Available Location: Singapore

What you’ll do as a Customer Solutions Engineer (CSE) Director

You are the team enabler, point of reference and coach. You will work closely with our Enterprise customers by shadowing and improving your team’s technical expertise. You will take care of new team members and you will ensure work loads are equally distributed within the team. You are personable and can provide constructive feedback when necessary. You will help escalate and identify issues quickly and efficiently and you will work with the other team leads and the regional lead to ensure proper regional coordination. You help drive adoption, retention and expansion with our customers.

To aid your team, you will work closely with every team at Cloudflare, from Sales and Product, through to Engineering and Customer Support. Your goal of customer success should drive you through the entire organization as you seek out and advise your team on how to create scalable solutions for your customer’s needs.

Examples of desirable skills, knowledge, experience and goals

Ultimately, you are passionate about technology, have the ability to explain complex technical concepts in easy-to- understand terms, and you like coaching and teaching. You are naturally curious, and an avid builder who is not afraid to get your hands dirty. On the Customer Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other and you will be an integral part of driving that culture.

Requirements

The Customer Solutions Engineer Director role has the same requirements as the Customer Solutions Engineering role with the following additions:

• Demonstrable experience in coaching, leadership skills or team management;
• Demonstrable experience in understanding and solving escalations, team issues or other management related scenarios;

Inter-Team Goals

• Cultivate cross success team (CSM and CSE) coordination, keep us all connected as one team;
• Drive a strong feedback loop between CSE and CSM teams to ensure a great customer experience;
• Facilitate knowledge transfer between customer success teams:
• Ensure the team learns from the great ideas of single team members;
• Ensure mistakes are not repeated within the team;
• Develop strong relationships outside of CSE organization to aid in escalation of issues (product/support/engineering/special projects/marketing/legal/etc);
• Maintain strong communications with Customer Success leaders;

Intra-Team Goals

• Keep the pulse of the team: who is happy, productive, performing. Know each member’s strengths and how they would each like to develop;
• Exemplify and cultivate positive culture traits;
• Provide support and confidence to team members;
• Cultivate a very open communication environment. Criticism is welcome and appreciated;
• Maintain culture of independence amongst team members while offering advice to team members on how to improve;

Personal Goals

• Foster technical success with customers by promoting strong adoption, retention, and growth of the existing user base.
• Maintain trust and respect from team and other stakeholders;
• Ability to handle any call, from any customer;

Responsibilities

• Workload Management;
• Conduct 1:1’s with team members;
• Act as point of escalation for team issues, escalate issues that can’t be solved in the team;
• Recruit, interview, and onboarding new team members;
• Manage performance of individual CSE

What you’ll do

As a member of the Zero Trust Escalation Engineering team, you will play a key role in addressing technical issues experienced by customers and internal users in all layers of our Zero Trust offering (Gateway SWG, Gateway Resolver, ZTNA Access, Infrastructure Access, Browser Isolation, Data Loss Prevention).

As the goto person for problem management of the most complex issues, you will collaborate with multiple Zero Trust teams to triage, prioritize, reproduce, evaluate impact, delve into client or server logs and source code, and methodically determine root causes. You will communicate updates and estimated time of resolution to stakeholders, including senior management.

The interconnectedness of our products will require you to use a wide range of advanced troubleshooting strategies and tools to reproduce and solve the most complex problems. You will need to have a broad, in-depth product knowledge and technical understanding, spanning multiple teams within the Zero Trust organization.

In addition to driving issue resolutions, you will contribute to the enhancement of operational efficiency. You will develop tooling, write thorough documentation, refine processes, and identify patterns to elevate the quality and efficiency of our management of issues, as well as our software development process.

Examples of desirable skills, knowledge, and experience

• Depth of knowledge in our Zero Trust product portfolio, technologies, and customer use cases
• Demonstrable experience with network-related software and underlying Internet technologies between L4 and L7 (TCP/UDP, DNS, VPNs, VLANs, proxies, etc.)
• Experience working with and debugging man-in-the-middle TLS terminating proxies
• Knowledgeable of DNS over HTTPS (DoH), DNS over TLS (DoT), and related DNS protocols
• Proven track record in tracking and solving problems within complex and distributed environments, both on desktop and on the edge/in the cloud.
• Experience capturing and analyzing network data captures to troubleshoot network-related issues (network connectivity, data loss, etc.)
• Strong experience in writing scripts or actual code, ideally in languages such as Python, Rust, or Go.

Compensation

Compensation may be adjusted depending on work location.

• For Colorado, Illinois, Maryland and Minnesota based hires: Estimated annual salary of $140,000 - $172,000.
• For New York City, Washington, Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $158,000 - $193,000.
• For Bay Area based hires: Estimated annual salary of $166,000 - $202,000.

Equity

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

Benefits

Cloudflare 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 Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

Locations: US Remote, Austin, TX and San Francisco (Bay Area), CA 

About the Role

As the Director of Engineering: Adoption, you will lead the engineering efforts behind Cloudflare's dashboard and cloudflare.com, and will play a central role in helping Cloudflare grow 5x over the next 5 years. Alongside your Product Management counterparts, your mission is to enhance customer and prospect engagement with our products and the company as a whole. You'll tackle challenges such as:

• Enhancing the Cloudflare Dashboard: Can we provide product teams with a powerful platform to deliver exceptional user experiences? How do we maintain a tech stack and design language that empowers rather than restricts innovation? How do we manage contention such that it is possible for a growing organization to contribute to this mission together?
• Driving Adoption and Upselling: How can we educate customers and prospects ranging from hobbyist developers to Fortune 500 enterprises about our offerings, encourage them to upgrade, and promote onboarding of their colleagues and friends? How do we measure this progress and make decisions when tradeoffs need to be made? How do we enable stakeholders from outside of the product and engineering organizations to contribute to this mission across all of Cloudflare’s web properties?
• Managing Adjacent Costs: Can we effectively manage cost drivers like customer support and outbound sales while ensuring we're making a positive impact?
• Serving Diverse Customer Needs: For customers who primarily interact through APIs or Terraform, how can we meet their needs without compromising innovation velocity?

In this role, you'll lead a team of engineering managers and engineers, collaborating closely with product management, design, and go-to-market teams. You'll also work with product teams across the company to address these challenges. Additionally, you'll be responsible for fostering a high-performance culture within your team and promoting engineering excellence throughout Cloudflare.

