Director Developer GTM

• Own the global DSS strategy and operating model. Define goals scorecards and cadences for regional teams (usage activation expansion proposal velocity win rate disciplined discounting sourced/influenced pipeline).
• Build and lead a high-performing distributed org. Hire develop and coach regional Managers; set expectations run QBRs and establish a clear career ladder for Solution Strategists.
• Drive activation → expansion for priority workloads. Ensure teams use usage telemetry to identify "next-best actions" expansion paths and strategic accounts; publish a weekly global "usage radar."
• Standardize commercial design. Maintain global proposal templates option frameworks (PAYG vs. commit) ROI/TCO narratives concession "give/get" rules and approval SLAs. Pricing and non-standard terms remain with Finance/Legal; DSS designs and shepherds.
• Run pipeline and deal reviews. Establish a global rhythm for opportunity triage strategic deal reviews and win/loss analysis; surface systemic blockers and drive resolution with Sales Deal Desk Security and Legal.
• Enable the field at scale. Ship workload blueprints playbooks calculators objection handling and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and lift.
• Close the loop with Product & PMM. Translate field insights into clear quantified recommendations on positioning packaging limits and roadmap; track impact ($) of changes.
• Partner with Programs. Support startups/accelerators and targeted campaigns with BDR/Marketing with a clear sunset plan as regions become self-sufficient.
• Forecasting & planning. Own DSS headcount planning coverage models by segment/geo and quarterly objectives; partner with RevOps for attribution and instrumentation.
• Culture & quality. Raise the bar on writing narrative clarity and executive communication; model Cloudflare's values in every region.

• 10+ years in developer platforms pre-sales/solutions deal strategy or commercial architecture; 4+ years leading managers across multiple regions/time zones.
• Proven ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales Finance Legal and Security.
• Builder's mindset with strong operational chops: you design operating models write crisp narratives and drive cross-functional execution.
• Data-driven and fluent in product usage telemetry; comfortable with Sheets/SQL-level analysis to size opportunities and measure impact.
• Exceptional communicator-clear writer and presenter-from developer ICs 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/consumption pricing and commit structures
• Experience with startup programs or digital-native segments
• Prior work in multiple geographies (Americas EMEA APAC) and with marketplace motions

• For Bay Area based hires: Estimated annual salary of $314000 - $393000 - $431000
• For NYC based hires: Estimated annual salary of $300000 - $393000 - $413000

• 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

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

• Flexible paid time off covering vacation and sick leave
• Leave programs including parental pregnancy health medical and bereavement leave

What We Do

Cloudflare Inc. (NYSE: NET) is the leading connectivity cloud company on a mission to help build a better Internet. It empowers organizations to make their employees applications and networks faster and more secure everywhere while reducing complexity and cost. Cloudflare’s connectivity cloud delivers the most full-featured unified platform of cloud-native products and developer tools so any organization can gain the control they need to work develop and accelerate their business. Powered by one of the world’s largest and most interconnected networks Cloudflare blocks billions of threats online for its customers every day. It is trusted by millions of organizations – from the largest brands to entrepreneurs and small businesses to nonprofits humanitarian groups and governments across the globe.

Why Work With Us

Cloudflare employees come from all walks of life. We are mission-driven and our team is energized by a collaborative creative environment that celebrates our differences and fosters new ways to grow together.

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