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, US
• New York, US
• San Francisco, US
About the Role
Cloudflare is looking for a Strategy Manager to join the Developer GTM Strategy & Incubation team, focused on Technical Programs. This person will help Solutions Architects, Forward Deployed Engineers, Professional Services, and Developer GTM leadership identify the right customer opportunities, organize technical GTM work, and turn high-value customer engagement into repeatable programs and operating rhythms.
The Developer GTM Strategy & Incubation function exists to evolve the way the Developer GTM team works, designing systems, processes, and GTM motions that accelerate consumption at Cloudflare. This role is focused on the technical side of that motion: where we should spend time, how we coordinate technical resources, how we run customer-facing programs, and how we measure whether technical work is driving the right business outcomes.
The right person is a high-agency operator with strong technical fluency. They do not need to be a Solutions Architect, but they should be comfortable working with technical products, customer architectures, implementation workflows, developer platforms, and customer-facing technical teams.
Responsibilities
• Build and scale technical programs: Design proactive programs for Solutions Architects, Forward Deployed Engineers, and related technical GTM teams. Turn ad hoc motions into repeatable playbooks, operating rhythms, and ownership models where it makes sense.
• Coordinate strategic customer engagement: Project manage high-priority customer initiatives that require technical GTM support. Clarify goals, stakeholders, timelines, resourcing, risks, success criteria, and follow-up.
• Plan and scale technical onsite visits: Build the planning model for strategic customer onsites, including intake, agenda design, staffing, prep, execution, post-onsite follow-up, and measurement.
• Improve prioritization and visibility: Own a clear view of active technical engagements, upcoming opportunities, blockers, outcomes, and resourcing needs. Partner with Revenue Engineering, Data, Sales Strategy, and technical leaders on account propensity, engagement tracking, dashboards, and operating reviews.
• Support Professional Services packaging and commercialization: Partner with Professional Services, Finance, Product, Sales Strategy, and GTM leaders on pricing, packaging, business cases, rollout plans, and feedback loops for technical services offerings.
• Incubate and launch new technical programs: Lead high-priority projects across Developer GTM, support team planning and process improvements, turn technical activity into clear business narratives, and incubate new motions until they are measurable and ready for durable ownership.
Examples of projects this person may own
• Build a proactive SA/FDE engagement program for a priority customer segment or product motion.
• Partner on an account propensity model that helps determine SA/FDE prioritization, resourcing, and account coverage.
• Stand up a technical engagement tracker for active customer work, resourcing, blockers, and outcomes.
• Design the planning and follow-up model for technical onsite visits with strategic customers.
• Partner with Professional Services to package a repeatable services motion and build the business case for rollout.
What Success Looks Like
• Solutions Architects and FDEs have a clearer operating model for proactive programs and strategic customer engagements.
• Leadership has a reliable view of technical revenue pipeline, engagement health, account propensity, and investment ROI.
• Strategic customer initiatives and technical onsite visits move faster because goals, staffing, owners, success criteria, and follow-up are clear.
• Professional Services offerings are easier to understand, price, package, and align to Cloudflare's broader consumption-led strategy.
• New technical GTM motions move from ambiguous ideas to measurable programs with durable owners.
Desirable Skills, Knowledge, and Experience
At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every single box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply.
• 6+ years of experience in GTM strategy, business operations, revenue operations, technical program management,