The posting, in Cloudflare's own words
archived Oct 27, 2026About Us
At 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, TX About Cloudflare At Cloudflare, our mission is bold yet simple: to help build a better Internet. Our global network handles trillions of requests each month, protecting and accelerating applications without added hardware, software, or code changes. Our Developer Platform, including Workers, Workers AI, R2, KV, Durable Objects, and Pages, empowers developers to build and deploy applications globally, faster than ever before.
About the Team
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.
Read the full posting ↓
About the Role
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.
What You Will Do
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.