Developer GTM Strategy Manager, Technical Programs

### About Us 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. 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 using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. ## Available Locations - Austin, US - New York, US - San Francisco, US ## About the Role Cloudflare is looking for a Strategy Manager to join the Developer GTM Strategy & Incubation team, focused on Technical Programs. This person will help Solutions Architects, Forward Deployed Engineers, Professional Services, and Developer GTM leadership identify the right customer opportunities, organize technical GTM work, and turn high-value customer engagement into repeatable programs and operating rhythms. The Developer GTM Strategy & Incubation function exists to evolve the way the Developer GTM team works, designing systems, processes, and GTM motions that accelerate consumption at Cloudflare. This role is focused on the technical side of that motion: where we should spend time, how we coordinate technical resources, how we run customer-facing programs, and how we measure whether technical work is driving the right business outcomes. The right person is a high-agency operator with strong technical fluency. They do not need to be a Solutions Architect, but they should be comfortable working with technical products, customer architectures, implementation workflows, developer platforms, and customer-facing technical teams. ## Responsibilities - **Build and scale technical programs:** Design proactive programs for Solutions Architects, Forward Deployed Engineers, and related technical GTM teams. Turn ad hoc motions into repeatable playbooks, operating rhythms, and ownership models where it makes sense. - **Coordinate strategic customer engagement:** Project manage high-priority customer initiatives that require technical GTM support. Clarify goals, stakeholders, timelines, resourcing, risks, success criteria, and follow-up. - **Plan and scale technical onsite visits:** Build the planning model for strategic customer onsites, including intake, agenda design, staffing, prep, execution, post-onsite follow-up, and measurement. - **Improve prioritization and visibility:** Own a clear view of active technical engagements, upcoming opportunities, blockers, outcomes, and resourcing needs. Partner with Revenue Engineering, Data, Sales Strategy, and technical leaders on account propensity, engagement tracking, dashboards, and operating reviews. - **Support Professional Services packaging and commercialization:** Partner with Professional Services, Finance, Product, Sales Strategy, and GTM leaders on pricing, packaging, business cases, rollout plans, and feedback loops for technical services offerings. - **Incubate and launch new technical programs:** Lead high-priority projects across Developer GTM, support team planning and process improvements, turn technical activity into clear business narratives, and incubate new motions until they are measurable and ready for durable ownership. **Examples of projects this person may own** - Build a proactive SA/FDE engagement program for a priority customer segment or product motion. - Partner on an account propensity model that helps determine SA/FDE prioritization, resourcing, and account coverage. - Stand up a technical engagement tracker for active customer work, resourcing, blockers, and outcomes. - Design the planning and follow-up model for technical onsite visits with strategic customers. - Partner with Professional Services to package a repeatable services motion and build the business case for rollout. **What Success Looks Like** - Solutions Architects and FDEs have a clearer operating model for proactive programs and strategic customer engagements. - Leadership has a reliable view of technical revenue pipeline, engagement health, account propensity, and investment ROI. - Strategic customer initiatives and technical onsite visits move faster because goals, staffing, owners, success criteria, and follow-up are clear. - Professional Services offerings are easier to understand, price, package, and align to Cloudflare's broader consumption-led strategy. - New technical GTM motions move from ambiguous ideas to measurable programs with durable owners. ## Desirable Skills, Knowledge, and Experience *At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every single box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply.* - 6+ years of experience in GTM strategy, business operations, revenue operations, technical program management, solutions strategy, consulting, or a similar cross-functional execution role. - Experience working with technical customer-facing teams such as Solutions Architects, Sales Engineers, Forward Deployed Engineers, Professional Services, Customer Engineering, Developer Relations, or Product. - Strong technical fluency, including the ability to understand customer architecture discussions, implementation tradeoffs, developer platform concepts, and the operating needs of technical GTM teams. - Strong program management ability, including managing complex work streams, driving accountability without direct authority, and keeping teams aligned under pressure. - Strong sense of ownership; someone who takes initiative, works independently, and manages time effectively. - Excellent cross-functional communication skills and the ability to influence and align stakeholders at all levels. - Highly customer-centric, with natural curiosity about technical products and a strategic mindset for solving complex problems. - Comfortable working under pressure and adjusting priorities to meet deadlines in a fast-moving environment. - Strong analytical skills, including comfort using spreadsheets, CRM data, and business dashboards to prioritize work and inform decisions. - Prior experience with Salesforce CRM, Tableau, BigQuery, or BoostUp is a plus. - Background in SaaS or Product-Led Growth (PLG) is a strong plus. ## Compensation Compensation may be adjusted depending on work location. - For Bay Area based hires: Estimated annual salary of $161,000 - $221,000 - For NYC based hires: Estimated annual salary of $153,000 - $210,000 ### Equity This role is eligible to participate in Cloudflare’s equity plan. ### Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based 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 ### 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**](https://blog.cloudflare.com/protecting-free-expression-online/): 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](https://www.cloudflare.com/athenian/)**: 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**](https://1.1.1.1/): We released [1.1.1.1](https://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](https://developers.cloudflare.com/1.1.1.1/privacy/public-dns-resolver) 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. 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. 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