Senior Deal Strategist, Developer Platform
Cloudflare
Senior Deal Strategist – Developer Platform
Cloudflare
full-time
Posted on:
Origin: • 🇺🇸 United States • District of Columbia
Visit company websiteJob Level
Senior
About the role
- Play a pivotal role in the growth of Cloudflare’s Developer Platform as part of the Developer GTM organization, working closely with Sales and Product teams to accelerate revenue growth and enhance the developer customer journey.
- Provide strategic guidance and direct support to sellers on complex, high-value Developer Platform deals, helping structure proposals, pricing, and terms to meet customer needs and Cloudflare's business objectives.
- Join customer and partner calls to provide guidance on workloads, products, commercial structures, and the overall value proposition; evangelize and co-sell.
- Partner with Sales, Legal, Finance, and Product teams to streamline deal review, approval, and contracting processes for efficiency and scalability.
- Collaborate on pricing strategies, packaging, and licensing models that align with product value and encourage adoption and expansion.
- Develop and deliver training, playbooks, and best practices to enable the sales organization to position, price, and negotiate Developer Platform solutions effectively.
- Monitor and analyze deal trends, win/loss rates, and pricing effectiveness to identify opportunities for improvement and inform commercial strategies.
- Act as a conduit between sales teams and product/GTM, funneling 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 long-term strategic vision for Developer Platform commercialization, including market segmentation, sales motion optimization, and competitive positioning.
- Execute day-to-day sales activities: run sales calls, build content, maintain deal trackers, provide enablements, and manage multiple priorities across cross-functional teams.
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, with understanding of developer-centric products or a desire to learn the space.
- Demonstrated ability to structure and negotiate high-value, multi-year SaaS agreements with large enterprise clients, addressing complex technology, security, compliance, and procurement requirements.
- Curiosity & growth mindset - always learning and wanting to stay up to speed on the trends in the market.
- Strong sense of ownership; ability to take initiative, work independently, and manage time effectively.
- Excellent negotiation and communication skills; 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.
- Must be in the required locations (Austin, TX; Atlanta, GA; Washington, DC; or Toronto, CA) and/or willing to relocate.
- May require authorization to receive software or technology controlled under U.S. export laws without sponsorship for an export license.
