Sr. Director, Developer Solutions Strategist

Cloudflare•San Francisco, CA

12d

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 owns the global Developer Solution Strategist (DSS) strategy and operating model, standardizes operating rhythms, and drives consistent execution across developer activation, expansion, and commercial structure. The leader must combine fluency in developer workloads and commercial mechanics with the ability to guide strategy and provide hands-on deal support, building trusted partnerships with field leadership worldwide. The DSS organization is part of Developer GTM and works closely with Sales, Product, Finance, Legal, and Developer Relations. It connects developer activation to commercial outcomes by shaping usage into proposals, aligning pricing and packaging, enabling repeatable field plays, and sharing market and customer insights with product and go-to-market teams. The role is based in Austin, Texas. 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; an offer may be conditioned on authorization to receive controlled software or technology without export-license sponsorship.

Requirements

10+ years of experience in developer platforms, pre-sales/solutions, deal strategy, or commercial architecture.
4+ years leading managers across multiple regions or time zones.
Proven ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales, Finance, Legal, and Security.
Strong operational skills, including designing operating models, writing clear narratives, and driving cross-functional execution.
Data-driven approach and fluency in product usage telemetry; comfortable with Sheets/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.
Ability and interest in coaching managers and building bench strength.

Nice To Haves

Background in usage-based or consumption pricing and commit structures.
Experience with startup programs or digital-native segments.
Former startup founder experience.
Experience building overlay programs focused on developer GTM.

Responsibilities

Own the global DSS strategy and operating model.
Define goals, scorecards, and operating 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; hire, develop, and coach Solution Strategists.
Drive activation and expansion for priority workloads, 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 these materials while pricing and non-standard terms remain with Finance and Legal.
Establish global rhythms for opportunity triage, strategic deal reviews, and win/loss analysis, and resolve systemic blockers with Sales, Deal Desk, Security, and Legal.
Enable the field at scale by creating workload blueprints, playbooks, calculators, objection handling, and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and impact.
Partner closely with Solution Architects and FDEs to run go-to-market motions in step 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 and accelerator programs and targeted campaigns with BDR and Marketing, helping regions become increasingly self-sufficient.
Own DSS headcount planning, coverage models by segment and geography, and quarterly objectives; partner with RevOps on attribution and instrumentation.
Raise the bar on writing, narrative clarity, and executive communication, and model Cloudflare’s values across regions.