Key Responsibilities

• Leadership and Accountability
• Own the successful execution of goals within the adoption solution area, ensuring alignment with company objectives.
• Lead by example, setting high standards for ethics and integrity.
• Develop leaders within your organization who have their own track records of success.
• Delivery and Execution
• Drive goal-setting initiatives and take individual ownership of key objectives, including cross-functional projects.
• Ensure regular progress updates are shared with peers, executives, and other stakeholders.
• Validate team-level goals for appropriate stretch and impact, making adjustments as needed.
• Monitor delivery across teams, unblocking obstacles to maintain progress.
• Address underperforming teams by implementing necessary changes.
• Strategic Thinking and Vision
• Break down ambiguous problems into concrete goals with clear outcomes.
• Set a common direction and strategy across teams, creating cohesion around the mission.
• Identify opportunities to leverage existing skills, tools, and technologies to accelerate delivery and minimize waste.
• Develop a vision for the future of your area and inspire collaboration among other leaders.
• Technical Excellence
• Use your engineering expertise to identify improvement opportunities, enhancing product quality and development velocity.
• Work with engineering managers and principal engineers to implement best practices.
• Ensure quantitative measures exist for teams, using data to identify issues and take corrective action.
• Stay informed about modern UX stacks and web technologies to effectively lead technical discussions.
• Customer Focus
• Deeply understand customer problems by analyzing support themes, engaging with customer-facing teams, and interacting with customers directly.
• Develop strategies to serve the needs of customers who primarily use APIs or Terraform.

Key Competencies

• Leadership Skills
• Proven ability to lead and develop high-performing teams in a dynamic environment.
• Experience reorganizing teams to improve success and adapt to changing goals.
• Execution Excellence
• Strong track record of managing competing priorities and ensuring critical tasks are completed.
• Ability to break down complex problems and drive continuous, iterative progress.
• Influence and Communication
• Exceptional communication skills, capable of persuading and influencing cross-functional teams.
• Ability to articulate a clear vision and inspire others to collaborate.
• Technical Proficiency
• Deep understanding of modern UX stacks and web technologies.
• Engineering background preferred; ability to engage credibly with technical teams.
• Data-Driven Decision Making
• Fluent in working directly with data to inform decisions and persuade stakeholders.
• Ability to define and track key metrics to measure progress and impact.

Bonus Points

• Internet Expertise
• Understanding of how the Internet works at layers 2 through 7, or mastery in a similarly complex domain.
• Hands-On Experience
• Experience developing web properties or contributing to open-source projects.

Qualifications

• Bachelor's or Master's degree in Computer Science, Engineering, or equivalent experience
• 10+ years of experience in software engineering, with at least 5 years in leadership roles.
• Demonstrated excellence in building public-facing UX in an enterprise setting.
• Proven track record of driving organizational excellence and making tough decisions when necessary.

Compensation

Compensation may be adjusted depending on work location.

• For Colorado, Illinois, Maryland and Minnesota based hires: Estimated annual salary of $243,000 - $297,000.
• For New York City, Washington, Washington D.C. and California (excluding Bay Area) based hires: Estimated annual salary of $266,000 - $325,000.
• For Bay Area based hires: Estimated annual salary of $279,000 - $341,000

Equity

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

Benefits

Cloudflare 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 Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

Why Join Cloudflare?

At Cloudflare, we aim to help build a better Internet. We believe that with our talented team, smart technology, and engaged users, we can solve some of the biggest challenges on the web. Join us to be part of a team that values performance, creativity, and innovation.

Ethics and Integrity

As a leader at Cloudflare, you'll set an example for ethics and integrity, ensuring your teams uphold the highest standards of behavior. You'll foster adherence to company policies as detailed in the Employee Handbook and training resources.

Job Locations: Austin, TX OR Washington, DC

We are seeking a dynamic and experienced Customer Success Manager to join our growing US Public Sector team. The Customer Success Manager will be responsible for developing and nurturing relationships with customers in our US Public Sector team’s State, Local, and Education (SLED) segment to drive mutual growth and success. This role is critical in ensuring our customers are empowered to succeed with Cloudflare's solutions and maximizing the value we deliver to them.

About the Department

Account Executives, Business Development Representatives, Solution Engineers, Customer Success Managers, Channel Account Managers, and Sales Operations Strategists all work together to help our customers adopt Cloudflare and create great Internet-enabled experiences.

The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What you'll do

You will work alongside our Sales team and Customer Solutions Engineers to ensure the success of Cloudflare’s SLED customers. You will bring strong relationship-building experience, product knowledge, project management, organizational and problem-solving skills, as well as a high degree of empathy to maintain a best-in-class customer experience. 

You will maintain a deep understanding of our customers’ goals and be an internal champion of the features/functionality most critical to their specific organizational needs. You are ultimately responsible for the retention and expansion of your book of business; which is driven through consistent communication and collaboration with our customers’ teams and demonstrating the value the products and services provide to their organization via quarterly reviews. 

The role will sit on the Customer Success Team in order to maintain familiarity with best practices and processes to ensure the success of our Enterprise customers.

Additional responsibilities will include:

• Manage the customer life cycle, which includes initial launch and technical integrations or enablement, maintaining a healthy steady state, quarterly goals assessment, product roadmaps and executive alignment, and renewal of the partnership.  
• Enable customers on processes, engagement models and share all relevant resources. Work continuously to manage expectations with key stakeholders.
• Work with your customer account teams to plan and execute long-term account plans to facilitate retention and expansion via product and consumption growth. 
• Develop and maintain long-term relationships with stakeholders in your account portfolio.
• Work cross-functionally with Sales, Product, Engineering, Support, Marketing, and other teams to resolve customer challenges and work towards their stated goals.
• Manage customer feedback and product needs by providing feature requests to internal teams and advocating for prioritization within the product roadmap. 
• < 25% travel

Desirable skills, knowledge and experience

• Bachelor's degree required. Masters is a plus
• 5+ years of experience in a Customer Success/Account Management role servicing enterprise accounts
• Experience working in the US Public Sector space, preferably SLED
• A good understanding of the layers of a multi-cloud environment
• Experience with project management and account portfolio planning and prioritization
• Ability to prioritize, multi-task, and problem-solve effectively under pressure
• Strong phone and interpersonal communication skills (verbal and written) as well as executive presence
• Track record of successful planning and execution of Executive Business Reviews
• Basic understanding of computer networking and “how the internet works”
• Curiosity to learn about the cloud security and performance industry
• Understanding of application, server, and network security is a plus
• Proficiency with CRM software (e.g., Salesforce and Gainsight) is a plus

Compensation
Compensation may be adjusted depending on work location.

