Cloudflare

Account Manager

• Develop and execute strategies to drive adoption and revenue growth with partners throughout Japan
• Lead the development of joint business plans and manage partner driven pipeline
• Influence partners’ go-to-market strategies and drive partner-sourced revenue
• Prepare and deliver regular business reviews to leadership
• Embed AI tools and workflows across the partner lifecycle

Senior Partner Account Manager, Japan

Account Executive

• Architect and execute advanced territory and account plans to exceed multi-million dollar sales targets
• Lead proactive and strategic pipeline management efforts
• Develop understanding of customers' IT architectures and align Cloudflare Reference Architectures to customer environments
• Orchestrate and manage multiple complex customer engagements simultaneously
• Set clear direction and lead a virtual team to collaboratively manage and close complex customer opportunities
• Act as an authority on digital transformation
• Articulate highly compelling, strategic value propositions for Cloudflare's services
• Expertly lead and navigate complex contract negotiations
• Build long-term, executive-level strategic relationships
• Consistently focus on the long-term needs of the team and the business

Senior Named Account Executive

DevOps Engineer

• Join a team of talented network engineers building software solutions to improve network resilience and reduce operational toil
• Responsible for technical operation and engineering of Cloudflare's core data center network
• Planning, installation, and management of hardware and software as well as day-to-day operations
• Build tools to automate operational tasks, streamline deployment processes
• Nurture a passion for an “automate everything” approach

Network Reliability Engineer

Human Resources

• Operate as a trusted advisor, consulting with PTBPs and senior business leaders on complex organizational issues and challenging assumptions to create solutions that solve business problems.
• Conduct complex and thorough investigations into employee relations matters, providing fair and objective recommendations for resolution.
• Adhere to service level agreements for timely response and follow up to issues, including appropriate use of the case management system, effective and thorough documentation and reporting, and all associated processes.
• Build, analyze, and maintain ER metrics and present data to People Team partners on a quarterly basis.
• Conduct in-depth root cause analysis of ER trends, presenting data-driven stories in business language to influence talent decisions and advise on the productivity impact of attrition.
• Provide advice and guidance to managers in assigned business units to address employee performance issues, including the administration of the PIP or Package process.
• Partner with the Learning and Development Team to develop training workshops/classes/toolkits for leaders.
• Assist with the updating of Company policies and responding to inquiries and concerns.
• Lead and coordinate major global ER projects, requiring significant analysis and the development of innovative solutions that have a broad impact on the ER model and company policy.
• Partner cross-functionally with key stakeholders, including Legal Compliance, Payroll, Benefits, and other departments to resolve employee issues in a timely manner.

Senior Employee Relations Partner

Sales

• Drive and manage the US Enterprise Majors sales team covering the TOLA region.
• Drive revenue across Fortune 500 accounts by combining modern value-selling with Cloudflare's AI-powered sales intelligence platform.
• Develop top-tier sales talent, coach complex deals, forecast with precision, and deliver predictable revenue while maintaining Cloudflare's builder culture.
• Maintain >90% forecast accuracy through disciplined weekly pipeline inspection using Salesforce, BoostUp, and Cloudflare's internal deal intelligence layers.
• Meet or exceed quarterly and annual targets with predictable, repeatable execution.
• Execute modern GTM strategies for Fortune 500 companies navigating digital transformation, security modernization, and AI infrastructure needs.
• Serve as a strategic deal coach and executive escalation point on complex, multi-million dollar platform deals.
• Guide reps through competitive displacement and large-scale platform adoption scenarios.
• Orchestrate cross-functional deal teams, partnering with Solutions Engineering, Customer Success, Product, and Legal to secure resources and drive technical wins.
• Navigate complex buying centers and coach reps on multi-threaded engagement across technical, economic, and executive stakeholders.
• Recruit, onboard, and develop top-tier enterprise sales talent; build a high-performance, inclusive team culture.
• Mentor reps from ramp to top performer, providing hands-on coaching on discovery, value selling, executive engagement, and negotiation.
• Build bench strength by developing future leaders and promoting from within.
• Foster Cloudflare's unique culture—maintain our builder mentality, customer obsession, and collaborative approach even at scale.
• Develop territory plans that identify whitespace, prioritize accounts, and align resources for maximum impact.
• Leverage data-driven insights from Cloudflare's AI-assisted sales tools to optimize pipeline coverage, accelerate deal velocity, and improve win rates.
• Cultivate executive relationships at the CIO, CISO, and VP of Infrastructure levels across strategic accounts.
• Drive account expansion by building multi-year growth strategies that deepen platform adoption and increase customer lifetime value.

