Cloudflare

Full-stack 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 – Network Connectivity

General Counsel

• Work with our existing litigation team to help formulate and implement litigation strategies;
• Evaluate and respond to litigation threats and legal matters in various jurisdictions around the world;
• Help select, onboard, and manage outside counsel on all aspects of litigation (including factual development, briefing, hearings, trials, appeals, etc.)
• Work cross-functionally to further develop Cloudflare’s approach to intermediary liability, AI, and other emerging legal and technology issues globally;
• Assist in responding to and working with government regulators and private organizations on issues relating to Cloudflare’s products and services;
• Communicate with business leaders across the company about ongoing litigation and litigation threats, and provide training and resources to address future legal risks.

Litigation Counsel

Business Development Rep

• Be the first point of contact for customers that need help finding solutions
• Develop your customer centric sales skills to deliver a stellar customer experience
• Learn Cloudflare’s products and services in detail
• Manage your own “book of business” to nurture relationships with customers
• Own and meet target quota related to number of qualified opportunities, value of sales pipeline, and revenue
• Work cross-functionally with stakeholders (account executives, marketing, sales operations, fellow BDRs)

Business Development Representative, GCR

• Be the first point of contact for customers that need help finding solutions
• Own and meet target quota related to number of qualified opportunities, value of sales pipeline, and revenue
• Develop new business opportunities from existing customer base
• Identify target accounts with strategic timing and strong use cases through qualitative and data driven approach
• Work cross-functionally with stakeholders (account executives, marketing, sales operations, fellow BDRs)
• Help lead BDR team-wide campaigns or initiatives (we’re a collaborative group)
• Write emails and letters you’d love to open; make calls you’d love to receive; ask compelling questions
• Report, track, and manage sales activities and results using SFDC
• Play an active role in the creation and iteration of team processes

Business Development Representative

Account Executive

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Effectively scale the territory with partners
• Accurately forecast 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.

Territory Account Executive, iGaming

Implementation Specialist

• Partner closely with Account Executives to lead technical discovery, build bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts (PoCs)
• Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders.
• Own the long-term technical relationship across the entire customer lifecycle, ensuring continuous alignment between the customer’s evolving business goals and our product roadmap.
• Carry a variable quota tied directly to new business acquisition and/or ongoing account growth.
• Leverage AI agents and internal platforms to automate routine tasks, reclaiming your time for strategic customer advisory.

Senior Customer Engineer, Web3

Systems Engineer

• Work closely with product managers to support our public facing synthetic testing and load testing products for enterprise customers.
• Communicate effectively with engineers across the company to understand the behaviours of our systems and products in order to deliver tooling to meet their testing needs.
• Join highly motivated software engineers to contribute to the MAPS team responsible for granular and large-scale resource usage instrumentation and measurement of Cloudflare's edge platform.
• Build and run data pipelines, as well as systems and libraries for measuring and collecting the data.

Operations

• Own the successful deployment of CAPEX investments, ensuring our infrastructure scales ahead of demand.
• Collaborate strategically with cross-functional partners including Project Managers, Capacity Planning, Finance, and Security to deliver on ambitious group initiatives.
• Manage key third-party vendors and contractors, holding them accountable for performance and service level agreements (SLAs).
• Drive a culture of continuous improvement by championing standardization, optimization, and automation.
• Own incident response, root cause analysis (RCA), and executive-level communication during critical events.
• Foster a best-in-class operations team by bringing fresh perspectives, leadership acumen, and a focus on employee engagement.
• Change Policy Architect: Design and enforce the global DCIM Workflow and Change Management policies (MAC process), ensuring strict ITIL/ITSM compliance across IT, Facilities, and Deployment teams worldwide.
• Technical Integration Leader: Support the complex, bi-directional API/database integration between Nlyte and core enterprise systems (ERP, CMDB, etc) to automate asset management and trigger workflow requests.
• Capacity Strategy: Partner with the DCIM Analyst and our Capacity Planning team to develop forward-looking capacity models, ensuring resource availability and optimization for new services like Workers AI and R2.
• Governance & Leadership: Establish and track key operational metrics (e.g., Workflow Compliance KPIs, Data Accuracy Rate), providing executive reporting on infrastructure risk.
• Lead and mentor the DCI Administrator and Analyst and members across the Infrastructure Engineering organization.

