Senior Director, Pricing & Monetization

Cloudflare•San Francisco, CA

9d•$285,000 - $340,000

About The Position

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. We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! Available Locations: Austin, TX, San Francisco, CA About the Pricing Team The Pricing & Monetization team is a critical, cross-functional group operating at the intersection of Product, Go-to-Market (GTM), and Finance. We are passionate about driving commercial success by building innovative business models, optimizing the monetization of Cloudflare’s product portfolio, and successfully launching new offerings. We are seeking a visionary and dynamic leader passionate about GTM innovation, commercialization strategy, and program development to join one of the fastest-growing technology companies in the world. As a Senior Director, Pricing and Monetization, you will structure and lead critical, cross-functional initiatives to implement commercial models that drive growth, maximize revenue and profit potential, and optimize our Go-to-Market motion. Strategy & Execution: Drive highly visible projects, working cross-functionally to structure complex problems, analyze opportunities, and deliver data-driven recommendations and impactful results. Monetization & GTM: Partner with Sales, Marketing, and Product leaders to define new business models, establish monetization strategies for groundbreaking new offerings, refine packaging and pricing for existing products, and set the vision for future GTM motions and supporting systems.. Portfolio Optimization: Optimize the product portfolio by creating effective strategies and programs to increase cross-sell and up-sell. Governance & Implementation: Guide pricing proposals through Cloudflare’s governance process from concept through full implementation. Financial Insights: Develop analytical insights in partnership with Finance to inform Cloudflare's overall revenue strategy, including the evolution of consumption-based pricing, customer lifetime value and cohort analysis, and discount optimization. Research: Conduct primary research (qualitative customer interviews, quantitative market research) and deliver logically reasoned, data-driven pricing recommendations to achieve strategic and financial goals. You should possess a deep understanding of both the business and the data, capable of delivering proactive analysis and strategic insights. Strong executive communication, consensus-building capabilities, and a proven ability to thrive in an unstructured, collaborative environment are essential. Experience in management consulting and the technology market is highly valued.

Requirements

6-8 years of experience post-MBA in a combination of strategy and business operations within an Enterprise SaaS or technology company.
Demonstrated success in commercialization strategy, driving large initiatives from framing the problem and conducting analysis to building business/operational plans and ensuring successful execution.
Strong people development and influencing skills. Proven ability to build, lead, mentor, and empower a high-performing team.
Excellent communication and interpersonal skills, with the ability to build trust and influence stakeholders at all levels, from individual contributors to executive leadership.
Strong data handling and financial skills, enabling you to work on sophisticated business issues without supervision and deliver proactive analysis and insights.
Self-starter with a "Can Do" attitude who thrives in a fast-paced, collaborative, and innovative high-growth environment.
Personal interest in technology and Internet services is essential.
Master of Business Administration required
Bachelor’s degree in Business, Finance, Engineering or an equivalent

Nice To Haves

Prior top-tier management consulting and/or corporate strategy experience in a technology company is highly desired.

Responsibilities

Drive highly visible projects, working cross-functionally to structure complex problems, analyze opportunities, and deliver data-driven recommendations and impactful results.
Partner with Sales, Marketing, and Product leaders to define new business models, establish monetization strategies for groundbreaking new offerings, refine packaging and pricing for existing products, and set the vision for future GTM motions and supporting systems.
Optimize the product portfolio by creating effective strategies and programs to increase cross-sell and up-sell.
Guide pricing proposals through Cloudflare’s governance process from concept through full implementation.
Develop analytical insights in partnership with Finance to inform Cloudflare's overall revenue strategy, including the evolution of consumption-based pricing, customer lifetime value and cohort analysis, and discount optimization.
Conduct primary research (qualitative customer interviews, quantitative market research) and deliver logically reasoned, data-driven pricing recommendations to achieve strategic and financial goals.

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