Location: Hybrid/Remote

Netherlands, Portugal, UK

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 will focus on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts. You will work a set of target accounts in the Digital Natives and or the Commercial sub-segments. 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.   

Focus: CEE

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
• Fluency in Russian 

Available Locations: Remote - US 

About the Department

As a Product Manager at Cloudflare, you are responsible for building products that improve the way that the Internet works. We shape high-level product goals but also get our hands dirty. On an average day, you might pitch a concept to senior leadership, create a launch plan with marketing, work with designers to conduct user research, prototype a new feature, iterate on a spec, analyze usage data, or pair with an engineer on implementation. We have ultimate responsibility for understanding our client needs, influencing business strategy, feature specification, and working with engineering to develop our software.

About the Role

Cloudflare serves a wide range of customers from individuals to Fortune 500 companies. These customers leverage our services directly or partner with us to provide services to their end customers. We are building the foundation that enables large scale adoption of Cloudflare for our customers and partners. By building a platform to enable them to bring their entire organization onto the Cloudflare platform, customers can connect, protect, and build anything connected to the Internet on the Cloudflare platform.

In this role, you will be tasked with leading efforts to solve problems such as:

• How to allow customers to bring their whole organization to Cloudflare? How should they map their various departments to Cloudflare to maximize effectiveness?
• Can customers quickly and easily get teams productive on Cloudflare?
• How might we allow administrators to manage their company’s usage of Cloudflare services while providing visibility to make better decisions?
• How can administrators create and apply security posture across an organization so that teams and their services stay secure and compliant with customer’s policies?

You will work closely with Cloudflare’s billing and data teams alongside other product teams to ensure customers have a complete platform that integrates across Cloudflare’s offering. Additionally, you will work with our sales and partner teams on the adoption of our platform with customers.

Requirements

You are entrepreneurial-minded and thrive in a fast-paced and goal-driven environment. You have outstanding communication and collaboration skills and are able to work with a diverse group, get consensus, and drive the product forward. You are execution focused and emphasize getting things done while paying attention to important details. You have several years of experience working with enterprise, SaaS, or security technologies. You have a passion for building SaaS products and want to solve the problems of performance, security, and reliability of the Internet.

• 5+ years of product management or equivalent experience with demonstrated ability to discover opportunities, and then define and deliver products
• An understanding of how enterprise customers adopt service providers, their primary concerns, and expectations about the capabilities platforms provide them
• Deep customer and stakeholder empathy. You must be not only the voice of the customer, but at various times the voice of marketing, finance, engineering, support and ops. You must be able to channel many points of view.
• Demonstrated ability to lead, drive consensus, and ship products at a high velocity in a matrix organization with multiple stakeholders.
• Must be able to define and manage complex process and/or product issues of a broad scope using independent judgment.
• Experience balancing execution, agility, and culture at a fast growing business.
• Strong technical abilities. You are intimately familiar with modern software development practices used to build and deploy applications and data systems. You've preferably been working full time on a software delivery team.
• Experience with customer research. You know when and how to get feedback from the customer base to keep projects moving in the right direction.

Bonus Points

• BS/MS in a technology field
• Experience with analyzing data for trends and answers to questions using systems like SQL or Amplitude
• A solid understanding of RESTful API design
• Ability to validate early ideas through quantitative and qualitative methods (A/B and multivariate testing, user testing, etc). 
• Theoretical and practical knowledge of how the Internet works across all layers of the OSI model.

Compensation

Compensation may be adjusted depending on work location.

• For Colorado-based hires: Estimated annual salary of $170,000 - $208,000
• For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $192,000 - $234,000
• For Bay Area-based hires: Estimated annual salary of $202,000 - $246,000

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 Locations: Lisbon or Remote Portugal

About the Team:

Do you love solving complex problems and interacting with people? Are you passionate about helping customers and are a standout colleague? Cloudflare is seeking a Technical Customer Support Engineer to join our team. You will work with our customers on a variety of technical support issues as well as the Technical Operations team that is responsible for running our global distributed network. This is a position where you will learn the inner workings of Cloudflare's technology and gain a deeper understanding of internet technologies. You will focus on providing support on our CDN and Developer Platform products: CDN, Stream, Workers, Pages etc.

