Principal, Customer Strategy & Storytelling

HostList; Austin, New York, San Francisco (TX, NY, CA); Hybrid; USD 156,000 - 200,000; Full time

Benefits offered by this job

Equity

Health insurance

401(k)

Paid time off

Job summary

Cloudflare in the United States seeks a Principal, Customer Strategy & Storytelling to craft compelling customer narratives that showcase the value of our Developer Platform. You’ll translate complex technical breakthroughs into magnetic stories for startups and global enterprises, and build scalable programs that resonate across internal teams and the broader ecosystem.

You will collaborate with Marketing, Sales, and Account teams, develop enablement assets, and measure impact to drive Dev GTM

Qualifications

• 8-10 Years Experience in Customer Success, Customer Strategy, Strategic Account Management, or Customer Marketing.
• Excellent internal and external relationship building and stakeholder management.
• Demonstrated experience working cross functionally to deliver results.

Responsibilities

• Narrative Creation: Identify and develop compelling customer stories demonstrating how Cloudflare’s Developer Platform delivers transformational outcomes for startups and enterprises.
• Build repeatable frameworks for customer identification and story development.
• Marketing Partnership: Partner with Marketing to bring customer stories to life through long form content, campaign materials, thought leadership, executive presentations, and novel channels.
• Sales & Partner Enablement: Create enablement assets for technical sales organizations, sellers, and partner networks.
• Bridging Audiences: Showcase technical wins to developer communities and translate narratives for enterprise buyers and executives.
• Advocacy & Ecosystem Building: Cultivate relationships with strategic customers and account teams to build a network of customer champions.
• Strategic Insights: Surface emerging customer use cases and trends to inform business strategy.
• Impact & Measurement: Measure program effectiveness through advocacy participation and commercial impact.

Skills

Customer Experience

Stakeholder management

Program building

Technical fluency

Storytelling

Job description

# Principal, Customer Strategy & StorytellingCloudflareRole summaryHybridHybridPosted 1 day agoApply on company site →## What is this role?Principal, Customer Strategy & Storytelling at Cloudflare is a Hybrid role based in Hybrid.## How do you apply?Apply directly on Cloudflare's careers site using the official application link below. HostList does not accept applications; we mirror listings from public ATS feeds updated weekly.Open apply page →## Full job descriptionAbout UsAt Cloudflare, 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. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare 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. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.At Cloudflare, 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• Austin, US• New York, US• San Francisco, USAbout the RoleThe Developer Platform is the fastest growing set of products in Cloudflare. As part of our explosive growth, we are looking for a Principal, Customer Strategy & Storytelling to establish, scale, and architect the stories we tell about the Developer Platform inside and outside the company.This is a high-impact, foundational individual contributor role within Developer GTM. You will unearth compelling customer transformations, translate complex technical breakthroughs into magnetic narratives, and architect programs that showcase the value of Cloudflare’s developer platform and AI infrastructure to both internal teams and the global ecosystem. As an early member of this team, you will have the autonomy to experiment, to learn what resonates, and to establish scalable operating rhythms and success metrics. Your work will showcase the value of Cloudflare's developer platform and AI infrastructure both internally and to the global ecosystem.Responsibilities• Narrative Creation: Identify and develop compelling customer stories demonstrating how Cloudflare’s Developer Platform delivers transformational, measurable outcomes for cutting-edge startups and global enterprises. Build repeatable frameworks for customer identification and story development.Marketing Partnership: Partner with Marketing to bring customer stories to life through long form content, campaign materials, thought leadership, executive presentations, and novel channels.• Sales & Partner Enablement: Create the first draft of robust enablement assets for technical sales organizations, sellers, and partner networks. Once we see that our stories equip teams to accelerate sales, you will hand off and support.• Bridging Audiences : Showcase our best technical wins authentically to developer communities while simultaneously translating those into narratives for commercial impact for enterprise buyers and executives.• Advocacy & Ecosystem Building : Cultivate trusted relationships with strategic customers, executive sponsors, and account teams to build a thriving network of customer champions who amplify Cloudflare's product story.• Strategic Insights : Surface emerging customer use cases, customer trends, and strategic insights to inform business strategy.• Impact & Measurement: Measure program effectiveness through customer advocacy participation, storytelling adoption, and commercial impact.What Success Looks LikeFirst 30 days:Establish key relationships, consume an inordinate amount of content about our customers and existing stories, identify a few priority narratives. You’ve shipped your first customer story.First 6 months:Translate and distribute your first stories across internal and external channels. Launch a repeatable customer storytelling motion across DevGTM, including the cross-functional processes for identification and engaging account teams. We are hitting a new level of narrative (this is not a case study factory) and telling the story in novel ways. You’ve shipped a way for customer stories to be easier to find for our field teams, and they hit their goals faster because of it.First year:Build a scalable customer engagement and storytelling capability that is measurably supporting Dev GTM’s growth. Your partnership is sought after, because it has created such compelling narratives through our field teams, owned channels, and executive voices that our program makes waves in the AI ecosystem.Desirable Skills, Knowledge, and ExperienceAt Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every single box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply.• Customer Experience : 8-10 Years Experience in Customer Success, Customer Strategy, Strategic Account Management, or Customer Marketing.• Customer Presence. Excellent internal and external relationship building and stakeholder management.• Program Builder. Demonstrated experience working cross functionally to deliver results. Proven success building new programs and processes in fast-growing organizations.• Technical Fluency: 5+ Years experience working on developer-first products with a highly technical customer base. Comfort working with that audience, telling their stories. An instinct for what will “hit” on Hacker News paired with commercial acumen for enterprise buyers.• Storytelling Excellence: Exceptional one-to-many (writing, communication, decks) and one-to-one (stakeholder management) communication skills.• Entrepreneurial Mindset: Comfort navigating ambiguity and driving initiatives independently. A love of the chaos and comfort doing unscalable things.CompensationCompensation may be adjusted depending on work location.• For Bay Area based hires: Estimated annual salary of $164,000 - $200,000• For NYC based hires: Estimated annual salary of $156,000 - $190,000EquityThis role is eligible to participate in Cloudflare’s equity plan.BenefitsCloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.Health & Welfare Benefits• Medical/Rx Insurance• Dental Insurance• Vision Insurance• Flexible Spending Accounts• Commuter Spending Accounts• Fertility & Family Forming Benefits• On-demand mental health support and Employee Assistance Program• Global Travel Medical InsuranceFinancial Benefits• Short and Long Term Disability Insurance• Life & Accident Insurance• 401(k) Retirement Savings Plan• Employee Stock Participation PlanTime Off• Flexible paid time off covering vacation and sick leave• Leave programs, including parental, pregnancy health, medical, and bereavement leaveWhat Makes Cloudflare Special?We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.Project Galileo : Since 2014, we've equipped