Operations Manager, Strategic Partnerships

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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations: Austin, TX; San Francisco, CA; New York City About the role Cloudflare’s Strategic Partnerships team operates at the intersection of technology, media, and emergent AI business models. We sit at the tip of the spear—bridging what Cloudflare builds with executive market needs, navigating complex ecosystem shifts, and driving "zero-to-one" commercial and strategic initiatives. We are seeking a Strategic Partnerships Operations Manager to bring structural rigor, operational efficiency, and scalable execution to our team. In this role, you will be the connective tissue between Strategic Partnerships and core internal functions like Product Management, Engineering, Sales, and Product Marketing. What you'll do You will design and run the team's operational backbone, build mechanisms to synthesize and scale external feedback back into our product roadmaps, and craft high-impact collateral for new solutions we bring to market. The ideal candidate possesses deep technical fluency, operates with high autonomy, and leverages modern AI tools to scale their impact. Responsibilities 1. Operational Infrastructure & Rhythm • Design & Scale Team Cadences: Establish project management frameworks, tracking systems, and operational rhythms for the Strategic Partnerships organization to ensure visibility across high-stakes initiatives. • Workflow Automation: Utilize modern AI tools and automated workflows to centralize partner data, streamline pipeline management, and reduce manual reporting overhead. • Resource & Initiative Management: Serve as the central point of operational contact, tracking partner milestones, pilot launches, and cross-functional commitments. 2. Cross-Functional Feedback Loops • Synthesize Market Signals: Capture, structure, and synthesize qualitative and quantitative insights gathered from key executive partners, publishers, and AI platforms. • Bridge Strategy, Product, & Sales: Build repeatable feedback loops with Product Management and Engineering to inform product roadmaps based on partner requirements and emerging ecosystem trends. • Field & Enablement Alignment: Partner with Sales and Go-To-Market teams to ensure partner learnings, tactical objection handling, and market narratives are operationalized across customer-facing teams. 3. Product Collateral & Go-To-Market Execution • Collateral Architecture: Create executive-ready product collateral—such as message houses, solution one-sheets, presentation decks, and enablement briefs—to commercialize strategic initiatives. • Technical Storytelling: Translate complex technical infrastructure, AI Gateway mechanisms, crawler policies, and edge-computing capabilities into clear, compelling narratives for external partners and internal leaders. • Launch & Pilot Enablement: Coordinate pilot rollouts and partnership launches, ensuring marketing, product documentation, and collateral are aligned for external execution. Who You Are • Execution-Driven & Structured: You bring order to ambiguous environment. You enjoy building processes from scratch and making team operations run like clockwork. • Technically Fluent: You understand modern internet infrastructure, APIs, web crawling, and the AI/LLM ecosystem. You can comfortably engage with product managers and engineers on technical nuances. • AI-Native Mindset: You actively use AI tools (e.g., ChatGPT, Claude, Gemini, workflow automation agents) in your daily work to multiply your output, synthesize data, and automate routine tasks. • Master Communicator: You possess exceptional written and visual storytelling skills. You can distill dense technical details into crisp, polished executive collateral. • Collaborative & Proactive: You thrive in cross-functional matrixed environments. You don't wait for a playbook—you build it while collaborating seamlessly across teams. Desirable Skills, Knowledge, and Experience: • Experience: 5+ years of experience in Business Operations, Strategic Partnerships, Product Marketing, Management Consulting, or Program Management within a high-growth tech environment. • Technical Aptitude: Demonstrated ability to comprehend complex technical products, platform infrastructure, or developer tools. • Track Record: Proven success in establishing cross-functional operating models and authoring external customer/partner collateral. • AI Tooling Proficiency: Experience leveraging AI platforms and automation to