Cloudflare

Account Executive

• Execute sales plans to achieve monthly, quarterly, and annual quota targets
• Build and manage a portfolio of high-potential Digital Native - Emerging accounts focused on application security and performance
• Generate and maintain pipeline through proactive outbounding and account engagement
• Partner with BDRs and Marketing to drive demand and awareness
• Research target accounts to understand business models, growth plans, and technical priorities
• Lead discovery to uncover business goals, challenges, and pain points
• Use a consultative approach to align Cloudflare solutions to customer outcomes
• Collaborate with Solution Engineers and Product teams to design tailored solutions
• Deliver clear, compelling presentations and proposals
• Maintain accurate pipeline, forecasting, and MEDDPIC discipline in Salesforce
• Manage end-to-end sales cycles with jointly owned customer timelines

Senior Account Executive – Digital Native Startups

Learning and Development

• Maintain a deep and current technical understanding of Cloudflare solutions (including new product updates and industry trends) to provide authoritative subject matter expertise.
• Design, develop, update, and implement objective-based training materials and comprehensive learning paths (including labs, demos, apps, and virtual classrooms) for all Cloudflare products.
• Consult on lab-based educational solutions within our sandbox environment to create engaging and repeatable learning experiences for the global field and customers.
• Facilitate engaging and effective training sessions in both virtual and in-person classroom environments for customers and post-sales partners.
• Deliver complex technical curriculum to diverse audiences, ranging from entry-level users to technical architects and adapting delivery techniques in real-time.
• Mentor and upskill junior trainers (both employees and partners), and provide constructive feedback and coaching to participants during training sessions.
• Manage classroom dynamics effectively, utilize interactive tools, and troubleshoot technical issues during virtual sessions to ensure a rich and productive learning experience.
• Evaluate participant understanding through formal and informal assessment methods to measure effectiveness and iterate on content.
• Participate in stakeholder meetings with Product, Sales, Marketing, and Customer Success to review and refine the rolling enablement plan.
• Work with the Learning Tools team to ensure a seamless and optimized learning experience for customers.

Customer Education Instructional Designer, Trainer

Account Manager

• Define and execute the ecosystem strategy for Replicate as part of Cloudflare’s Developer Platform.
• Serve as the primary owner for relationships with model providers.
• Identify, recruit, and onboard top-tier model providers across image, video, multimodal, speech, code, and compact LLMs.
• Maintain a data-driven “top-X” model provider list aligned to developer demand, performance, and cost.
• Lead negotiations covering pricing, revenue share, rights, SLAs, benchmarks, and licensing.
• Partner closely with Legal and Finance to structure scalable, durable agreements that protect Cloudflare’s flexibility and margin.
• Run a repeatable launch pipeline (validation, performance and cost checks, documentation, demos, quickstarts).
• Ensure models are easy to discover, one-click usable, and production-ready within Workers AI and the Replicate Marketplace.
• Set volume tiers, credits, and pass-through vs. markup logic.
• Track unit economics, margin, and model-level profitability.
• Drive co-marketing and GTM efforts focused on real usage and deployments, not vanity metrics.
• Run QBRs, roadmap previews, incident response, and escalation with key ecosystem partners.
• Act as a trusted counterpart to both model providers and internal teams.
• Stay sharp on what’s happening in generative AI and new model launches. Spot trends early and ensure we are the go-to platform for developers looking for the widest selection of models in one place.

Partnerships Manager, Replicate Model Marketplace

Full-stack Engineer

• Be responsive to customer escalations, bug reports, and product feedback, and participate in pager duty for our production systems.
• Efficiently and reliably deliver high-quality software that meets the performance requirements of Cloudflare’s systems.
• Address complex and subtle issues on our platform, which may require debugging across multiple systems, languages, and datastores.
• Maintain clear written communication across a range of platforms as part of a globally distributed team

Software Engineer, Workers Observability

Solutions Engineer

• You will partner with the sales organization to drive revenue, new customers and pipeline of AI and Developer Platform solutions.
• Collaborate with cross-functional teams including product management, sales, and marketing to drive developer platform revenue and customer adoption
• Present to strategic customers as an expert of our Developer platform solutions
• Develop programs to drive the overall sales and pipeline strategy for the Cloudflare Developer Platform in partnership with regional and country sales leaders
• Align Director and C-Level perceived business and technical value with Cloudflare developer solutions
• Prepare and give regular business reviews to the management team highlighting attainment progress and challenges to closing business
• Generate a succinct feedback loop with cross-functional teams to deliver relevant Developer content, use cases, customer stories, and data driven value propositions.