• For Colorado, Austin and New York based hires: Estimated annual salary of $113,000 - $139,000
• For Washington, New York City, and California (excluding Bay Area) based hires: Estimated annual salary of $120,000 - $146,000
• For Bay Area based hires: Estimated annual salary of $126,000 - $154,000

Equity
This role is eligible to participate in Cloudflare’s equity plan.

Benefits

Cloudflare 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 Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

About the department

Cloudflare’s Billing Engineering team builds and maintains all the internal/external billing services related to customer onboarding, subscription management, payments, provisioning, usage processing/analytics and back office integrations with financial systems. This is a vital team central to every product launch, campaign or initiative Cloudflare undertakes. There are constantly multiple high profile initiatives going on, therefore the ability to context switch, communicate proactively and manage expectations is a key.

The Billing Team is a place where you will learn fast, interface with all other engineering product teams, work with empathetic and team driven engineers, solve hard challenges and celebrate wins. Introspection, project/incident retrospectives, team communication is central to our success. 

What you'll do

We are looking for an engineer to join our Billing Team; an energetic team focused engineer who is growth mindset oriented, able to drive their work from inception, requirements definition, technical specification phase, development, testing and go live.

You will work on a range of transactional microservices written in Go. You will be involved in helping to maintain our operational excellence by triaging, solving various inbound tickets related to issues across services billing maintains. As you grow within the team you will be given opportunities to own bigger initiatives and lead projects from start to finish solo or as part of a smaller team.

Our tech stack is a modern container-based microservice architecture. Technologies we use include Docker, Go (golang), PostgreSQL, Redis, Kafka, Kubernetes, Temporal and the usual Unix/Linux tools and workflows. We strive to build reliable, fault tolerant systems that can operate at Cloudflare’s scale.

Examples of desirable skills, knowledge and experience

• BS+ in Computer Science or equivalent experience
• 5+ years professional experience as a developer/engineer
• Knowledge of Golang or desire to learn it
• Solid understanding of RESTful APIs and service security
• Working knowledge of SQL and relational databases such as PostgreSQL or MySQL
• Experience with modern Unix/Linux development and runtime environment
• Experience implementing secure and highly-available distributed systems/microservices
• Familiarity with event driven architecture
• Experience with API tooling and standards (Swagger/OpenAPI, OAuth/JWT)
• Strong interpersonal and communication skills with a bias towards action

Available Locations: Austin, TX OR San Francisco, CA

About the department

The Senior Manager, IT SOX will lead the IT SOX compliance program, overseeing risk assessments, scoping, controls optimization and related test work. This role includes hands-on management of internal teams and external partners in executing the SOX plan. Responsibilities include collaborating with process and control owners, external auditors, and other stakeholders to understand IT processes and risks.

What you'll do

• Leading the IT SOX program, including risk assessment, controls rationalization, and optimization.  
• Ability to support scoping conclusions and recommendations to both internal and external stakeholders.
• Hands-on managing and guiding internal and co-sourced team in executing SOX testing, including ITGCs, ITACs, IPE and SOC reviews within AuditBoard.
• Reviewing and updating SOX documentation, control evidence, and providing advisory support to control owners. 
• Managing audit requests, coordinating testing cycles, and ensuring timely reporting to leadership.
• Evaluating control deficiencies, assessing root cause analyses and impact, and recommending remediation activities to ensure that remediation items are addressed according to the established plan.
• Providing consultative support on IT control readiness for new initiatives, system deployments, SDLC controls, and other IT-related changes.
• Driving SOX automation and continuous monitoring initiatives.
• Providing effective and timely reporting to the Department Lead as well as Leadership on IT SOX testing status, roadblocks, and creating plans to remove roadblocks and assisting control owners on necessary remediation planning.
• Executing and monitoring key IT SOX activities, including the Quarterly SOX Questionnaire and other ad hoc projects a necessary

The ideal candidate will have strong leadership skills, deep technical knowledge of IT SOX, and the ability to collaborate across teams to ensure compliance and process improvement.

Examples of desirable skills, knowledge and experience

• 8+ years of experience in Process and IT auditing, focusing on IT General Controls, IT application controls (ITACs), and related risks.
• Strong knowledge of internal control frameworks (US GAAP, COSO, SOX).
• Act as a leader and role model to promote a workplace culture that values diversity of thought, promotes integrity and creates an atmosphere that supports and fosters accountability.
• Effective project management skills with the ability to handle multiple tasks simultaneously.
• Experience preparing and delivering executive-level presentations, with strong written and visual communication skills.
• Ability to collaborate with various stakeholders, navigate ambiguity, and make timely effective decisions.
• Periodic on-site attendance required.
• SaaS experience preferred, CISA certification preferred; CIA/CPA a bonus.

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area-based hires: Estimated annual salary of $205,000 - $251,000

Equity

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

Benefits

Cloudflare 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 Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

What you’ll do

You are the technical keystone through the entire sales cycle - pre and post sales. You will work closely with our Enterprise prospects and customers to educate, empower, and ensure their success on the Cloudflare platform. You will leverage your technical expertise in Cloudflare’s global distributed network and technology to find best-fit solutions for prospects, to train and onboard new customers via video-conference, in person, or through documentation, and to support the long-term success of the customer. As an expert on web/mobile security and performance, you are a trusted source for developing new firewall rules from log files, crafting performance caching and delivery strategies, and creating or repurposing internal tools and scripts for customers.

As a Solutions Engineer, you are the technical customer advocate within Cloudflare. To aid your customers, you will work closely with every team at Cloudflare, from Sales and Product to Engineering and Customer Support. Your goal of customer success should drive you through the entire organization as you seek out and create scalable solutions for your customer’s needs.

Examples of desirable skills, knowledge and experience

Our Solutions Engineers come from a wide range of backgrounds: financial consulting, engineering, software development, product management, customer support & project delivery. We're serious about building a diverse team. When hiring we look for diversity of experience combined with genuine curiosity for our technology.

Ultimately, you are passionate about technology and have the ability to explain complex technical concepts in easy-to-understand terms. You are naturally curious, and an avid builder who is not afraid to get your hands dirty. You appreciate the diversity of challenges in working with customers, and look forward to helping them realize the full promise of Cloudflare. On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other.