Examples of desirable skills, knowledge and experience

You have previous experience working as part of a team in a customer-facing role
You have experience solving HTTP, DNS and other networking-related problems
You have experience with a common web development language (for example, Javascript)
You understand how the Internet works
You have experience working in a support role where you thrived every time you resolved a ticket
You are comfortable communicating through various support channels and always put the customer first
You are a motivated self-starter and always looking to expand your existing skill set

Bonus Points

You are fluent in German, Japanese, French, Spanish, Portuguese or Mandarin
You are familiar with Cloudflare and have a site actively using our platform
You have a solid grasp of problem-solving with command line tools (curl/dig/traceroute/tcpdump)
You are familiar with Nginx, Apache, IIS or any other web servers
You are committed to gaining a deeper understanding of the following technologies: DNS /  CDN - Cache / SSL / Cloudflare Workers
You are familiar with Cloudflare and have a site actively using our platform
You have worked with PostgreSQL, MySQL, MS SQL or other database servers
You have experience with Cloudflare Workers or JavaScript 
You have experience with Video encoding and streaming solutions

About the Department

Emerging Technologies & Incubation (ETI) is where new and bold products are built and released within Cloudflare. Rather than being constrained by the structures which make Cloudflare a massively successful business, we are able to leverage them to deliver entirely new tools and products to our customers. Cloudflare’s edge and network make it possible to solve problems at massive scale and efficiency which would be impossible for almost any other organization.

What you'll do

Cloudflare is looking for an experienced and empathetic Community Manager to help cultivate the community building with Cloudflare. In this role, you’ll use your skills to help recognize, reward and amplify our global community. This is a cross-functional role where you’ll work collaboratively across the product, marketing, support and sales teams.

• Cultivate and establish relationships with developers throughout our community
• Be a thoughtful point of contact for community members to help recognize, reward and amplify the work they're doing with Cloudflare
• Collaborate with product and customer support to get answers to product questions posted on our community forums and Discord server
• Support the operation of our community platforms (Discourse and Discord) and in-person meetups program
• Influence the direction of our developer products by gathering insights from our developer community

Qualifications

Note: it is not required that you have all of these! Teams have varying needs, focuses, and use varying technologies.

• Minimum 6 years experience as a Community Manager, Developer Relations, Product Management or related role
• Extensive knowledge of developer ecosystems
• Great conflict resolution skills and high empathy
• Experience with Cloudflare Workers
• Familiar with with admin level functions of at least 2 community management platform, SQL skills to extract & report on community activity and performance
• Excellent communication and interpersonal skills with the ability to influence and build strong relationships with customers and internal stakeholders

Available Locations: Hybrid or Remote: US and Portugal

Available Location: Remote, Australia, or Sydney, Australia

About the role:

Cloudflare provides advisory and hands-on-keyboard implementation and migration services for enterprise customers. As a Professional Services Consultant for Application Security and Performance, you are an individual contributor working in the post-sales landscape, responsible for the technical execution of solutions and guidance to our customers to get the most value possible from their Cloudflare investment. You are an expert in Layer 7 products like: DDoS Protection, WAF, API Gateway, Bot Management, Certificates Manager, Rate Limiting, SSL and Page Shield.

This position has working hours Monday to Friday 09:00 a.m. to 06:00 p.m. Occasionally, we support our customers during the weekends for specific changes that need to be done outside of their business hours. Travel is expected around 30%.

What you will do:

• Plan and deliver timely and organized services for customers, ensure customers see the full value in Cloudflare’s products and advice on product best practices.
• Gather business and technical requirements, use cases and any other information required to build, migrate and deliver a solution on behalf of the customer and transition the Cloudflare working environment to the customer. Produce a Solution Design, HLD, LLD, databuilds, procedures, scripts, test plans, drawings, deployment plan, migration plan, as-builts, and any other artifacts necessary to deliver the solution and transition smoothly into the customer’s technical teams.
• Implement changes on behalf of the customer in the Cloudflare environment following the customer’s change management process. Provide guidance to the customer to configure their CPEs and integration points.
• Troubleshoot implementation issues and collaborate with Customer Support, Engineering and other teams to assist technical escalations.
• Contribute towards the success of the organization through knowledge sharing activities such as contributing to internal and external documentation, answering technical Q&A, and helping to iterate on best practices. Support building operational assets like templates, automation scripts, procedures, workflows, etc.

