Cloudflare For Startups Lead

About Us
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: Remote - US
What You'll Do:
Join Cloudflare to lead and manage Cloudflare's Startup Program, operationalizing and growing Cloudflare for Startups. Since 2020, over 2,000 startups have leveraged the Cloudflare for Startups program to build their business on Cloudflare. This role involves heavy cross-functional work to drive operational efficiencies, lead GTM strategy, and improve the overall customer journey for our Startup Program. The ideal candidate should be a proactive, customer-oriented individual with a track record in building high-velocity, high-impact programs at scale, a self-starter who can drive cross-functional projects, and a visionary who can grow the program long term.
Responsibilities:

• Lead the overall GTM strategy and vision of the Startup Program.
• Grow overall awareness, interest, and sign ups to the Startup Program.
• Manage strategic partnerships with Startup Accelerators, Incubators, and VCs.
• Work cross-functionally with teams like Self-Serve, Marketing, Product, Billing, Business Intelligence, Finance, and Legal to improve the overall startup customer journey.
• Partner with Developer Advocacy and Marketing to acquire and grow startups through activities such as events, webinars, workshops, and customer case studies.
• Engage in community programs and activities to foster long-term customer relationships.
• Revamp startup graduation process with Account Managers and other GTM leads.
• Drive and implement improvements around the Startup Program, included but not limited to program tiering and credits.
• Collaborate with Product and Developer GTM to drive Cloudflare's Developer Platform adoption.
• Run community initiatives to engage current and past startup program customers.
• Own and grow Cloudflare's Workers Launchpad Funding Program.
• Present updates to leadership, articulating growth and improvements to the overall program.

Examples of Desirable Skills, Knowledge, and Experience:

• Minimum of 7+ years of program management, product management, and/or GTM experience.
• Experience in Venture Capital or early stage startups is a plus.
• Experience in scaling a SaaS customer-facing program.
• Independent, self-motivated professional with excellent time management and organizational skills.
• Experience working with Accelerators, Incubators, Venture Capitalists, and/or Startups.
• Ability to multi-task and adjust priorities to meet deadlines.
• Proficient in Excel/Google Sheets.
• Prior experience with Salesforce CRM, Tableau, Big Query, BoostUp is a plus.
• Prior Product Led Growth (PLG) experience is a plus.
• Strong analytical capabilities with ability to handle and interpret large data sets.
• Proven ability to nurture and grow customer relationships over a long-term horizon.

What Makes Cloudflare Special?
We're not just a highly ambitious, large-scale technology company. We're 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: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare's enterprise customers--at no cost.
Athenian Project: We created 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.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
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. Here's the deal - we don't 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 you'd like to be a part of? We'd 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 person's, 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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.