Sr. Deal Strategist - Developer Platform

Locations -Austin TX Seattle WA Denver CO Atlanta GA Washinton DC and or Toronto CA. Must be in the required locations and or willing to relocate.

Cloudflare is seeking a Developer Platform Deal Strategist to play a pivotal role in the growth of Cloudflares Developer Platform. This is a unique opportunity to join one of the fastest growing teams at Cloudflare. This role falls under the Developer GTM organization and will work closely with our Sales and Product teams as a critical partner to accelerate revenue growth and enhance the overall developer customer journey. This is a high-ownership high-impact role where strategic thinking and swift execution directly translates into scalable commercial success.

Were looking for someone with a strong background in tech sales and business development with a keen understanding of developer-centric products or at minimum a desire to learn the space. The best candidate will be someone who can zoom out and understand market trends and business objectives but also run sales calls build content maintain deal trackers provide enablements and more. This is an ideal opportunity for someone who thrives in fast-paced environments has seen success in sales roles and can navigate multiple priorities across cross-functional teams.

Responsibilities:

• Support Complex Deals: Provide strategic guidance and direct support to sellers on complex high-value Developer Platform deals helping structure proposals pricing and terms to meet both customer needs and Cloudflares business objectives.
• Evangelize and Co-Sell: Join customer and partner calls to provide guidance on workloads products commercial structures and the overall value proposition of the Developer Platform
• Optimize Deal Workflows: Partner with Sales Legal Finance and Product teams to streamline the deal review approval and contracting processes ensuring efficiency and scalability for Developer Platform transactions.
• Develop Pricing Strategies: Collaborate with Product and GTM teams to refine and implement pricing strategies packaging and licensing models that align with the value proposition of Developer Platform products and encourage adoption and expansion.
• Enable Sales Teams: Develop and deliver training playbooks and best practices for the sales organization on how to effectively position price and negotiate Developer Platform solutions.
• Analyze Deal Performance: Monitor and analyze deal trends win/loss rates and pricing effectiveness to identify opportunities for improvement and inform future commercial strategies.
• Market Feedback Loop: Act as a conduit between sales teams and product/GTM funneling market insights and customer feedback on pricing packaging and commercial terms to inform product roadmap and GTM strategies.
• Program Support: Support strategic programs like Cloudflare for Startups and the Workers Launchpad accelerator from a deal strategy and commercialization perspective.
• Strategic Vision Contribution: Contribute to the long-term strategic vision for Developer Platform commercialization including market segmentation sales motion optimization and competitive positioning.

Examples of Desirable Skills Knowledge and Experience:

• 6 years of experience in business development or sales strategy or a similar role focused on complex B2B sales cycles preferably within a SaaS or Developer-focused product environment.
• Curiosity & growth mindset - always learning and wanting to stay up to speed on the trends in the market.
• Demonstrated ability to structure and negotiate high-value multi-year SaaS agreements with large enterprise clients addressing complex technology security compliance and procurement requirements.
• Strong sense of ownership; someone who takes initiative works independently and manages time effectively to drive commercial outcomes.
• Excellent negotiation and communication skills with the ability to influence and align stakeholders at all levels from sales reps to executive leadership.
• Highly customer-centric with a natural curiosity about technical products and a strategic mindset for solving complex commercial problems.
• Comfortable working under pressure and adjusting priorities to meet deadlines in a fast-moving environment.
• Proven ability to understand complex technical solutions and translate their value into compelling commercial proposals.
• Data-driven proficient in Excel/Google Sheets and experienced in using data to inform commercial decisions.
• Organized; someone who can stay on track and help keep others on track within a fast-paced environment.
• Background in Product-Led Growth (PLG) is a strong plus.

Compensation may be adjusted depending on work location.

• For Colorado-based hires: Estimated annual salary of 122000 - 150000
• For Seattle-based hires: Estimated annual salary of 146000 - 178000

Equity

This role is eligible to participate in Cloudflares equity plan.

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

What Makes Cloudflare Special

Were not just a highly ambitious large-scale technology company. Were a highly ambitious large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014 weve equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflares enterprise customers--at no cost.

Athenian Project: In 2017 we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free so that their constituents have access to election information and voter registration. Since the project weve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Heres the deal - we dont store client IP addresses never ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something youd like to be a part of Wed love to hear from you!

This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other persons perceived or actual race color religion sex gender gender identity gender expression sexual orientation national origin ancestry citizenship age physical or mental disability medical condition family care status or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include but are not limited to changing the application process providing documents in an alternate format using a sign language interpreter or using specialized equipment. If you require a reasonable accommodation to apply for a job please contact us via e-mail at or via mail at 101 Townsend St. San Francisco CA 94107.