Sales Director, Majors – TOLA

Customer Support

• The Customer Experience Manager leads the post-sale customer journey, managing everything from onboarding to long-term retention and contract renewals.
• Acting as both a trusted advisor and the commercial owner of the account, you will build strategic relationships with stakeholders to clearly articulate ROI and business value.
• You will collaborate tightly with the Sales team to maintain accurate weekly forecasts and lead critical engagements like Executive Business Reviews.
• Above all, you will embed AI-driven optimization into your daily workflows—using advanced data analysis to uncover selling opportunities and automating routine tasks to accelerate customer outcomes and maximize operational efficiency.
• Manage customer engagement from onboarding through the entire customer lifecycle.
• Be a Trusted Advisor to your customers.
• Work with your account teams to plan and execute long term Success Plans with our largest customers to facilitate retention and growth via product and new business unit expansion.
• Maintain a deep understanding of our solutions and present to customers about the most relevant features/functionality for their specific business needs.
• Own or be an active participant in several customer touch points including: Business Value Justification meetings, Business Reviews, and Renewal Meetings, with a track record of successful planning and execution of Executive Business Reviews.
• Demonstrate how your customer engagement directly impacts their growth and adoption of Cloudflare Solutions and Services.
• Act as the commercial owner and driver of renewal including maintaining and reporting an accurate weekly forecast.
• You are ultimately responsible for the retention and growth of your book of business, taking responsibility for owning and maximizing renewal value of a book of business of existing customers.
• Negotiate and execute renewal contracts in accordance with customer objectives.
• Analyze data and leverage tools to identify selling opportunities and business value.
• Drive strong alignment with the Sales team, contributing to team forecasting, planning, and targets.
• Develop and maintain long-term relationships with stakeholders in your account portfolio.
• Work cross-functionally with Product, Engineering, Systems Reliability Engineering, Marketing and other teams to resolve customer business issues and work towards their stated goals.
• Manage customer feedback and product needs by providing feature requests to internal partner teams.
• Able to prioritize effectively to handle multiple deals at the same time.
• Expected up to 50% travel for customer visits.
• Generative AI: Mastery of LLMs to rapidly draft renewal communications, synthesize quarterly review data, and prepare executive summaries.
• Data Analysis: Proficiency in leveraging AI analytics tools to parse customer usage metrics and instantly highlight up-sell or cross-sell opportunities.
• Workflow Automation: Ability to build automations to synchronize CRM data, update weekly forecasts, and trigger lifecycle alerts.
• AI Problem Solving: The instinct to view AI as a partner in solving tough problems to keep the Internet moving forward.

Customer Experience Manager

• Own and execute a comprehensive territory plan to consistently achieve and exceed sales and revenue targets.
• Cultivate long-term strategic relationships with key accounts and partners. Lead executive-level transformation narratives that earn the right to be in the architecture conversation.
• Leverage top partners as an extension of the sales team to co-sell alongside where they bring customer relationships, services capability, or procurement leverage. Drive regular forecast & pipeline cadences with top partners.
• Understand customer network architectures, the problems that Cloudflare can solve and effectively translate Cloudflare’s solutions to drive successful platform sales, ensuring clients can secure and scale their own AI-driven workloads.
• Manage contract negotiations and structure platform-level commercial commitments (multi-year, multi-product, outcome-anchored) rather than point-product deals.
• Stay engaged through onboarding, adoption, and the first renewal. Partner with Customer Engineers, Professional Services on a deployment plan with milestones tied to measurable outcomes.
• Proactively build and manage a robust sales pipeline by leveraging internal tools, AI-assisted research and pipeline sources (BDR, Channel, Marketing).
• Maintain high standards in pipeline discipline, CRM hygiene and forecasting accuracy.