Additional experience might include a combination of the skills below:

• Ability to manage a project, work to deadlines, and prioritize between competing demands;
• Understanding of “how the internet works”. For example:
• Know the differences between TCP & UDP, and understand what kinds of applications may favor one over the other;
• Can explain the difference between authoritative DNS & recursive DNS;
• You understand the role of a firewall, why TLS (SSL) plays an increasingly important role on today's Internet, a solid understanding of HTTP and a willingness to dive deeper into the quirks of clients & servers alike;

Bonus!

• Previous experience in a sales or consulting role. (note: doesn't have to be in tech);
• Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) and a desire to expand those skills;
• You've built a web application before, or contributed to an existing application in a meaningful way;
• You can describe the differences between CSRF, XSS and SQLi in detail, and Cloudflare's role in defending against them;
• Understanding of, or experience with, regulatory requirements such a PCI DSS, HIPAA, and SOC-2;

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

Based in Singapore, you will drive sales into enterprise and mid-market accounts across Thailand for Cloudflare’s solutions. Your strategic selling activities will include "hunter" type activities to proactively penetrate target named accounts, detailed account planning, focused relationship building and leading effective sales campaigns to successful closure.

The ideal candidate will possess both a major account sales background in technology solutions, primarily software based, that enables them to drive engagement with senior level decision makers within Cloudflare’s target customers.  Industry experience selling into Finance, Retail, Manufacturing and other Enterprise verticals along with Service Provider is desired in this role.

As an Account Executive, you'll be responsible for developing and executing against a Sales strategy/plan for assigned vertical or accounts, as well as driving large account sales into the Thailand market to achieve revenue targets. Therefore, you must have a strong network of contacts with decision makers in enterprise accounts across the region, and have experience selling complex solutions to these accounts. You will have an intuitive understanding and experience with the key business and technical needs of these and large accounts and will create and deliver compelling value propositions to them for Cloudflare solutions.

Additional responsibilities will include

• Manage contract negotiations
• Maintain a robust sales pipeline
• Develop long-term strategic relationships with key accounts
• < 50% travel

Examples of desirable skills, knowledge and experience

• Bachelor's degree required
• Relevant direct experience, track record, and relationships within largest corporate enterprise accounts in the Thailand market 
• Minimum 10 years of direct B2B selling experience, preferably managing internet accounts 
• Direct experience selling network services, network security, cyber security and/or CDN solutions and services preferred
• Prior experience being part of an early sales team helping drive traction in the Thailand market for a US-based SaaS company highly preferred
• Experience managing longer, complex sales cycles
• Basic understanding of computer networking and “how the internet works”
• Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

About this Role

This role within the mid-market segment focuses on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts.   Within this mid-market segment, you will work a set of target accounts in the Digital Natives and or the Commercial sub-segments. This position targets companies with up to 2,500 employees or $1 billion in revenue. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams.   

Key Responsibilities:

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Effectively scale the territory with partners 
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews. 
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

• Direct B2B sales experience, adept at new business acquisition and account management.
• Experience selling a technical, cloud-based product or service
• Working knowledge of the cloud infrastructure  and security space
• Solid understanding of computer networking and Internet functioning.
• Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.
• Strong interpersonal communication skills (both verbal and written) and organizational skills
• Self-motivated with an entrepreneurial spirit.
• Comfortable working in a fast-paced dynamic environment.
• Willingness to travel frequently to visit customers and prospects
• Bachelor's degree or equivalent professional experience.

Locations: Paris, France. Lisbon, Portugal

About the Department

Customer Success Managers, Account Executives, Business Development Representatives, Solution Engineers, and Sales Operations - all working together to help our customers solve their business challenges by adopting Cloudflare while creating the revenue streams that help the company provide free service to millions in our community.

What you'll do

You will be working in a team of fellow Customer Success Managers that look after a pool of thousands of Enterprise customers, and are responsible for ensuring their success by managing their adoption during the post-sale experiences. 

You will bring strong relationship-building experience, product knowledge, project management, process improvements and organisational skills, as well as a high degree of empathy to ensure the customers’ satisfaction with Cloudflare’s services.

You will maintain a deep understanding of our solutions and present to customers about the most relevant features/functionality for their specific business needs. You are ultimately responsible for the retention of the pool of customers; this is driven through demonstrating the value the products and services provide to the customer’s business mostly via 1:many engagements: office hours, workshops and webinars.

Customer responsibilities:

You will be responsible for ensuring the success of a portfolio of Cloudflare’s contracted customers and managing all of their post-sale experiences. This includes being an escalation point for support issues and directing customer questions.  It is imperative that you manage your time effectively to ensure that you are working on high priority items.

From a commercial perspective, you will be responsible for the success of your customers in your book of business. You will be highly organised, data driven, and able to manage a large portfolio of customers. 

Additional responsibilities will include:

• Build relationships with customers and internal stakeholders
• Manage the customer life cycle after contract signature
• Create, design, improve and deploy processes for our pooled team
• Demonstrate a high degree of empathy for customer requests
• Utilise data to uncover potential risks as well as expansion opportunities for customers
• Work cross-functionally with multiple departments to resolve customer business challenges and work towards their stated goals
• Ability to escalate appropriately and efficiently.
• Communicate customer feedback and product needs to appropriate internal teams
• Continuous learning on Cloudflare’s offering as well as soft skills
• Co-building collateral material for customers
• Being strategic: leverage 1:many and 1:1 engagements depending on the context

Examples of desirable skills, knowledge and experience

• Fluent in French is a must, Dutch would be a plus
• Strong communication skills in English (verbal and written) 
• 3-5 years experience in related field, preferably in cybersecurity
• Bachelor's degree required - Marketing / Business / IT orientation preferred 
• Demonstrable organisational skills
• Experience working directly with customers in a B2B environment
• Basic understanding of computer networking and “how the internet works.”
• Natural curiousity to learn about the cloud security industry
• Experience with account portfolio planning and prioritisation, including Salesforce upkeep
• Ability to prioritise, multi-task, and perform effectively under pressure
• Analytical skills: there will be a lot of data, that you will need to transform into information and actions

Available Locations: Munich, Germany 

What you'll do

Cloudflare is growing our People team. Our focus is finding the best people to work at Cloudflare and then allowing you to do your best work. As we continue to build out our Business Partner team, we are looking for a trusted advisor who is naturally curious about what we do and driven to help our people thrive.

