Customer Engineer AI/ Start Up's

Cloudflare, Inc.; United States; Hybrid; USD 140,000 - 190,000; Full time

Job summary

Cloudflare, Inc. is seeking a Customer Engineer (AI & Start-Ups) in San Francisco to drive technical discovery and pre-sales activities for startup and cloud-native customers.

You will work closely with sales teams, engage with development teams and CTOs, and translate customer needs into platform solutions. You will lead architecture discussions, deliver compelling demos, and evangelize our Developer Platform.

Qualifications

• Proven experience in pre-sales or technical customer-facing roles.
• Ability to lead technical discovery and deliver architecture discussions.
• Strong communication with developers and CTOs.

Responsibilities

• Lead technical discovery within the cloud-developer vertical.
• Join sales-led discovery calls and help qualify deals.
• Embed yourself in customer Slack channels and working sessions.
• Map customer initiatives to the Cloudflare platform.
• Develop tailored technical content and demos for developers and leadership.
• Lead demo and proof-of-concept activities for prospects and customers.
• Evangelize Cloudflare Developer Platform (Workers, AI tools, KV, R2, etc.).
• Represent Cloudflare at developer, community, and industry events.

Skills

Pre-sales experience

Customer-facing

Technical discovery

Architecture discussions

Developer communication

Startup experience

Job description

About Us

At the company, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. the company protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by the company all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. the company was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

At the company, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Available Locations

• San Francisco, US

• We are only considering locally based candidates OR candidates looking to move to the Bay Area.

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Customer Engineer - (AI & Start-Ups)

-About the RoleDigital Native SEs at the company work with the most innovative and cutting-edge companies on the planet — the startups and high-growth, cloud-native businesses that are building the next generation of Internet products. These are companies where the developers*are*the decision makers, and where the CTO is often personally responsible for shipping new products and getting the company's AI initiatives off the ground.This role is for a technologist who genuinely enjoys being in the room with builders. You'll be equally comfortable jumping into a Slack channel with a founding engineer, whiteboarding an architecture with a lead developer, and stepping into a strategic conversation with a CTO about their platform and AI roadmap. You speak the language of engineers fluently and can hold a credible, detailed technical conversation — but this isnota software developer role, and you won't be writing production code every day. Your superpower is technical discovery, translation, and evangelism: understanding what a builder is trying to accomplish, mapping it to the full breadth of the the company Developer Platform, and inspiring teams to build on the company rather than just consume a single service.The Digital Native segment leans heavily on Solutions Engineering to lead technical discovery within the cloud-developer vertical. You'll be expected to go deep on the the company Developer Platform — Workers, Durable Objects, Workers AI, R2, KV, D1, Vectorize, Queues, Pages, and the broader developer ecosystem — far beyond basic storage, and to make the case for the company as*the*place to build. This role covers both the acquisition of new Digital Native accounts and the expansion of existing ones. The ideal candidate is a "builder" personality with a strong mix of pre-sales/technical customer-facing experience who thrives in an agile, fast-moving environment.What you'll do as a Senior Solutions EngineerThe Pre-Sales Solution Engineering organization owns the technical sales of the the company solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers. Solution Engineering is made up of individuals from a wide range of backgrounds including but not limited to Sales Consultants, Technical Consultants, Technical Support and Program Managers.You are a customer-facing technologist within the the company Solutions Engineering team, focused on the developer-first, digital-native segment. You have experience in a pre-sales or other technical customer-facing role, and you're at your best when engaging directly with engineering teams and technical founders. In this role you'll partner closely with the sales team from the very start of the cycle — joining early discovery calls, qualifying opportunities from the get-go, and embedding yourself in customer Slack channels and working sessions. You'll lead technical discovery, deliver compelling demos and architecture discussions, run proof-of-concept builds, and evangelize the the company Developer Platform as the foundation for our customers' next products and AI initiatives.ResponsibilitiesSpecifically, we are looking for you to:

• Lead technical discovery within the cloud-developer vertical — asking the right questions to uncover how a customer builds, what they're trying to ship, and where the company fits.

• Engage early and often: join sales-led discovery calls from the outset, help qualify deals from the get-go, and stay embedded with customer teams (including in their Slack channels and working sessions) throughout the cycle.

• Identify and map customer initiatives and business problems — especially around new product development and AI initiatives — to the the company platform.

• Build relationships and technical champions within customer accounts, from founding engineers and developers up to the CTO.

• Develop and present tailored technical content and demos for both hands-on developer audiences and senior technical leadership.

• Lead demo and proof-of-concept / build activities for the company prospects and customers.

• Evangelize the the company Developer Platform (Workers, Workers AI, Durable Objects, R2, D1, KV, Vectorize, Queues, Pages and more) — making the case for customers to*build on*the company, not just use it for storage or CDN.

• Demonstrate your expertise with your peers through the creation of professional content, including reference architectures, demos, blog posts and other knowledge-sharing activities.

• Represent and evangelize the company externally at Developer, Community, Technology and Industry events with thought leadership and expertise.

• Apply in-depth vertical knowledge or domain expertise. Advise on best practices.

Desirable Skills, Knowledge, and Experience

• Previous experience as a Solutions Engineer or other customer-facing technical role, ideally selling to or working with developer-led, cloud-native, or startup organizations.

• A genuine "builder" mindset and the personality to match: you enjoy talking to developers, you're curious, and you naturally gravitate toward technical problem-solving conversations.

• The ability to speak engineers' language credibly — you can hold your own on architecture, APIs, and platform design —withoutthis being a hands-on, code-every-day developer role.

• Strong technical discovery instincts: you know how to draw out requirements, qualify fit early, and separate real needs from noise.

• A good mix of pre-sales / technical sales experience and comfort operating in an agile, fast-moving environment (joining Slack channels, iterating quickly, engaging in early-stage calls, and qualifying deals from the start).

• Solid communication, written and presentation skills, with the range to talk to both a hands-on developer and a CTO in the same day.

• Ability to work on several projects and activities concurrentl