Strategic Partnerships Lead / Director

Cloudflare

United States

Hybrid

USD 180,000 - 260,000

Full time

14 days+

Get a reply from this employer

Your resume and cover letter, tailored to exactly what they’re hiring for.

Get past ATS filters

Benefits offered by this job

Medical/Rx Insurance

Dental Insurance

Vision Insurance

401(k) Retirement Savings Plan

Employee Stock Participation Plan

Flexible paid time off

Parental leave

Job summary

Cloudflare seeks a Strategic Partnerships Lead/Director to join our Strategic Partnerships team. You will define and execute strategies to transform our network data into actionable business intelligence for marketing, publishers, and enterprise customers.

You will bridge engineering, product, and GTM teams to build a suite of analytics tools, enabling CMOs and digital strategists to measure content value, track agentic traffic, and optimize brand presence across AI answer engines.

Qualifications

10+ years of experience in strategic partnerships, business development, product marketing, or strategy within digital media, martech, web analytics, or data platforms.
Ability to understand complex technical infrastructure (CDNs, bot management, traffic logs, APIs) while translating technical data into business insights (KPIs, CAC/LTV, attribution, monetization).
Proven track record building from ideation to scaled commercial distribution in early-stage concepts.
Excellent C-Suite storytelling and communication skills with experience presenting to CMOs and other executives.

Responsibilities

Act as the bridge between enterprise customers, Product & Engineering, and GTM teams to define and commercialize analytics of the agentic era.
Build and commercialize analytics dashboards and tools for business leaders and publishers, focusing on content value, agentic traffic, and brand visibility across AI answer engines.
Lead product influence, analytics suite definition, and partner programs with enterprise customers and media brands to validate features and drive adoption.
Collaborate on GTM strategy, sales enablement, pricing, and packaging of the Advanced Analytics Suite for commercial buyers.
Expand buyer horizons beyond CISOs to CMOs, digital strategists, and commercial leaders; educate stakeholders on AEO, GEO, and synthetic web traffic attribution.
Identify and structure strategic partnerships with marketing tech and AI ecosystem players to enrich analytics capabilities and joint GTM motions.

Skills

Strategic partnerships

Technical fluency

Builder mindset

C-Suite storytelling

Cross-functional leadership

Location flexibility

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

Austin, TX; San Francisco, CA; New York City

About the role

The web is undergoing a structural transition from a search-first economy to an AI-mediated, agentic ecosystem. the company sits in front of more than 20% of the world's web traffic, providing an unmatched, front-row view of how Large Language Models (LLMs), AI bots, and autonomous agents interact with digital content.

We are seeking a Strategic Partnerships Lead / Director to join the company’s Strategic Partnerships team. In this high-impact, zero-to-one role, you will define and execute our strategy to transform the company’s rich network and CDN data into actionable business, marketing, and Answer Engine Optimization (AEO) intelligence.

What you'll do

You will act as the crucial bridge between enterprise customers, Product & Engineering, and Go-To-Market (GTM) teams. Your mission is to build and commercialize the "Analytics of the Agentic Era"—helping non-technical business leaders, CMOs, and digital publishers measure content value, track agentic traffic, and optimize brand visibility across AI answer engines.

Responsibilities1. Product Influence & Analytics Suite Definition

Partner closely with Product Management and Engineering to translate raw CDN, bot, and network traffic signals into executive-ready dashboards and commercial analytics products.

Help design first-party analytics tools tailored for business personas—focusing on metrics like scraping-to-referral ratios, prompt library integrations, LLM brand presence, and content gap analysis.

Run design partner programs with top enterprise customers and media brands to gather feedback, validate feature roadmaps, and co-develop analytics prototypes.

2. GTM Strategy & Sales Enablement

Collaborate with the company’s Enterprise Sales and GTM teams to package, price, and position the Advanced Analytics Suite for commercial buyers.

Create sales playbooks, value frameworks, and pitch materials that translate complex technical infrastructure data into compelling business stories for non-technical buyers.

Serve as a domain expert in high-stakes customer meetings, executive briefing centers (EBCs), and pilot programs.

3. Expanding the Buyer Horizon Beyond CISOs

Champion the company’s strategic positioning beyond security (CISOs) and infrastructure (CTOs), actively expanding our mindshare among CMOs, digital strategists, and commercial leaders.

Educate external stakeholders on critical concepts in the agentic web, such as Answer Engine Optimization (AEO), Generative Engine Optimization (GEO), and synthetic web traffic attribution.

4. Ecosystem & Strategic Alliances

Identify, evaluate, and structure strategic partnerships with adjacent players in the marketing tech and AI ecosystem (e.g., AEO measurement platforms, attribution providers, AI ad networks, and commercial data platforms).

Leverage ecosystem relationships to enrich the company’s analytics capabilities and build joint go-to-market motions.

Desirable Skills, Knowledge, and Experience:

10+ Years of Experience: Demonstrated track record in strategic partnerships, business development, product marketing, or strategy within digital media, martech, web analytics, or data platform ecosystems.

Technical + Commercial Fluency: Exceptional ability to understand complex technical infrastructure (CDNs, bot management, traffic logs, APIs) while possessing a keen empathy for marketing and business mechanics (KPIs, CAC/LTV, attribution, content monetization).

0-to-1 Builder Mindset: Proven experience taking early-stage, ambiguous product concepts from ideation to scaled commercial distribution.

C-Suite Storytelling & Communication: Superior written and verbal communication skills, with a track record of presenting to C-level executives (CMOs, CEOs) and simplifying complex developer concepts into strategic business imperatives.

Cross-Functional Leadership: Strong experience orchestrating alignment across engineering, product management, sales, legal, and executive leadership teams.

Location: Based in or willing to work hybrid from our San Francisco, CA or New York, NY or Austin, TX offices.

Compensation

Compensation may be adjusted depending on work location.

For San Francisco based hires: Estimated annual salary of $195,000 - $268,000

For New York City based hires: Estimated annual salary of $186,000 - $255,000

Equity

This role is eligible to participate in the company’s equity plan.

Benefits

the company 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