About Us
Cloudflare builds a better Internet by protecting and accelerating any Internet application online without adding hardware, installing software, or changing a line of code. Our global network powers millions of websites and other Internet properties, from individual bloggers to Fortune 500 companies, improving performance while reducing spam and attacks.
Location
Available locations: Singapore or Sydney, Australia.
What you'll do as a Senior Developer Solutions Strategist
As part of the Developer GTM organization, you'll partner with Sales and Product teams to accelerate revenue growth and enhance the developer customer journey. This high‑ownership, high‑impact role involves strategic thinking, swift execution, and direct contribution to commercial success.
Responsibilities
* Provide strategic guidance and direct support to sellers on complex, high‑value Developer Platform deals, structuring proposals, pricing, and terms.
* Join customer and partner calls to advise on workloads, products, commercial structures, and the value proposition of the Developer Platform.
* Partner with Sales, Legal, Finance, and Product teams to streamline deal review, approval, and contracting processes.
* Collaborate with Product and GTM teams to refine pricing strategies, packaging, and licensing models for the Developer Platform.
* Develop and deliver training, playbooks, and best practices for the sales organization on positioning, pricing, and negotiating Developer Platform solutions.
* Monitor and analyze deal trends, win/loss rates, and pricing effectiveness to identify improvement opportunities.
* Act as a conduit between sales teams and product/GTM, funneling market insights and customer feedback to inform product roadmap and GTM strategies.
* Support strategic programs such as Cloudflare for Startups and the Workers Launchpad accelerator from a deal strategy perspective.
* Contribute to the long‑term strategic vision for Developer Platform commercialization, including market segmentation, sales motion optimization, and competitive positioning.
Examples of Desirable Skills, Knowledge, and Experience
* 10+ years in business development or sales strategy, preferably within a SaaS or developer‑focused product environment.
* Curiosity & growth mindset – always learning and staying up to speed on market trends.
* Ability to structure and negotiate high‑value, multi‑year SaaS agreements with large enterprise clients, addressing complex technical and procurement requirements.
* Strong ownership, initiative, and time‑management skills to drive commercial outcomes.
* Excellent negotiation and communication skills, able to influence stakeholders at all levels.
* Customer‑centric focus with a strategic mindset for solving complex commercial problems.
* Comfortable working under pressure and adjusting priorities to meet deadlines in a fast‑moving environment.
* Proven ability to understand complex technical solutions and translate their value into compelling commercial proposals.
* Data‑driven, proficient in Excel/Google Sheets, experienced in using data to inform commercial decisions.
* Organized, helps keep others on track within a fast‑paced environment.
* Background in Product‑Led Growth (PLG) – strong plus.
What Makes Cloudflare Special
We are a large‑scale technology company committed to protecting the free and open Internet. Key initiatives include:
* Project Galileo – free, powerful tools for journalism and civil society organizations worldwide.
* Athenian Project – protection and reliability for state and local government election websites.
* 1.1.1.1 – a privacy‑centric public DNS resolver that does not store client IP addresses.
Export Control Notice
This position may require access to information protected under U.S. export control laws. Any offer of employment may be conditioned on your authorization to receive software or technology controlled under U.S. export regulations without an export license sponsorship.
Equal Opportunity Employer
Cloudflare is a proud equal‑opportunity employer. We value diversity and inclusion, providing equal employment opportunity for all people regardless of race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other protected basis. We are an AA/Veterans/Disabled Employer and provide reasonable accommodations to qualified individuals with disabilities. Contact for accommodations.
Job Details
* Seniority level – Mid‑Senior level
* Employment type – Full‑time
* Job function – Engineering and Information Technology
* Industries – IT Services and IT Consulting, Technology, Information and Internet, Computer and Network Security
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