In this role, you will report to the Head of Business Partners-EMEA and support our strategic initiatives, partnering closely with the team and managers to develop and implement proactive solutions for a broad scope of activities, ensuring alignment on initiatives and priorities, maintaining open and transparent lines of communication and keeping our teams thriving and well supported
You will serve as a strategic partner on a broad range of issues that help support the inevitable changes that rate of growth entails including talent planning, coaching, policy and program development, employee experience, engagement and development, performance, compensation and more. 
We passionately believe in leadership at all levels, and our fast growth has created a special opportunity to really stretch our team members to acquire new skills and grow on the job. You will help us get better at this by spending time with our people and developing and implementing programs that are responsive to our people’s needs, echo our values and will scale as we continue to grow globally.


Who You Are:

• Motivated by cultivating company culture, building great businesses and helping people do their best work, you have served on a People/HR team with 10+ years of experience.
• You have an entrepreneurial spirit and are always looking for ways to innovate.
• You have built at least one program from the ground up.
• You have a demonstrated history of building relationships and credibility across all levels of an organization.
• You operate independently and present solutions instead of problems, as well as a successful history of developing strong relationships.
• You are generous with your time with all of our people and earn and maintain the trust that people place with you. 
• Your priority in this role will be to make it easy for all our employees to do their best work.
• You have a keen business acumen and a track record of partnering closely with business leaders.
• You can articulate how People teams bring value to an organization and are able to quickly develop the business case for People Team initiatives.
• Uncompromising when it comes to your integrity, you speak truth, act with respect and lead with dignity.
• Others have described you as a skilled generalist: while you do not need to be an expert in all disciplines, you can speak fluently on and have a passion for topics such as employee engagement, coaching, org planning, compensation, diversity and inclusion and learning.  Maybe you are even an expert in one of these areas!
• You have participated in large-scale change initiatives and have a few stories about leading a few.
• You are a skilful communicator, verbally in small and large groups, as well as written through emails or on wikis. Yet your favorite way to communicate, especially when the message may be difficult to receive, is face-to-face.
• You love working with people - you maybe secretly love working with spreadsheets too.

Available Locations:Lisbon, Portugal or London, UK or Brussels, Belgium 

Public Policy at Cloudflare

Cloudflare is one of the most dynamic and innovative companies operating on the Internet. At a time when policy and regulation are fundamentally changing the Internet and the way tech companies do business, we believe it is important to engage in discussions with governments to share Cloudflare’s unique approach. 

Cloudflare’s Public Policy team works on complicated and rapidly evolving issues related to cybersecurity, privacy, intermediary liability, law enforcement access to data, and regulation of cloud services. It helps the company anticipate regulatory challenges, acts as an external advocate for Cloudflare, and creates opportunities to build relationships with external partners. 

Because of the scope, complexity, and diversity of the company’s work, our Public Policy team members must be passionate, talented and able to work collaboratively across multi-functional teams, to carry the Cloudflare narrative and promote Cloudflare externally.

Part of carrying the Cloudflare narrative is explaining how we deal with a number of complicated and rapidly evolving Trust & Safety-related issues (such as law enforcement access to data, content moderation, user privacy, and copyright abuse) while we try to keep the Internet secure and reliable for users globally. To do this, we’re looking for a new team member who can help foster and promote our corporate philosophy and approach to addressing Trust & Safety-related issues, in which the security and privacy of our customers are paramount. 

We’re looking for someone who can build and maintain relationships with a variety of stakeholders, and has a deep understanding of technology,Trust & Safety processes, and regulatory constraints. This role is ideal for a skilled communicator who is proactive, energetic and organized. Above all else, you need to have a thirst for knowledge and continued growth, and enjoy being part of a great team.

What You’ll Do  

You will join our team in EMEA and report to the Head of Public Policy, EMEA. But you will play a key role in liaising between our teams globally, in particular between the Trust & Safety, Policy and Legal teams. 

As part of the job, you will: 

• Effectively, proactively and creatively engage with law enforcement authorities and other external stakeholders (including trade associations, companies and civil society) across multiple jurisdictions in relation to our Trust & Safety policies (such as how we deal with abuse, law enforcement or data access requests, and why)
• Build relationships with stakeholders to enable future conversations and cooperation on real-world solutions, enhancing their understanding and appreciation of Cloudflare’s practices
• Develop talking points, written and presentation materials that provide external audiences with clear explanations of Cloudflare’s practices across the different Trust & Safety areas
• Help shape Cloudflare’s position on Trust & Safety-related topics, in cooperation with Cloudflare’s Public Policy, Trust & Safety and Legal teams and other colleagues, including in answer to requests for comment on proposed regulation

Examples of desirable skills, knowledge and experience

• University degree in law or public policy, ideally including technology-related courses
• 10+ years of relevant experience in similar roles
• A solid understanding of, and affinity with, technology and Internet regulation 
• Passionate about engaging on Trust & Safety topics such as phishing, malware, botnets, child safety, copyright, intermediary liability, user privacy, and law enforcement access to customer data
• Solid analytical, critical thinking and problem-solving skills and a desire and commitment to “roll-up your sleeves.” 
• Language skills including fluency in English (written and oral), with additional German and/or French being an advantage
• Strong written and oral communication and interpersonal skills and a proven track-record of outreach to different audiences
• Demonstrated ability to work independently and as part of a team in establishing and meeting appropriate deadlines, with the capability of identifying and collaboratively prioritizing conflicting demands in a fast-paced environment.
• Team player, and a sense of humor.
• Detail oriented, well organized and a sense of initiative.

Location: Sydney, Australia

About the Role

Cloudflare is looking for an enthusiastic B2B Enterprise marketing associate, who is dynamic, creative, and analytical. The individual has a track record of delivering creative and smashing programs that generate new prospects and grow the marketing revenue pipeline. This person will be dedicated to growing our businesses in ANZ.  

You will create, launch, and drive a series of digital campaigns that span a variety of online channels – email, social, and webinars to name a few. You will also drive our in-person and virtual events tactics and end to end execution. You have a natural inclination to measure the effectiveness of marketing activities, strong project management skills, and the ability to think strategically and orchestrate many moving parts. You must have the basic working knowledge and expertise of the demand generation marketing funnel and lead flows. The right candidate will have the ability to work cross-functionally with all teams in-region and in headquarters in San Francisco. This is a regional role based in Sydney, Australia. Market experience and expertise is required for this role.

