensation may be adjusted depending on work location. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on‑target incentive compensation that may be attained in this role.
For Texas, Colorado, and Illinois based hires: Estimated annual salary of $208,000 - $254,000.
For New York City, New Jersey, Washington, Washington DC, and California (excluding Bay Area) based hires: Estimated annual salary of $211,000 - $257,000.
Equity This role is eligible to participate in Cloudflare’s equity plan.
Benefits Health & Welfare Benefits
Medical/Rx Insurance
Dental Insurance
Vision Insurance
Flexible Spending Accounts
Commuter Spending Accounts
Fertility & Family Forming Benefits
On‑demand mental health support and Employee Assistance Programme
Global Travel Medical Insurance
Financial Benefits
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Time Off
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave
Additional Information 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 person's, 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
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Locations: Texas, Georgia, New York, Washington, Washington DC – applicants must be located in one of these locations or be willing to relocate.
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: Support strategic programs like 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.
Examples of Desirable 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 the trends in the market.
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 Compensation may be adjusted depending on work location. This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on‑target incentive compensation that may be attained in this role.
For Texas, Colorado, and Illinois based hires: Estimated annual salary of $208,000 - $254,000.
For New York City, New Jersey, Washington, Washington DC, and California (excluding Bay Area) based hires: Estimated annual salary of $211,000 - $257,000.
Equity This role is eligible to participate in Cloudflare’s equity plan.
Benefits Health & Welfare Benefits
Medical/Rx Insurance
Dental Insurance
Vision Insurance
Flexible Spending Accounts
Commuter Spending Accounts
Fertility & Family Forming Benefits
On‑demand mental health support and Employee Assistance Programme
Global Travel Medical Insurance
Financial Benefits
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Time Off
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave
Additional Information 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 person's, 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.
#J-18808-Ljbffr