Cloudflare · 2 weeks ago
Director, Developer Solutions Strategist
Austin, TX
Full-time
Hybrid
Director/Executive
$353K/yr - $431K/yr
10+ years expCloudflare is on a mission to help build a better Internet, operating one of the world’s largest networks that powers millions of websites. The Director, Developer Solutions Strategist will lead a team of regional Managers to set global strategy, standardize operations, and drive commercial outcomes in developer engagement.
AnalyticsEnterprise SoftwareSecurityWeb Hosting
Responsibilities
Own the global DSS strategy and operating model. Define goals, scorecards, and cadences for regional teams (usage activation, expansion, proposal velocity, win rate, disciplined discounting, sourced/influenced pipeline)
Build and lead a high-performing, distributed org. Hire, develop, and coach regional Managers; set expectations, run QBRs, and establish a clear career ladder for Solution Strategists
Drive activation → expansion for priority workloads. Ensure teams use usage telemetry to identify 'next-best actions,' expansion paths, and strategic accounts; publish a weekly global 'usage radar.'
Standardize commercial design. Maintain global proposal templates, option frameworks (PAYG vs. commit), ROI/TCO narratives, concession 'give/get' rules, and approval SLAs. Pricing and non-standard terms remain with Finance/Legal; DSS designs and shepherds
Run pipeline and deal reviews. Establish a global rhythm for opportunity triage, strategic deal reviews, and win/loss analysis; surface systemic blockers and drive resolution with Sales, Deal Desk, Security, and Legal
Enable the field at scale. Ship workload blueprints, playbooks, calculators, objection handling, and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and lift
Close the loop with Product & PMM. Translate field insights into clear, quantified recommendations on positioning, packaging, limits, and roadmap; track impact ($) 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
Qualification
Required
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
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
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave
Company
Cloudflare
Cloudflare is a web performance and security company that provides online services to protect and accelerate websites online.
1001-5000 employees
H1B Sponsorship
Cloudflare has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (117)
2024 (115)
2023 (66)
2022 (98)
2021 (83)
2020 (37)
Funding
Current Stage
Public CompanyTotal Funding
$2.08BKey Investors
Franklin TempletonFidelityUnion Square Ventures
2025-06-13Post Ipo Debt· $1.75B
2019-09-12IPO
2019-03-12Series E· $150M
Leadership Team
Matthew Prince
CEO & Co-Founder
Lee Holloway
Co-Founder & Lead Engineer
Recent News
2026-01-11
2026-01-11
Company data provided by crunchbase