Cloudflare
Director, Developer Solutions Strategist
Join Cloudflare to apply for this Director, Developer Solutions Strategist role at Cloudflare. About the Company
Cloudflare is on a mission to help build a better Internet. Our global network protects and accelerates applications without hardware, software, or code changes, powering millions of websites and Internet properties worldwide. We are recognized as one of the World’s Most Innovative Companies and have received numerous accolades for our work. About the Role
We are hiring a Director to lead regional managers across Americas, EMEA, and APAC. The Director will set the global Developer Solution Strategist (DSS) strategy, standardize operating rhythms, hire and develop managers, and ensure consistent execution on activation → expansion → commercial structure while coordinating pricing/contract approvals with governance teams. What you will do
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 regional Managers; set expectations, run QBRs, and establish a clear career ladder for 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, option frameworks (PAYG vs. commit), ROI/TCO narratives, concession “give/get” rules, and approval SLAs. 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. Close the loop with Product & PMM. 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 a clear sunset plan as regions become 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. Who you are
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. Prior work in multiple geographies (Americas, EMEA, APAC) and with marketplace motions. Compensation
Compensation may be adjusted depending on work location. For Bay Area based hires: Estimated annual salary of $353,000 - $393,000 - $431,000 Equity
This role is eligible to participate in Cloudflare’s equity plan. Benefits
Cloudflare offers a comprehensive benefits program. The following is a description of benefits for employees in the United States; benefits may vary for employees outside the U.S. 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 Program 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 Export Control
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. Equal Opportunity Employer
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. Accommodations
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. We’re excited to hear from you!
Sound like something you’d like to be a part of? We’d love to hear from you! Job Details
Seniority Level: Director Employment Type: Full‑time Job Function: Engineering and Information Technology Industries: IT Services and IT Consulting, Technology, Information and Internet, and Computer and Network Security
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Join Cloudflare to apply for this Director, Developer Solutions Strategist role at Cloudflare. About the Company
Cloudflare is on a mission to help build a better Internet. Our global network protects and accelerates applications without hardware, software, or code changes, powering millions of websites and Internet properties worldwide. We are recognized as one of the World’s Most Innovative Companies and have received numerous accolades for our work. About the Role
We are hiring a Director to lead regional managers across Americas, EMEA, and APAC. The Director will set the global Developer Solution Strategist (DSS) strategy, standardize operating rhythms, hire and develop managers, and ensure consistent execution on activation → expansion → commercial structure while coordinating pricing/contract approvals with governance teams. What you will do
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 regional Managers; set expectations, run QBRs, and establish a clear career ladder for 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, option frameworks (PAYG vs. commit), ROI/TCO narratives, concession “give/get” rules, and approval SLAs. 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. Close the loop with Product & PMM. 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 a clear sunset plan as regions become 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. Who you are
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. Prior work in multiple geographies (Americas, EMEA, APAC) and with marketplace motions. Compensation
Compensation may be adjusted depending on work location. For Bay Area based hires: Estimated annual salary of $353,000 - $393,000 - $431,000 Equity
This role is eligible to participate in Cloudflare’s equity plan. Benefits
Cloudflare offers a comprehensive benefits program. The following is a description of benefits for employees in the United States; benefits may vary for employees outside the U.S. 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 Program 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 Export Control
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. Equal Opportunity Employer
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. Accommodations
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. We’re excited to hear from you!
Sound like something you’d like to be a part of? We’d love to hear from you! Job Details
Seniority Level: Director Employment Type: Full‑time Job Function: Engineering and Information Technology Industries: IT Services and IT Consulting, Technology, Information and Internet, and Computer and Network Security
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