What you'll do

• Report into the Head of Marketing-ANZ based in Sydney
• As the ANZ marketing manager, you will be responsible for both online and offline marketing tactics and execution for Australia and New Zealand. 
• Work in cross-functional teams and collaborate closely with global demand generation, product marketing, sales, marketing operations, sales ops and many others in the development, execution and measurement of marketing initiatives
• Align marketing initiatives to directly support sales objectives, focusing on lead generation and opportunity development.
• Assess campaign performance using SFDC and Tableau reporting, evaluate ROI, and provide data-driven recommendations for improvement.
• Plan, promote, and host field marketing events (trade shows, conferences, executive dinners, and workshops) across Australia and New Zealand that capture prospects and help move them into customers.
• Work with cross-functional team members (Design, Sales, Marketing, Finance, Product) to orchestrate high-impact integrated marketing campaigns.
• Work with the global marketing teams to optimise and localise global campaigns to ensure market relevancy. 
• Manage campaigns from strategic planning and execution to evaluation, ensuring smooth project management throughout. Oversee timelines, track ROI, and implement data-driven optimisations to continuously improve performance.
• Communicate campaign results to key stakeholders.

Examples of desirable skills, knowledge and experience

• 5 to 8 years proven experience in B2B marketing (enterprise software, SaaS, regional marketing and/or info security experience a plus)
• BA/BS in Marketing, Business, Economics, or other quantitative field
• On the digital side, you will be supporting our digital teams to help with execution and optimisation of online marketing campaigns across multiple channels (e.g. email, webinars, social media, etc.). 
• In addition, you must have experience in planning, budgeting and managing trade shows, events, and conferences from start to finish
• Have proven track record of launching successful online and offline marketing campaigns and driving qualified leads in the funnel
• Strong project management/organisational skills and the ability to successfully manage multiple initiatives at once
• Strong interpersonal skills, collaborative, and the ability to coordinate across multiple departments in different time zones
• Results oriented with experience using qualitative and quantitative metrics with a focus on revenue, conversion, sales and other marketing goals
• Analytically inclined, exceptional organisational skills, with rigorous attention to detail
• Ability to work effectively in a fast-paced and ever-changing environment with tight deadlines
• Having a strong sense of curiosity and passion for learning
• Exhibit strong stakeholders’ management and communication skills
• Hands-on experience with Salesforce, Marketo, and Tableau, will be an advantage.
• Previous experience in a high growth company in the SaaS, security, or network space, combined with knowledge of how the Internet works is a plus

Location: Kuala Lumpur, Malaysia

About the department

The Cloudflare Customer Support Team solves complicated problems and answers technical questions via phone, email, chat and social media. Whether it is a Wordpress blogger using our services for free or a global Enterprise business with petabytes of web traffic, we are always eager to assist. We are the eyes and ears of Cloudflare, acting as the real-time voice of the customer to help communicate their needs and real-world use cases back to the rest of the company - for better service and future product development.

What you'll do

Do you like solving complex problems? Are you great at helping a team grow to surpass their potential together? Do you enjoy interacting with people at all levels and roles?

As a Technical Support Manager at Cloudflare you will:

Provide World-Class Support to our Millions of Customers - You will help the team triage and answer high priority tickets from both top partners and free customers, understand our customers needs and problems, in depth, in order to provide insights on them to the company and solve them, and are confident in addressing customer escalations with team members.

Manage Technical Support Engineers - You will coach the team to excel at their jobs, manage individual and team projects to on-time completion, have regular one-on-ones with everyone on your technical support engineering team, encourage professional development, help with training and QA, manage the support hiring process, and keep team morale high.

Help Manage and Improve Tools and Processes -You will manage and continuously improve our processes for helping customers, managing the team, and working with the rest of the company. They will also help to manage all of our support tools and software.

Work Cross-Functionally With Other Teams - You will work with other teams to guide projects that help the support team, customers and the company. You will act as the Voice of the Customer to communicate clearly the requests and problems our customers are reporting to the rest of the company through to resolution.

Examples of desirable skills, knowledge and experience

• Minimum of 3 years of team lead or management experience, with teams of 4 or more people
• Experience managing Support Engineers' performance and development
• Strong experience at hiring, coaching, and training Support Engineers
• Experience managing a team to meet and exceed their individual, team, and company goals
• Minimum of 5 years technical support experience for SaaS/PaaS enterprise solutions
• Fundamental understanding how the Internet works (OSI Model) 
• Knowledge of DNS, SSL/TLS, HTTP, and network related concepts
• Familiarity with command line and command line tools including curl, dig, traceroute
• Experience providing global support that follows the sun 24x7x365
• You have strong communication skills, both verbal and written
• Past experience or interest in working at a fast-paced and high-growth company
• Ability and willingness to work occasional weekends, holidays, and after hours

Position Locations: Austin, TX

This is a hybrid role with 3 days a week required to be in the Austin office. 

It’s an exciting time to join our rapidly growing Tax team and be a part of the fast growth the Company is experiencing. We are helping the business solve complex challenges while building out a sustainable infrastructure to support the Cloudflare of the future.

Expectations

• Review Indirect Tax compliance including the financial information to support for the Sales Tax, Use Tax and Property Tax fillings.
• Preparing monthly tax reconciliations and review associated journal entries.
• Streamline and own  exemption and resale certificates process.
• Ensure timely and accurate filings to minimize assessments and penalties by maintaining the tax calendar.
• Handle audit requests and special project needs.
• Ensure the payments requests and submissions.
• Reconcile data between systems to ensure integrity and accuracy.
• Researching various indirect tax matters/law updates and documenting conclusions.
• Participating in the calculation of indirect tax reserves and budgets.
• Train and present Indirect Tax topics 

Required

• Bachelor’s Degree in Tax, Accounting, Finance or related field.
• 4+ plus years’ related experience.
• Intermediate to Advance level of Excel.
• Basic accounting knowledge of journal entries and financial statement structure.
• Organizational skills with attention to details.
• Good communications skills with internal and external customers.
• Critical thinking and a high degree of enthusiasm with the ability to analyze large amounts of data and multi-task.
• Strive to achieve effective performance within the team, working for the overall success of the company.

Preferred

• Both public accounting and technology industry experience.
• International VAT/GST knowledge is a plus.
• Experience with Netsuite and Avalara.

Available Locations: Austin, NYC, Lisbon or London

About The Role

In this role, you will own the strategy and vision for Cloudflare’s AI products for developers, including Workers AI, our serverless inference platform, Vectorize, our vector database, and AI Gateway, our AI observability and evaluations tool. 

