VP, Revenue Operations
Roofr
Senior Deal Strategist, Developer Platform
Cloudflare
full-time
Posted on:
Origin: • 🇺🇸 United States • District of Columbia
Visit company websiteJob Level
Senior
About the role
- Provide strategic guidance and direct support to sellers on complex, high-value Developer Platform deals, helping structure proposals, pricing, and terms.
- Join customer and partner calls to provide guidance on workloads, products, commercial structures, and the overall value proposition of the Developer Platform (evangelize and co-sell).
- Partner with Sales, Legal, Finance, and Product teams to streamline the deal review, approval, and contracting processes.
- Collaborate with Product and GTM teams to refine and implement pricing strategies, packaging, and licensing models to encourage adoption and expansion.
- Develop and deliver training, playbooks, and best practices for the sales organization on positioning, pricing, and negotiating Developer Platform solutions.
- Monitor and analyze deal trends, win/loss rates, and pricing effectiveness to identify opportunities for improvement.
- Funnel market insights and customer feedback on pricing, packaging, and commercial terms to inform product roadmap and GTM strategies.
- Support strategic programs like Cloudflare for Startups and the Workers Launchpad accelerator from a deal strategy and commercialization perspective.
- Contribute to the long-term strategic vision for Developer Platform commercialization, including market segmentation, sales motion optimization, and competitive positioning.
- Work closely with Sales and Product teams as a critical partner to accelerate revenue growth and enhance the developer customer journey; perform high-ownership execution including running sales calls, building content, maintaining deal trackers, and providing enablements.
Requirements
- 6+ years of experience in business development or sales strategy, or a similar role focused on complex B2B sales cycles, preferably within a SaaS or Developer-focused product environment.
- Strong background in tech sales and business development and/or desire to learn developer-centric products.
- Ability to run sales calls, build content, maintain deal trackers, provide enablements, and more.
- Curiosity & growth mindset - always learning and wanting to stay up to speed on the trends in the market.
- Demonstrated ability to structure and negotiate high-value, multi-year SaaS agreements with large enterprise clients, addressing complex technology, security, compliance, and procurement requirements.
- Strong sense of ownership; works independently and manages time effectively to drive commercial outcomes.
- Excellent negotiation and communication skills, with the ability to influence and align stakeholders at all levels.
- Highly customer-centric, with a natural curiosity about technical products and a strategic mindset for solving complex commercial problems.
- Comfortable working under pressure and adjusting priorities to meet deadlines in a fast-moving environment.
- Proven ability to understand complex technical solutions and translate their value into compelling commercial proposals.
- Data-driven, proficient in Excel/Google Sheets, and experienced in using data to inform commercial decisions.
- Organized; able to stay on track and help keep others on track within a fast-paced environment.
- Background in Product-Led Growth (PLG) is a strong plus.
- May require authorization to receive software or technology controlled under U.S. export laws without sponsorship for an export license.
- Must be in the required locations and or willing to relocate (Austin, TX; Atlanta, GA; Washington, DC; Toronto, CA).