Territory Account Executive, Digital Native

Mechanical Engineer

• Collaborate with a team of Design Engineers and Systems Engineers.
• Design and develop frontend experiences that improve overall developer experience.
• Own your code from inception to release.
• Bring attention to detail to the work completed for both coding patterns & visual aesthetics.
• Work in Figma collaborating on designs or inspiration.

Senior Design Engineer

Marketing

• Define and own the comprehensive APAC demand marketing strategy, covering all segments from commercial to the region's largest enterprise accounts, and maximizing total pipeline by integrating deep Go-To-Market and sales development knowledge.
• Champion and operationalize an agentic, 'Human + AI' mindset, focusing on system-level process design, custom apps, and workflow automation to build the fastest, most leading-edge marketing organization in the industry and 10X team productivity.
• Own and execute the regional event strategy, including third-party events and hosted roadshows (such as Cloudflare Connect and Immerse), while actively driving community building and executive CXO engagement across the APAC region.
• Lead a high-performing team, acting as the primary liaison between APAC marketing functions, regional managers, and field sales while collaborating with Global Demand Gen and Campaigns and Partner teams (GSIs, Resellers) to amplify co-marketing motions.
• Partner with sales and product marketing to shape the regional message, converting insights into campaign assets and managing strategic target account marketing (ABM) approaches for high-value enterprise accounts.
• Discover and develop integrated marketing approaches that deliver disruptive growth, consistently analyzing campaign results to optimize for increased account engagement, spend effectiveness, and reporting insights back to the international organization.
• Shape the future of our regional marketing footprint by scaling, mentoring, and empowering a high-performing, diverse team dedicated to execution excellence.
• Drive fiscal excellence by overseeing the strategic distribution and forecasting of the APAC marketing budget, aligning resources directly with our highest-growth market opportunities.

Senior Director, Field Marketing – APAC

Implementation Specialist

• Partner with Account Executives to lead technical discovery and deliver product demonstrations
• Act as a trusted advisor throughout the customer lifecycle
• Ensure alignment between customer goals and product roadmap
• Carry quota tied to new business acquisition and account growth
• Leverage AI to automate routine tasks and focus on strategic advisory

Enterprise Customer Engineer

Product Marketing

• As a Senior Cloudflare One GTM Specialist you will be responsible for growing CloudflareOne (CF1) revenue and product adoption.
• Serve as the segment lead for CF1 sales.
• Advise the sales leaders on opportunities and programs to grow CF1 revenue, partner with the technical sales teams.
• Enable account executives on product positioning and competitive intelligence.
• Grow partner engagement around CF1 and support strategic deals from discovery to close.
• Present to strategic customers as an expert of our SASE, SSE, AI Security, and Email Security solutions.
• Align Director and C-Level perceived business value with Cloudflare solutions in securing remote work, safe AI adoption, corporate network modernization, adoption of SASE/SSE, and data protection.
• Develop and advise on sales strategies and pipeline generation in partnership with regional and country sales leaders.
• Provide regular business reviews to the management team highlighting pipeline health, attainment progress and challenges to closing business.
• Generate feedback loop with PM, PMM, Demand Generation, Enablement, Programs, and Partner Organization to deliver relevant CF1 anecdotes and data points.

