Program Lead Strategic CDN Accounts GTM
About The Position
Cloudflare is seeking a Program Lead, Strategic CDN Accounts to shape and execute account strategies for high-priority customers in the content delivery and application performance market. The role partners with account teams and leaders across Cloudflare to identify growth opportunities, coordinate executive engagement, and turn strategic account plans into measurable action. The Strategic CDN Accounts function combines customer insight, market intelligence, product expertise, and cross-functional execution to deepen relationships with priority customers and help teams understand customer priorities, build differentiated perspectives, align internal resources, and create momentum across complex opportunities. The position is suited to someone with a background in strategic account planning, go-to-market strategy, business or revenue operations, consulting, or strategic programs who enjoys ambiguous, high-impact work and can move from insight to execution. The role involves aligning senior stakeholders without direct authority and developing clear, practical plans from complex account situations. Available locations are Austin, New York, and San Francisco. The role is eligible to participate in Cloudflare’s equity plan.
Requirements
- At least 6 years of experience in strategic account planning, GTM strategy, business operations, revenue operations, strategic programs, consulting, product strategy, or a similar cross-functional role.
- Experience developing and executing account plans for complex enterprise customers or strategic opportunities.
- Experience translating customer, market, or competitive insights into commercial strategy and field execution.
- Experience driving complex initiatives across Sales, Product, Marketing, Enablement, Solutions Engineering, Customer Success, and executive stakeholders.
- Strong judgment and ability to simplify ambiguous account situations into practical plans.
- Excellent written and verbal communication skills, including creating customer-specific narratives, executive readouts, account plans, operating plans, and field guidance.
- Strong program management skills, including ownership of timelines, workstreams, dependencies, risks, decisions, metrics, and follow-through.
- Business acumen and comfort using data to prioritize accounts, stakeholders, opportunities, investments, and tradeoffs.
- High ownership and a strong bias for action; comfort advancing work without perfect information and aligning teams without direct authority.
- Curiosity about how Internet infrastructure is built, bought, operated, and modernized.
Nice To Haves
- Experience with enterprise technology, networking, content delivery, application performance, cloud infrastructure, or related categories.
- Familiarity with account-based GTM, strategic selling, executive engagement, competitive analysis, or market segmentation.
Responsibilities
- Partner with account teams and CDN leadership to develop and maintain actionable strategic plans for priority accounts, including customer priorities, initiatives, technical environments, stakeholders, decision processes, competitive dynamics, opportunities, risks, and next steps.
- Use customer, industry, product, usage, and market intelligence to identify and prioritize expansion opportunities, accounts, buying centers, use cases, and actions.
- Establish and manage the operating rhythm for strategic accounts, including reviews, action plans, executive alignment, stakeholder mapping, opportunity tracking, decision logs, and follow-through.
- Translate customer priorities and market developments into customer-specific Cloudflare narratives, messaging, proof points, discovery guidance, executive conversation plans, and engagement strategies in partnership with internal teams.
- Coordinate account teams, leaders, and subject-matter experts around customer priorities, meeting objectives, sequencing, ownership, dependencies, and follow-up.
- Synthesize customer feedback, industry trends, competitive intelligence, and incumbent-technology insights into practical recommendations to anticipate objections, sharpen differentiation, and identify opportunities.
- Turn successful approaches across priority accounts into repeatable plays, planning tools, enablement, and operating mechanisms; establish feedback loops and metrics to assess effectiveness.
- Prepare concise account reviews, leadership readouts, decision documents, executive briefings, stakeholder updates, and action trackers.
- Build multi-quarter account plans; establish portfolio planning and review rhythms; develop customer-specific points of view and executive engagement plans; and coordinate cross-functional account strategies.
- Translate customer and competitive research into messaging, discovery questions, objection handling, proof points, and meeting preparation.
- Identify recurring patterns across accounts and develop repeatable account-based growth plays or field enablement packages.
- Prepare leaders for strategic customer meetings and track account-level progress, converting field feedback into recommendations for product, marketing, enablement, and GTM leadership.
Benefits
- Medical/Rx insurance
- Dental insurance
- Vision insurance
- Flexible spending accounts
- Commuter spending accounts
- Fertility and family-forming benefits
- On-demand mental health support and Employee Assistance Program
- Global travel medical insurance
- Short- and long-term disability insurance
- Life and 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
- Equity plan participation
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
