Senior Director of Developer Solutions Strategy

Cloudflare; United Kingdom; Remote; GBP 170,000 - 230,000; Full time

Benefits offered by this job

Competitive total rewards package

Sixteen days of PTO equivalent?

Parental leave

Healthcare benefits

Commuter/office flexibility

Wellbeing programs

Job summary

Cloudflare, Inc. is seeking a Sr. Director, Developer Solution Strategists to lead a global, high-impact team.

You will define strategy, standardize operating rhythms, and ensure consistent execution from activation to expansion, aligning with product, sales, and legal. You will drive scalable field enablement and craft compelling commercial narratives for senior stakeholders. The role requires fluency in developer workloads and commercial mechanics, with a track record of building trust with

Qualifications

• 10+ years in developer platforms, pre-sales/solutions, deal strategy, or commercial architecture
• 4+ years leading managers across multiple regions/time zones
• Exceptional written and verbal communication for executives and field teams
• Experience enabling large field organizations with playbooks, training, and tooling

Responsibilities

• Set the global Developer Solution Strategists strategy and operating model
• Lead a distributed team of Solution Strategists across regions
• Drive activation to expansion with measured deal velocity and ROI narratives
• Standardize proposals and commercial design; partner with Finance/Legal on terms
• Run pipeline reviews and surface blockers with Sales, Deal Desk, and Security
• Enable the field with tools, playbooks, and training at scale
• Translate field insights into product-market fit and packaging recommendations

Skills

Strategic leadership

Data-driven decisions

Cross-functional collaboration

Storytelling/presentation

Developer platforms

Tools

SQL

Sheets

Job description

• The Developer GTM organization is driving how we attract, inspire, and grow the next generation of builders
• We are redefining what developer acquisition looks like in a world where AI and distributed agents are reshaping the stack
• Our mission is to create new pathways for developers to discover Cloudflare, whether through ecosystem partnerships, high impact content, or creative field engagement
• We are builders, storytellers, and connectors united by one goal: to make Cloudflare the most exciting place for developers to build
• The Developer Solution Strategist (DSS) organization sits inside Developer GTM and partners tightly with Sales, Product, Finance, Legal, and DevRel
• DSS connects developer activation to durable commercial outcomes: shaping usage into clear proposals, aligning pricing and packaging, enabling the field with repeatable plays, and feeding real-world signal back into product and go-to-market
• We are hiring a Sr. Director, Developer Solution Strategists to lead an elite team of Solution Strategists aligned to their sales regions
• You will set the global DSS strategy, standardize operating rhythms, and ensure consistent execution on activation → expansion → commercial structure
• This leader is equally fluent in developer workloads and commercial mechanics, can operate from strategy to hands-on deal guidance, and is energized by building a high-trust partnership with field leadership worldwide
• Own the global DSS strategy and operating model. Define goals, scorecards, and cadences for regional teams (usage activation, expansion, proposal velocity, win rate, disciplined discounting, sourced/influenced pipeline)
• Build and lead a high-performing, distributed org. Hire, develop, and coach Solution Strategists
• Drive activation → expansion for priority workloads. Ensure teams use usage telemetry to identify “next-best actions,” expansion paths, and strategic accounts; publish a weekly global “usage radar.”
• Standardize commercial design. Maintain global proposal templates, commercial frameworks, and ROI/TCO narratives. Pricing and non-standard terms remain with Finance/Legal; DSS designs and shepherds
• Run pipeline and deal reviews. Establish a global rhythm for opportunity triage, strategic deal reviews, and win/loss analysis; surface systemic blockers and drive resolution with Sales, Deal Desk, Security, and Legal
• Enable the field at scale. Ship workload blueprints, playbooks, calculators, objection handling, and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and lift
• Align with Solution Architects and FDEs. Closely partner with your technical counterparts to run GTM motions in lock step with identified product-market fit
• Close the loop with Product. Translate field insights into clear, quantified recommendations on positioning, packaging, limits, and roadmap; track impact ($) of changes
• Partner with Programs. Support startups/accelerators and targeted campaigns with BDR/Marketing, with drive toward helping regions become increasingly self-sufficient
• Forecasting & planning. Own DSS headcount planning, coverage models by segment/geo, and quarterly objectives; partner with RevOps for attribution and instrumentation
• Culture & quality. Raise the bar on writing, narrative clarity, and executive communication; model Cloudflare’s values in every region

Benefits

• Competitive pay: We offer a competitive total rewards package, where every employee is an owner of our stock.
• Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
• Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
• Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
• Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members’ commute to work via public transportation without the extra cost burden.
• Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.

Data-driven and fluent in product usage telemetry; comfortable with Sheets/SQL-level analysis to size opportunities and measure impactBackground in usage-based/consumption pricing and commit structuresBuilder’s mindset with strong operational chops: you design operating models, write crisp narratives, and drive cross-functional execution10+ years in developer platforms, pre-sales/solutions, deal strategy, or commercial architecture; 4+ years leading managers across multiple regions/time zonesExperience with startup programs or digital-native segmentsBonus points for former startup founders and builders of overlay programs focused on developer GTMProven ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales, Finance, Legal, and SecurityExceptional communicator-clear writer and presenter, from developer ICs to executive sponsorsExperience enabling large field organizations with playbooks, training, and tooling; passion for coaching managers and building bench strength