Experience might include a combination of the skills below:

• 5+ years of experience in a customer facing position as a Customer Engineer, Security Engineer, Implementation Engineer, Onboarding Engineer, Consultant, Technical Support Engineer, Solutions Architect, and/or Systems Engineer.
• Layers and protocols of the OSI model, such as TCP/IP, TLS, DNS, HTTP
• Deep understanding of Internet and Security technologies such as DDoS, Web Application Firewall, Certificates, DNS, CDN, Analytics and Logs.
• Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) and a desire to expand those skills.
• Working experience with security aspects of an internet property, such as Firewalls, WAFs, Bot Management, Rate Limiting, (M)TLS.
• Performance aspects of an internet property, such as Speed, Latency, Caching, HTTP/2, TLSv1.3.
• Working experience with infrastructure as code tools like Terraform.
• Ability to manage a project, work to deadlines, prioritize between competing demands and manage uncertainty.
• The work will be performed in English. Fluency in a second regional language is a must

Available Locations: Lisbon or Remote Portugal, Austin or Remote Austin

About Us

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers trillions of requests per month. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare have all 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 recognized by the World Economic Forum as a Technology Pioneer and named to Entrepreneur Magazine’s Top Company Cultures list.
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!  

The Team

Security Compliance is seen as a critical business function at Cloudflare. Compliance certifications allow our customers to be confident in the security and privacy of our products, while also providing frameworks for well-tuned information security management systems and programs. These standards provide clarity to Cloudflare’s teams on how to incorporate security principles in the management of systems, the development of products, and the expansion of our business footprint.
This is an opportunity to join a rapidly scaling and world class security organization within a billion dollar business. You will join as a member focused on developing and maintaining an internal control framework, aligned with security and privacy standards and internal security requirements. This team is part of Security Compliance and is part of the greater Security Team under Cloudflare’s Chief Security Officer. We guarantee that you will be challenged and have room for growth on our team! 

What you'll do

Improve the maturity of Cloudflare’s Security Compliance program with a focus on our Cloudflare Control Framework
Develop, maintain, and mature Cloudflare’s security and privacy controls
Collaborate with security, risk, and compliance specialists, and control owners maintaining framework compliance with security and privacy certifications, frameworks, and other security requirements
Lead Cloudflare’s GRC tooling requirements and implementation
Work cross-functionally with Engineering, Product, IT, Legal and operational teams to drive security control implementation for the organization
Ownership of the framework and collaboration in internal and external audits
Help guide our overall security and privacy policy and governance architecture
Have input and contribute to the overall security compliance strategy and roadmap

Examples of desirable skills, knowledge and experience

3-6 years working in a IT audit, or Security Compliance role;
Knowledge of Security Compliance Frameworks and previous experience managing security control frameworks
Experience in auditing of network, operating system, and application security
Ability to work closely with auditors and articulate technical concepts
Familiarity with additional security standards and frameworks such as ISO 27000 family, SOC 2, PCI DSS, NIST 800-53
Ability to work cross-functionally with internal stakeholders and strong communications skills
Ability to work efficiently and independently in a fast-paced, high-volume environment
Some travel may be required to engage with regulators and auditors
CISA, CRISC, CISSP, CIPP, CIPM, CIPT is a plus

Available Locations: Vancouver, Canada

What you’ll do as a Solutions Engineer

You are the technical lynchpin 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. Your technical expertise in Cloudflare’s global distributed network and technology will allow you to find best-fit solutions for prospects, to train and onboard new customers via video-conference or in person, through documentation, and to support the long-term success of the customer. As a subject matter 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, through 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.

What we look for in our Solutions Engineers

Our Solutions Engineers come from a wide range of backgrounds: financial consulting, engineering, software development, product management, customer support, and 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.

Responsibilities

• As critical members of Cloudflare’s Enterprise Sales team, Solutions Engineers drive technical discussions and implementations to help generate new business, expand existing business, and keep our customers happy.
• In business generation and expansion, you’ll be tasked with qualification of prospect and customer use cases, technical requirements discovery, leading demonstrations, solution identification and design, and collaborative work on proofs-of-concept (PoCs).
• For our existing customers, Solutions Engineers are part of a dedicated account team that advises the customer on technical best practices, implementation of Cloudflare products and features, and strategic guidance on internet security and performance.
• The role requires 20-50% travel to attend meetings with prospects or customers, attend conferences and other industry events, and to collaborate with your Cloudflare teammates.

