Program Lead Strategic CDN Accounts GTM

Cloudflare•San Francisco, CA

About The Position

Cloudflare is seeking a Program Lead 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. The Program Lead helps account teams understand customer priorities, develop differentiated points of view, align internal resources, and build momentum across complex, multi-stakeholder opportunities. This role suits someone comfortable with ambiguous, high-impact work who can move from insight to execution and align senior stakeholders without direct authority. The role may involve developing customer-specific plans and narratives, establishing account operating rhythms, coordinating cross-functional and executive engagement, and creating repeatable programs and tools. Applicants who progress to the offer stage may be asked to attend an in-person interview at a Cloudflare office or hub. The position may require access to information protected under U.S. export control laws, and an offer may be conditioned on authorization to receive controlled software or technology without export-license sponsorship.

Requirements

At least 6 years of experience in strategic account planning, go-to-market 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 turning customer, market, or competitive insight 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 a practical plan.
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; comfortable 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 go-to-market, strategic selling, executive engagement, competitive analysis, or market segmentation.

Responsibilities

Partner with account teams and CDN leadership to develop and maintain actionable plans for priority accounts, mapping customer priorities, initiatives, technical environments, stakeholders, decision processes, competitive dynamics, whitespace, 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 maintain an operating rhythm for strategic accounts, including account reviews, action plans, executive alignment, stakeholder mapping, opportunity tracking, decision logs, and follow-through.
Translate customer business priorities and market developments into relevant Cloudflare narratives, messaging, proof points, discovery guidance, executive conversation plans, and engagement strategies in partnership with cross-functional 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 account-strategy recommendations.
Help account teams anticipate objections, sharpen differentiation, and identify opportunities to change customers’ perspectives on their current approach.
Identify patterns across priority accounts and turn successful approaches into repeatable plays, planning tools, enablement, and operating mechanisms.
Establish feedback loops and metrics to assess what is working and how the account motion should evolve.
Prepare concise account reviews, leadership readouts, decision documents, executive briefings, stakeholder updates, and action trackers.
Track account-level progress and convert field feedback into recommendations for product, marketing, enablement, and go-to-market leadership.
Prepare leaders for strategic customer meetings by clarifying objectives, stakeholder dynamics, value hypotheses, risks, and follow-through.

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