What You’ll Do

• Drive the strategy, roadmap & represent your products across the organization
• Hire and manage a team of exceptional product managers
• Develop and nurture relationships with engineering and coordinate closely to ensure successful delivery of product
• Talk to developers (probably the most important)! 
• Set and enforce a high standard for what it means to ship a best of class developer experience in AI
• Partner with other departments such as Product Marketing, Marketing, Community & Developer Relations, Sales, and Customer Support to drive adoption with and gather feedback from customers and prospects
• Ruthlessly prioritize across a complex environment of diverse customers, stakeholders and objectives
• Represent the company externally as needed, including meetings with customers and prospects and analysis
• Stay on top of current AI trends and identify opportunities for Cloudflare

Examples Of Desirable Skills, Knowledge And Experience

You have outstanding communication and collaboration skills and are able to work with a diverse group, get alignment, and drive the product forward. You are execution focused and emphasize getting things done while paying attention to important details. 

• Proven track record of shipping developer-facing products from ideation to launch (7+ years of experience)
• Developer focus — you’ll be working directly, and often be a part of the customers team in helping them get their initial implementation off the ground
• BS/MS in a technology field. 
• Professional product management experience (3-4 years) or previous founder
• Strong technical abilities. You are intimately familiar with modern software development practices used to build and deploy applications. You are capable of wading into the details & understanding engineering decisions’ impact on the product, but can also drive 30k foot view
• A desire to sweat the details and ship great developer experiences
• Experience using developer tools (such as source-control management tools, CLIs, etc)
• A love for talking to developers at organizations both large and small on a daily basis so that you can build and ship products that solve real problems.

Compensation

Compensation may be adjusted depending on work location.

• For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $252,000 - $295,000

Equity

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

Benefits

Cloudflare 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 Insurance

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

Available Location: London, Munich, Amsterdam, Lisbon

What you’ll do
The Pre-Sales Solutions Engineering organisation is responsible for the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and efficient adoption roadmaps for our customers. Solution Engineering is made up of individuals from a wide range of backgrounds - from Financial Consulting to Product Management, Customer Support to Software Engineering, and we are serious about building a diverse, curious and collaborative team.

As a Solutions Engineer, you are the technical customer advocate within Cloudflare. You will aid your customers and will work closely with every team at Cloudflare, from Sales and Product to Engineering and Customer Support to do so. Your goal of customer success should drive you through the entire organisation as you seek out and create scalable solutions for your customer’s needs. The range of products and solutions offered by Cloudflare are broad so that we are able to meet our lofty goal of helping to build a better Internet. A broad knowledge of Internet performance and security technology is required, the curiosity to maintain and develop new knowledge is essential to keeping up with the high rate of product innovation at Cloudflare. All the resources and training required to be effective for the role, will be provided. 

Examples Of Desirable Skills, Knowledge And Experience
Our Solutions Engineers come from a wide range of backgrounds: IT, engineering, software development, product management, financial consulting, customer support & project delivery. We're serious about building a diverse team. When hiring we look for diversity of experience combined with genuine curiosity for our technology.

Ultimately, you are passionate about technology and have the ability to explain complex technical concepts in easy-to-understand terms. You are naturally curious, and an avid builder who is not afraid to get your hands dirty. You appreciate the diversity of challenges in working with customers, and look forward to helping them realise the full promise of Cloudflare. On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other. You will have a good fundamental understanding on how to obtain the technical win so that customers choose our proposed solutions over that of competitors.

Additional experience might include a combination of the skills below:
● 5-to-10 years of experience in the IT industry.
● Previous experience in a pre-sales SE or consulting role.
● Excellent communication and presentation skills with strong command of business English and (where appropriate) one or more languages of the regionally aligned sales team you will be
supporting.
● Ability to manage a project, work to deadlines, and prioritise between competing demands.
● Demonstrating empathy with customers and quickly identifying challenges and pain points they face.
● Understanding of “how the internet works”. For example:
● Know the differences between TCP & UDP, and understand what kinds of applications may favour one over the other;
● Can explain the difference between authoritative DNS & recursive DNS?;
● You understand the role of a firewall, why TLS (SSL) plays an increasingly important role on today's Internet, a solid understanding of HTTP and a willingness to dive deeper into the quirks of clients & servers alike
● Understanding of how customers make buying decisions, how to explain ROI.
● A knowledge of the competitive landscape for one or more of: DDoS, CDN, Performance, DNS, Developer platform or Zero-Trust/SASE service providers.
● You're OK with some (10-15 days per quarter) travel without travel restrictions: we expect to travel to customer offices, conferences and/or do talks.

Bonus!
● Polish language skill to a business conversation level
● Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) and a desire to expand those skills;
● Exposure to emerging technical landscape trends in Security such as Zero Trust.

Available Locations: London / Amsterdam

As a Solution Architect,  AI / Cloudflare Developer Platform and a member of the sales team you will help customers understand the technical details and business value proposition of the Cloudflare AI / Developer Platform and demonstrate the path and advantages of building applications with our products. 

In this role, you will serve as the Regional Lead for Cloudflare AI / Developer Platform sales. You will advise sales leadership on programs to grow Developer revenue and support strategic opportunities. You will collaborate closely with technical sales teams to design innovative solutions, develop proof of concept demonstrations, and showcase the technical capabilities of these designs to meet customer needs and expectations.

Serving as a trusted technical advisor you will help guide and enable clients, partners and teams within Cloudflare on product capabilities, positioning and competitive intelligence. You will form a tight feedback loop with product, product marketing, and technical pre-sales to refine and evolve our product. 

The ideal candidate possesses a consultative mindset, strong selling skills, along with a deep understanding of modern Web Technologies, Cloud Architecture , and the advantages of a Distributed Serverless Platform. No matter your background, you have natural curiosity and desire to solve problems, achieve goals, and design the most elegant and efficient solutions to address client needs.

Responsibilities

• You will partner with the sales organization to drive revenue, new customers and pipeline of AI and Developer Platform solutions. 
• Collaborate with cross-functional teams including product management, sales, and marketing to drive developer platform revenue and customer adoption
• Present to strategic customers as an expert of our Developer platform solutions
• Develop programs to drive the overall sales and pipeline strategy for the Cloudflare Developer Platform in partnership with regional and country sales leaders
• Align Director and C-Level perceived business and technical value with Cloudflare developer solutions
• Prepare and give regular business reviews to the management team highlighting attainment progress and challenges to closing business
• Generate a succinct feedback loop with cross-functional teams to deliver relevant Developer content, use cases, customer stories, and data driven value propositions. . 