Solutions Architect, AI/Cloudflare Developer Platform

Support Engineer

• Hire, onboard, and develop a new team of Developer Platform Support Engineers.
• Define team structure, skill expectations, and onboarding paths for a developer-focused support motion.
• Establish clear operating models, escalation paths, and engagement patterns with Engineering and Product.
• Own day-to-day operations, ensuring performance against SLAs, KPIs, backlog health, and customer experience metrics.
• Coach and mentor engineers with strong technical backgrounds, helping them grow in troubleshooting depth, communication, and ownership.
• Act as an escalation point for complex or high-severity developer issues.
• Provide technical leadership on complex issues involving APIs, developer tooling, runtime environments, and distributed systems.

Manager, Technical Support – Developer Platform

• Serve as a trusted technical advisor throughout a customer’s lifecycle.
• Deliver a timely and organised onboarding for customers.
• Ensure customers see the full value in Cloudflare's products.
• Advise on technical best practices.
• Provide customers with clear proactive technical guidance and expertise across all our products.
• Collaborate with Customer Support, Engineering, and other teams to assist with technical escalations.
• Proactively identify opportunities for expansion for existing customers.
• Promote retention by capturing and communicating gaps in product or features.

Customer Solutions Engineer – Mandarin or Cantonese Speaking

Inside Sales

• Lead and manage a regional team of ISRs to meet or exceed monthly and quarterly revenue targets.
• Coach the team on hunting, structured qualification and consultative selling to drive new business.
• Support ISRs in managing multiple deals at different stages, ensuring high-velocity execution from first contact to close.
• Use Salesforce and data-driven insights to manage the regional pipeline and provide accurate forecasting.
• Partner with Recruiting, Marketing to hire top sales talent and optimize lead flow across our APAC hubs.

Manager, Inside Sales

• Developing and executing against a comprehensive account/territory plan
• Driving sales in a defined territory and/or account list to achieve revenue targets
• Creating and articulating compelling value propositions for Cloudflare services
• Managing contract negotiations
• Maintaining a robust sales pipeline
• Developing long-term strategic relationships with key accounts

Named Account Executive – SLED

Marketing

• Lead, mentor, and manage a global team of partner marketers responsible for programmatic roles, including global partner demand generation, partner engagement at tier-1 events, and MDF fund management.
• Develop and manage the overall global partner marketing strategy and ensure its alignment with Cloudflare’s revenue goals and partner ecosystem objectives.
• Direct the development and execution of end-to-end partner marketing campaigns, including joint value proposition creation, content development, and co-branded enablement materials.
• Oversee the execution of global and regional marketing programs such as joint webinars, virtual and in-person events, and digital campaigns to drive demand generation and solution adoption through our partners.
• Manage the global partner marketing budget (MDF) to ensure activities are executed efficiently and deliver a positive return on investment.
• Collaborate with Partner Sales and Alliance Managers to identify key growth areas and translate business objectives into effective marketing strategies.
• Establish and track key performance indicators (KPIs) for all partner marketing activities across the global team, providing regular reporting on campaign performance and business impact to senior leadership.
• Act as the senior marketing liaison for the largest strategic global partners, fostering strong executive-level relationships to ensure alignment and maximum partner engagement.
• Maintain a deep understanding of the Cloudflare product portfolio and the global partner landscape, including their business models, market positioning, and offerings.

