Director, Developer GTM

<div class="content-intro"><div><strong>About Us</strong></div> <div> <p>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.&nbsp;</p> <p>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.</p> </div></div><p><strong>Locations: </strong>Austin, TX, New York, SF</p> <p><strong>About Cloudflare</strong></p> <p>At Cloudflare, our mission is bold yet simple: to help build a better Internet. Our global network handles trillions of requests each month, protecting and accelerating applications without added hardware, software, or code changes. Our Developer Platform, including Workers, Workers AI, R2, KV, Durable Objects, and Pages, empowers developers to build and deploy applications globally, faster than ever before.</p> <p><strong>About the Team</strong></p> <p>The Developer GTM organization is a startup within Cloudflare, driving how we attract, inspire, and grow the next generation of builders. We are redefining what developer acquisition looks like in a world where AI and distributed agents are reshaping the stack. Our mission is to create new pathways for developers to discover Cloudflare, whether through ecosystem partnerships, high impact content, or creative field engagement.</p> <p>We are builders, storytellers, and connectors united by one goal: to make Cloudflare the most exciting place for developers to build.</p> <p>The Developer Solution Strategist (DSS) organization sits inside Developer GTM and partners tightly with Sales, Product, Finance, Legal, PMM, and DevRel. DSS connects developer activation to durable commercial outcomes: shaping usage into clear proposals, aligning pricing and packaging, enabling the field with repeatable plays, and feeding real-world signal back into product and go-to-market.</p> <p><strong>About the Role</strong></p> <p>We are hiring a Director, Developer Solution Strategists to lead regional Managers in Americas, EMEA, and APAC, each managing teams of Solution Strategists aligned to their sales regions. You will set the global DSS strategy, standardize operating rhythms, hire and develop managers, and ensure consistent execution on activation → expansion → commercial structure—while keeping pricing/contract approvals with the right governance teams.</p> <p>This leader is equally fluent in developer workloads and commercial mechanics, can operate from strategy to hands-on deal guidance, and is energized by building a high-trust partnership with field leadership worldwide.</p> <p><strong>What You Will Do</strong></p> <ul> <li>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).</li> <li>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.</li> <li>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.”</li> <li>Standardize commercial design. Maintain global proposal templates, option frameworks (PAYG vs.