Data Center DCIM Program Leader – Infrastructure Operations

• Contribute to the design and execution of technical architecture for highly visible data infrastructure at the company.
• Design and develop tools and infrastructure to improve and scale our data systems at Cloudflare.
• Build and maintain data pipelines and data products to serve customers throughout the company, including tools to automate delivery of those services.
• Gain deep knowledge of our data platforms and tools to guide and enable stakeholders with their data needs.
• Work across our tech stack, which includes Kubernetes, Trino, Iceberg, Clickhouse, and PostgreSQL, with software built using Go, Javascript/Typescript, Python, and others.
• Collaborate with peers to reinforce a culture of exceptional delivery and accountability on the team.

Systems Engineer, Data

• Executive-Level Strategic Revenue Leadership: Own and execute the most critical territory and account plans, consistently exceeding multi-million dollar sales targets and annual quotas by architecting and closing large-scale platform sales within highly focused, strategic accounts.
• Precision Forecasting & Pipeline Mastery: Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management. Provide visionary insights and strategic guidance that shapes the direction of the sales organization.
• Enterprise Architecture & Business Model Expertise: Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), seamlessly mapping these to customer business models. Articulate precisely how Cloudflare fits into and optimizes a modern cloud operating model.
• C-Suite Engagement & Executive Sponsorship: Lead and orchestrate complex customer engagements across numerous business units simultaneously, connecting the dots to solidify platform sales. Actively apply and manage executive sponsorship programs, ensuring direct engagement and influence with CIOs, CISOs, and CTOs.
• Cross-Functional Leadership & Influence: Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities. Proactively identify and resolve organizational roadblocks, leveraging company-wide learnings to ensure the most efficient delivery.
• Digital Transformation Visionary: Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change (e.g., new offering development, customer capabilities). Expertly spot and seize opportunities for Cloudflare within broader market trends that influence these critical decisions.
• Organizational Communication & Feedback: Connect themes from across departments and global locations to craft critical, crystal-clear messaging. Review performance and output across multiple organizations, providing feedback and solutions to enhance the entire organization’s performance. Deliver challenging news within a constructive learning context.
• Long-Term Strategic Impact: Consistently articulate how decisions will impact Cloudflare years into the future, willing to trade short-term gains for significant long-term organizational benefit. Build trust by openly sharing learnings and modeling Cloudflare's highest expectations and standards.
• Define Goals & Drive Efficiency: Play a key role in defining team goals and metrics each quarter, rigorously reviewing results. Deeply understand interdependencies within and across teams, proactively addressing roadblocks to achieve results with maximum efficiency.
• Company-Wide Innovation & Problem Solving: Consistently and proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimize efficiency. Constructively and humbly challenge the status quo to drive positive change and innovation company-wide, leveraging new insights for continuous iteration.
• Inclusive Leadership & Future-Proofing: Serve as an exemplary leader, consistently bringing in diverse perspectives to not only address today's needs but also anticipate and solve future problems, contributing significantly to the greater good of Cloudflare.

Senior Account Executive

• Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments. • Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership. • Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions. • Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives. • Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery. • Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations. • Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the "why," communicating the whole picture to both internal and external stakeholders. • Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities. • Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work. Share learnings proactively to build trust across the organization. • Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking.

Major Account Executive

• Architect and execute advanced territory and account plans to exceed sales targets
• Lead proactive and strategic pipeline management efforts
• Develop a profound understanding of customers' IT architectures
• Orchestrate and manage multiple complex customer engagements simultaneously
• Set clear direction and lead a virtual team of specialists
• 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

Sales

• Architect and execute advanced territory and account plans
• Lead proactive and strategic pipeline management efforts
• Develop a profound understanding of customers' IT architectures
• Orchestrate and manage multiple complex customer engagements simultaneously
• Set clear direction and lead a virtual team
• Act as an authority on digital transformation
• Articulate highly compelling, strategic value propositions
• Expertly lead and navigate complex contract negotiations
• Build long-term, executive-level strategic relationships
• Consistently focus on long-term team and business needs

Regional Sales Manager, Mid Market

• Architect and execute territory and account plans to exceed multi-million dollar sales targets.
• Lead strategic pipeline management and demonstrate understanding of sales cycles.
• Develop understanding of customers' IT architectures and align solutions.
• Orchestrate multiple complex customer engagements across various business units.
• Set direction and lead a virtual team to manage complex customer opportunities.
• Act as an authority on digital transformation and influence key market decisions.
• Articulate compelling value propositions linking Cloudflare's services to customers.

Territory Account Executive

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