Director, Global Partner Marketing

• Develop, execute, and maintain your territory plan to exceed quarterly sales targets and annual quota assignment.
• Be an expert in three unique sales motions; new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline utilizing the four sourcing funnels: AE led outbound, BDR, Channel, and Marketing Inbound.
• Develop and strategically leverage a deep technical understanding of the problems Cloudflare solves in order to drive a consultative sales motion.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Accurately forecast, build commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

Senior Account Executive – Start-ups, PacNW/Seattle

Business Development Rep

• Provide Renewal and BDR analytics, identify problem areas, and develop recommended solutions, focused on the APJC business with Global context.
• Support APJC Renewal and BDR leadership for QBRs, Global Pipeline Reviews, All Hands and other related meetings and presentations.
• Spend time with RAMs and BDRs to understand pain points and then collaboratively develop processes, drive enablement requirements and identify solutions to solve those pain points.
• Effectively collaborate with Marketing Operations and Business Intelligence to optimize lead scoring and propensity models, MQL routing, account scoring and attribution models to drive the desired outcomes.
• Participate with Renewal and BDR Leadership in executing the strategic vision and operational goals for the regional and global Renewal and BDR organizations.
• Help monitor and ensure SFDC hygiene across Renewals and BDR opportunities, leads, and contacts.
• Ensure opportunities progress towards Closed Won smoothly. Track conversion rates and pipeline velocity through each stage of the top of the funnel, analyze pertinent data and make recommendations for how to improve the pipeline contribution and velocity.
• Participate in managing and updating content in sales automation tools.
• Assist in managing CRM data. Manage contact lists, ensure that SFDC data for the Renewal and BDR teams are up-to-date, audit data for consistency, setup automation rules, manage custom fields / data and create the required reports and dashboards.
• Work with APJC Renewals and BDR leadership to develop strategy and organizational goals.
• Be knowledgeable of industry trends that feed into Renewals and BDR best practices and strategy.
• Ensure departed/in-seat Renewal and BDR employees data is kept updated in the CRM and back-end systems.
• Help maintain MQL routing rules, accurate AE mapping, RAM/BDR job roles, hierarchies, and permissions groups in the CRM.
• Liaise and collaborate with key stakeholders. Marketing, Sales, Rev Ops, IT, Business Intelligence, GTM Finance, field sales, and field sales theater ops leads.

Senior Renewals, BDR Operations, Strategy Manager – 11-month contract

Project Manager

• Project manage a team of professionals that provide technical consulting, implementation, and support services to customers.
• Establish and maintain relationships with key customers, partners, and vendors to drive customer satisfaction.
• Drive customer satisfaction by ensuring that professional services engagements are delivered on-time, within budget, and meet customer expectations.
• Develop and implement processes and methodologies that improve the efficiency and effectiveness of professional services delivery.
• Support development of proposals for Services engagements from inception through delivery for new and upgraded services
• Resolving conflict between the proposal team and other organisational units in a satisfactory manner, including engaging management as necessary
• Collaborate with internal and external stakeholders to ensure a seamless project delivery.
• Collect feedback and document lessons learned from completed engagements for continuous improvement.This role will be responsible for adding efficiency to our operations and enabling us to move faster and more efficiently
• Creating internal guides and external customer-facing assets that support successful Project execution.
• Developing and delivering change management planning in support of new processes and frameworks.
• Gathering valuable feedback from Executives and Account Teams that drives continuous improvement
• Understanding and demonstrating your ability to successfully launch Projects at scale, with minimal hands-on guidance, that serves both our growing CS team as well as a large global customer base.

Senior Professional Services Project Manager

Engineering Manager

• Lead a team shaping the future of industry-leading services for developers.
• Build a team of software engineers to develop industry-leading services.
• Set ambitious goals and identify a path for reaching those goals.
• Provide mentorship for team growth and potential.
• Take ownership of the code from inception to release and ensure customer satisfaction.

Engineering Manager, Durable Objects

• Develop and execute the long-term technical sales strategy in partnership with regional and country sales leaders to drive pipeline and revenue for the Cloudflare Developer Platform.
• Directly manage, mentor, and grow a team of Solution Architects, ensuring they successfully serve as trusted technical advisors and regional leads.
• Serve as the primary liaison with executive leadership, Product Management, and Product Marketing to align goals and deliver data-driven value propositions and customer stories.
• Manage the annual budget and make critical resource allocation decisions to ensure the team is staffed and equipped to meet customer needs and business goals.
• Support your team in aligning perceived business and technical value with C-Level executives at strategic customer accounts.
• Oversee the creation of a succinct feedback loop between the field and internal teams to refine the product roadmap based on customer usage and competitive intelligence.