Senior Cloudflare One GTM Specialist

Full-stack Engineer

• Design and maintain the data foundation our Specialist GTM org runs on, spanning account and contact data quality, enrichment workflows, and data provider orchestration across our stack
• Audit the stack and generate your own backlog. We have a lot of tools, some overlap, and real gaps. Walk in with a point of view, identify what's missing or broken, and prioritize accordingly, without waiting to be handed a roadmap
• Ship rep productivity workflows fast: triage asks from the field, identify the low-hanging fruit, and build it, biasing for shipping small + fast and iterating vs designing the perfect solution
• Know when to go custom: not everything belongs in a point-and-click tool. You're comfortable spinning up bespoke AI-powered solutions when the problem calls for it, and you make that call with judgment, not default
• Think in systems, not solutions: every workflow you build has upstream and downstream implications. You anticipate them, design for them, and don't create technical debt that someone else has to unwind six months later
• Integrate third-party APIs to sync events and information across disparate systems, ensuring data flows reliably between the tools your team depends on every day
• Document what you build. If people can't find it, understand it, or trust it, it doesn't matter how well it works

GTM Engineer

• Make daily progress on assigned engineering tasks, such as designing systems, writing specs, writing and pushing code via git, writing release plans for complex changes, rolling out production releases and working with other teams to coordinate system actions.
• Participate in daily and ad-hoc team meetings to share progress and collaborate.
• Participate in the team’s on-call schedule to ensure uptime of our production systems.
• Investigating customer issues that are escalated to the Egress team for triage and resolution.
• Responding to questions from other teams in the Egress team’s internal, public chat room.
• Using AI-powered tools and systems as part of your daily workflow to analyze and extend codebases, introspect production systems and datasets, and accelerate problem-solving.

Senior Software Engineer – Egress

Field Engineer

• Serve as the advanced technical lynchpin through the entire sales cycle.
• Act as an authoritative trusted advisor and technical customer advocate.
• Find best-fit architectures for high-value prospects.
• Guide major enterprises to their 'time to first value.'
• Design custom validation approaches for unvalidated complex scenarios.
• Educate, empower, and ensure customer success on the Cloudflare platform.
• Maintain deep proficiency in Cloudflare’s portfolio to communicate strategic value.
• Run thorough technical discovery and qualification of prospect and customer use cases.
• Lead tailored product demonstrations and proofs-of-concept (PoCs).
• Participate in account planning, stakeholder mapping, and multi-product roadmap development.
• Provide technical best practices on the implementation of Cloudflare products.

Field Solutions Engineer – Brazil

Procurement

• Develop and execute global sourcing strategies for data center services categories including data center field services, IT asset disposal, network provisioning, logistics, rack integration, and infrastructure service delivery
• Build and maintain robust supplier portfolios across multiple geographies to support Cloudflare's expanding data center footprint
• Conduct comprehensive market research and supplier landscape analysis to identify emerging vendors and benchmark existing supplier performance
• Lead end-to-end supplier onboarding process from identification through contract execution
• Perform supplier capability reviews, pre-qualification assessments, and due diligence to ensure vendors meet Cloudflare's technical, operational, and compliance standards
• Negotiate master service agreements, statements of work, and pricing frameworks that deliver competitive total cost of ownership while maintaining service quality
• Design, implement, and continuously improve supplier performance scorecards and KPIs in collaboration with internal stakeholders
• Establish regular business review cadences with strategic suppliers to monitor performance, address gaps, and drive continuous improvement
• Manage supplier risk assessments and develop mitigation strategies for business continuity
• Partner with Data Center Operations, Infrastructure Engineering, Logistics, and Procurement teams to understand requirements and translate them into sourcing strategies
• Serve as the primary point of contact for data center services procurement, ensuring clear communication between internal teams and external suppliers
• Drive cross-functional alignment on supplier selection, performance issues, and contract negotiations
• Monitor supplier market dynamics, pricing trends, and industry best practices to maintain competitive sourcing strategies
• Identify process improvement opportunities to increase sourcing efficiency, reduce cycle times, and enhance supplier experience
• Develop and maintain category playbooks, sourcing templates, and negotiation strategies