In order to be successful, you will need to become a thought leader, trusted advisor, and spokesperson for the Cloudflare AI and Developer platform.

Skill Requirements

• 3+ years of experience selling or supporting the technical sales of cloud computing and storage, full-stack Engineering, or Cloud Developer
• Technical expertise in cloud infrastructure, web technologies and AI/ML as a solutions engineer, entrepreneur, or solution architect.
• Knowledge and experience of Systems Design
  • You’ve built a web application, either professionally or as a hobbyist, and will be able to explain your design choices clearly during the interview process
  • Able to hear a clear, non-technical description of an Application (“It is a chat room, for our 150 most important users”) and quickly determine which Compute, Data, and Security components are needed to build this application
• Software development experience delivering full-stack applications, preferably using modern JavaScript frameworks and a variety of databases
• In-depth knowledge of at least one major public cloud provider (AWS, GCP, Azure, etc.)
• Have a good understanding of systems design theory and practice for distributed, full-stack applications (frontend, backend, databases, related services); ideally in a serverless paradigm
• Have a strong understanding of developer workflows (branching, release, versioning, CI/CD practices, system integrations)
• Act as an AI and Developer product expert, educating internal teams and external stakeholders on the value and capabilities of the Cloudflare Developer platform
• Knowledge of key market players/competitors in the cloud computing, AI and storage spaces
• 30% travel

Other desirable skills areas include:

• You’ve built something on Cloudflare Workers
• AWS Solutions Architect or GCP Cloud Architect certifications
• Prioritize and manage the product roadmap, making strategic trade-offs to ensure the product meets customer needs and business goals
• Participate in product launch activities, including developing messaging and positioning, coordinating with marketing and sales teams
• Stay up-to-date with industry trends and advancements in cloud computing to inform product strategy and roadmap

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. 

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! 

About the Department

Renewals Account Managers, Customer Success Managers, Account Executives, Business Development Representatives, Solution Engineers, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences.

The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

Location:Tokyo, JAPAN

What you'll do

As a Renewal Account Manager, you will be responsible for owning and maximizing renewal value of Cloudflare’s largest Enterprise customers. You will do this by building and leveraging C-level relationships and presenting and articulating ROI with key stakeholders.

You will use your strong business acumen and technical understanding to work alongside your account team to articulate business value and make compelling recommendations to customers. 

You will leverage your experience to accurately plan, forecast, and prioritize work in order to maximize outcomes.

Additional responsibilities will include:

• Commercial owner and driver of renewal including maintaining and reporting an accurate weekly forecast
• Customer engagement from onboarding through the entire customer lifecycle
• Negotiate and execute renewal contracts in accordance with customer objectives
• Able to prioritize effectively to handle multiple deals at the same time
• Analyze data and leverage tools to identify opportunities and business value
• Drive strong alignment with the Sales team, contributing to team forecasting, planning, and targets
• Own or be an active participant in several customer touch points including: Business Value Justification meetings, Business Reviews, and Renewal Meetings
• Develop and maintain long-term relationships with stakeholders in your account portfolio.
• < 25% travel

Examples of desirable skills, knowledge and experience

• Minimum of 5 years of experience in Inside or Field sales or Renewal management
• 5+ years relative industry experience
• Expertise in SaaS retention and sales process
• Experience working with senior or C-level customer stakeholders
• Excellent knowledge of value driven sales
• Excellent problem solving skills with the ability to creatively achieve resolutions
• Demonstrated ability to handle multiple tasks in an efficient and professional manner
• Strong Communication skills both written and verbal and the ability to present to multiple different personas
• Demonstrated strong negotiation skills and ability to influence and navigate objections to achieve win-win customer outcomes
• Bachelor’s Degree or equivalent experience is preferred
• Bilingual in Japanese and English

Available Locations: Singapore

About the Team:

In this role, you will contribute to Cloudflare's revenue generation engine by delivering pipeline at scale to the Sales counterparts. You will do this through a maniacal focus on people, process, and tools. The Business Development organization is anchored in a culture focused on the development & training of its employees, incubating talent across the company, teamwork, and celebrating success. With flawless execution, we believe the Business Development organization will be a competitive differentiator for Cloudflare.

This is a great opportunity to be a member of our high performing Sales team at a hyper-growth technology company. The Business Development Representative (BDR) will:

• Be the first point of contact for customers that need help finding solutions
• Develop your customer centric sales skills to deliver a stellar customer experience
• Learn Cloudflare’s products and services in detail

Similar to other roles that Cloudflare, this role has a tenure requirement of 18-24 months before you may be eligible to apply for another role within the company.

About the Role:

Languages required: Fluent Mandarin is a must

In this role, you will be responsible for being the “face of Cloudflare” and account resource for our PAYGO customers. You will manage your own “book of business” to nurture relationships with our free, pro, and business customers to identify opportunities for expansion. 

This role requires you to have a basic understanding of Cloudflare’s suite of products to be able to provide a range of recommendations and solutions to our customers. You will be leveraging tools such as Google Sheets/Airtable, internal applications, Sales Navigator, and ZoomInfo to map key customers to the right product suite for them. This is a great role if you are interested in a career path towards becoming a Customer Success Manager, Expansion Account Manager, or Mid-Market Account Executive at Cloudflare.

Day in the Life of BDR at Cloudflare

• Own and meet target quota related to number of qualified opportunities, value of sales pipeline, and revenue
• Develop new business opportunities from existing customer base
• Identify target accounts with strategic timing and strong use cases through qualitative and data driven approach
• Work cross-functionally with stakeholders (account executives, marketing, sales operations, fellow BDRs)
• Help lead BDR team-wide campaigns or initiatives (we’re a collaborative group)
• Write emails and letters you’d love to open; make calls you’d love to receive; ask compelling questions
• Report, track, and manage sales activities and results using SFDC
• Play an active role in the creation and iteration of team processes

Examples of desirable skills, knowledge and experience

• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced, dynamic environment
• Strong interpersonal communication skills
• Customer-oriented mindset with empathy and curiosity
• Aptitude to learn technical concepts/terms
• Ability to manage multiple tasks/projects simultaneously
• Fluent in Mandarin (verbal & written)
• Minimum 1 years of experience in BDR or in a similar capacity in technology industry is preferred, specifically in SaaS will be a plus
• Experience in Google Sheets, Outreach, SFDC reporting, and data analysis is a plus