Sr. Director, Developer Solutions Strategist

Cloudflare•Austin, TX

16h

About The Position

Cloudflare is hiring a Sr. Director, Developer Solution Strategists to lead a distributed team of Solution Strategists aligned to sales regions. The role sets the global Developer Solution Strategist (DSS) strategy and operating model, establishes consistent operating rhythms, and drives execution from developer activation through expansion and commercial structuring. The leader partners closely with field leadership and cross-functional teams, connecting developer usage to durable commercial outcomes through proposals, pricing and packaging alignment, repeatable sales plays, and feedback to Product and go-to-market teams. The role combines knowledge of developer workloads with commercial strategy and hands-on deal guidance. It includes building and coaching the organization, using product usage data to identify expansion opportunities, standardizing commercial materials, reviewing pipelines and strategic deals, enabling the field, informing product decisions, and planning DSS capacity and coverage. The position is listed for Austin, Texas.

Requirements

10+ years of experience in developer platforms, pre-sales or solutions, deal strategy, or commercial architecture.
4+ years leading managers across multiple regions or time zones.
Demonstrated ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales, Finance, Legal, and Security.
Builder’s mindset and strong operational skills, including designing operating models, writing clear narratives, and driving cross-functional execution.
Data-driven and fluent in product usage telemetry; able to use Sheets- or SQL-level analysis to size opportunities and measure impact.
Exceptional written and verbal communication skills, from developer individual contributors 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 or consumption pricing and commit structures.

Nice To Haves

Experience with startup programs or digital-native segments.
Former startup founder.
Experience building overlay programs focused on developer go-to-market.

Responsibilities

Own the global DSS strategy and operating model, including goals, scorecards, and cadences for regional teams covering usage activation, expansion, proposal velocity, win rate, disciplined discounting, and sourced or influenced pipeline.
Build and lead a high-performing distributed organization by hiring, developing, and coaching Solution Strategists.
Drive activation and expansion for priority workloads by using usage telemetry to identify next-best actions, expansion paths, and strategic accounts, and publish a weekly global usage radar.
Standardize commercial design by maintaining global proposal templates, commercial frameworks, and ROI/TCO narratives; DSS designs and shepherds proposals while pricing and non-standard terms remain with Finance and Legal.
Establish global rhythms for opportunity triage, strategic deal reviews, and win/loss analysis; identify systemic blockers and drive resolution with Sales, Deal Desk, Security, and Legal.
Enable the field at scale with workload blueprints, playbooks, calculators, objection handling, and talk tracks; conduct monthly regional enablement with Sales leadership and measure adoption and lift.
Partner closely with Solution Architects and FDEs to run go-to-market motions in alignment with identified product-market fit.
Translate field insights into quantified recommendations for Product on positioning, packaging, limits, and roadmap, and track the financial impact of changes.
Support startup programs and accelerators and targeted campaigns with BDR and Marketing, helping regions become increasingly self-sufficient.
Own DSS headcount planning, segment and geographic coverage models, and quarterly objectives; partner with RevOps on attribution and instrumentation.
Promote high standards for writing, narrative clarity, and executive communication, and model Cloudflare’s values across regions.