Principal Strategy Manager, Developer GTM Growth

Available Locations

• Austin US
• New York US
• San Francisco US

About the Role

Cloudflare is looking for a Principal Strategy Manager Developer GTM Growth to join the Developer Platform GTM team. This role partners directly with the Developer Growth leader to define execute and evolve how Cloudflare acquires activates and grows developers on the platform. You will operate at the intersection of strategy and execution owning PAYGO operations and growth motions end to end.

The Developer Platform is one of Cloudflares fastest-growing businesses spanning compute storage AI inference media and a growing ecosystem of developer tools. How developers discover adopt and scale their usage on the platform is changing rapidly driven by AI shifts in how software gets built and an increasingly competitive market. This role is for someone who thrives in that environment: someone who can take a loosely defined problem structure a plan rally cross-functional partners and drive measurable outcomes.

You will own a mix of strategic and operational work across campaigns strategic partnerships program support operations and forecasting. The common thread is that you are the person who ensures things move forward whether that means owning the outcome directly incubating a motion or reinventing the strategy and execution necessary to grow the business. This role reports to the Developer GTM Strategy & Incubation team.

Responsibilities

Growth Strategy and Operations

• Partner with the growth team to operationalize how Cloudflare grows and scales its broader pay as you go business.
• Own and manage the pay-as-you-go (PAYGO) forecast identifying key levers and trends across all PAYGO products surfacing risks and opportunities and keeping leadership informed on trajectory.
• Design and drive strategic campaigns aimed at increasing adoption activation and expansion across the platform.
• Identify and act on growth levers across the customer journey from sign up through production usage partnering with product marketing finance and data teams to improve conversion retention and expansion.
• Help define how growth motions contribute to broader Cloudflare adoption including usage growth across compute storage AI security networking and adjacent pay as you go products.

Programs and Partnerships

• Partner with growth leaders on scaling strategic Cloudflare growth programs like Cloudflare for Student and Cloudflare for Startups and Workers Launchpad.
• Spearhead negotiate and operationalize strategic external partnerships with ecosystem players to grow developer mindshare acquisition and adoption.
• Work with Product and Growth leadership to identify high value partnership opportunities and build the business case deal structure and execution plan to bring them to life.
• Build partnership motions that can expand beyond a single product or program and support Cloudflares broader platform adoption.

Narrative-Led Adoption

• Identify industry tailwinds and emerging developer behaviors including AI agents MCP servers vibe coding multi-tenant applications and new application architectures then translate them into actionable growth motions.
• Work cross functionally with Technical Marketing Developer Relations Demand Generation and Product to build and measure narrative based adoption strategies.
• Track progress across Cloudflares product growth as well as broader developer workloads and use cases identifying motions and patterns that drive durable PAYGO growth.
• Socialize the stories and use cases that position Cloudflare as the default platform for how software is being built today and partner with teams to bring those stories to market.

Cross-Functional Execution and Incubation

• Serve as connective tissue across the Developer GTM organization partnering with demand generation events brand product marketing and top of funnel owners to incubate new motions and improve existing ones.
• Drive alignment across Growth Product Finance Sales Legal and Engineering to ensure programs investments and operational processes are calibrated to shared objectives.
• Take ownership of launching new motions or processes that need to be built from scratch and place calculated bets where it makes sense.
• Keep teams honest on track and unblocked. Facilitate operating rhythms track commitments surface risks and escalate when needed.
• Continuously rethink how the Growth team operates bringing fresh perspectives on process tooling and organizational design as the market shifts.

Desirable Skills Knowledge and Experience

• 6 years of experience in growth strategy GTM operations business operations or program management at a technology or SaaS company with demonstrated ownership of cross-functional initiatives.
• Experience operating in product-led growth (PLG) or developer-focused business environments. You understand how developers evaluate adopt and scale on platforms and what it takes to build a growth engine around that behavior.
• Strong operational instincts. You are comfortable wearing multiple hats simultaneously.
• Proven ability to manage external partnerships from identifying opportunities through negotiation legal coordination and launch.
• Analytical and data-driven. You are comfortable with Excel/Google Sheets dashboards and using data to inform decisions measure outcomes and tell stories to leadership.
• Excellent cross-functional communication. You will work daily with Product Marketing Sales Finance Legal and Engineering. You drive alignment through clarity not authority.
• A builder mindset. You are energized by ambiguity and take ownership of problems before being asked. You do not wait for a playbook; you write one.
• Fluency in the AI and developer ecosystem. You follow how developers are building with AI understand the landscape of tools and platforms and can translate market shifts into GTM strategy.
• Experience incorporating AI tooling into your own workflows to accelerate analysis automate processes and improve decision-making.
• Comfort operating with blurred lines of ownership. This role requires someone who can flex between strategy and execution between leading and supporting and between building something new and improving something that already exists.
• Prior experience with developer platforms infrastructure products or consumption-based business models is a strong plus.
• Background in product-led growth management consulting or operations is a plus.

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area based hires: Estimated annual salary of $196000 - $260000
• For NYC based hires: Estimated annual salary of $187000 - $245000

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!

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.

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.

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