Requirements

• Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash, Lua, Go) and a desire to expand those skills.
• Expertise in internet technologies: OSI Model layers 1-7, BGP, GRE, TCP/UDP, DNS (authoritative and recursive), HTTP(S), SSL / TLS.
• 3 years of experience in a customer-facing sales or consulting role (note: doesn't have to be in tech)
• Technical curiosity and passion: Cloudflare is at the cutting edge of internet technology, and our Solutions Engineers are viewed as subject-matter experts. It’s incumbent on us to stay up to date not only with Cloudflare’s specific products, but with industry trends.
• A focus on learning, teaching, collaboration, mentorship, and growth, not only personally but also within the team and company.
• Aside from technical and collaborative skills, we place a high value on project management, relationship building, and EQ.

Desired

• You've built web applications before, or contributed to existing web applications in a meaningful way.
• You understand the role of a firewall, the difference between L3, L4, and L7 firewalls, and that ‘ACL’ doesn't always mean Anterior Cruciate Ligament.
• You're not afraid of command-line interfaces, RESTful APIs, or analyzing HTTP request and response in a browser’s web inspector.
• 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.
• An undergraduate degree in Computer Science, Engineering or a related field. Reminder: this is not a strict requirement at all. Candidates from all walks of life are welcome.

Bonus Points

• Graduate-level degrees in Computer Science, Engineering or related fields. Reminder: this is not a strict requirement at all. Candidates from all walks of life are welcome.
• Certifications

More About You

• You can translate technical concepts and jargon for a wide variety of audiences: from systems engineers, to front-end developers, through to IT managers and C-levels in enterprise organizations.
• You want to be constantly learning new things and teaching what you've learned to the broader team through internal and external blog posts, team demos, and product training sessions.
• You have a knack for understanding problems and finding creative ways to solve them. Our product suite is ever-growing, and knowing how to identify which parts will solve a customer's particular problem is important.
• You understand how to manage a project, work to deadlines, and prioritize between competing demands.

Available Locations: Remote, Mexico

About the role

Our focus is getting the best people to work at Cloudflare and then allowing them to do their best work. We are looking for an energetic and motivated People Services Representative who’s ready to help a rapidly growing organization scale with efficiency and operational excellence.  The main function of this role is to create and deliver a seamless and positive employee experience across the entire hire to retire lifecycle. You’ll deliver world-class employee inquiry support as you help answer People and Payroll questions directly from employees. This role also executes critical People and Payroll transactions to ensure that the data we manage is clean, in compliance and up to date. Along the way you will also have opportunities to help design and improve our existing processes as we align and scale across multiple regions.

What you'll do

• Process global employee lifecycle transactions such as onboarding, transfers, organizational changes, and offboarding.  
• Maintain people data across People/Payroll systems and implement steps to ensure 100% data integrity, performing regular and ad hoc data audits.
• Receive and respond to global employee inquiries regarding People and Payroll activities.  Escalate issues to tier 2 subject matter experts as needed.
• Act as a liaison on behalf of the employee and the People/Payroll departments to resolve issues.
• Utilize a professional and quality-focused approach to handle inquiries, ensuring confidentiality and protection of sensitive employee information.
• Create and manage employee files and People/Payroll records, ensure all necessary documentation is captured and held in the appropriate places.
• Help implement any necessary process changes and records administration to support compliance regulations.
• Support seasonal People/Payroll programmatic activities such as Benefits open enrollment and year end Payroll preparation.
• As this position provides global employee support, you may be required to work non-traditional work hours for coverage.

Examples of desirable skills, knowledge and experience

• Experience managing HR records 
• Highly detailed and process oriented
• Comfortable with large data sets and strong Excel/Google Sheets skills
• Strong customer focus
• Strong oral and written communication skills, effectively presenting information and responding to cross-region and cross-functional customer questions 
• Ability and willingness to work within constantly changing priorities
• Strong organizational, problem-solving and time management skills
• Adaptability in a dynamic, fast-paced environment

***Please submit resume in English only. 

**This position is based in Mexico and is applicable only to Mexican Citizens**

Available Locations: Remote - US 

About the Role

We are hiring a PM to help build products that enable customers to transform their corporate network.

Cloudflare provides a full stack of networking-as-a-service products that allow customers to build and operate secure, reliable, and fast networks without purchasing traditional network hardware. Cloudflare’s network underpins mission-critical infrastructure, always-on applications, small businesses, and everything in between. Our customers rely on the performance, security, reliability, and visibility provided by our network to power their business. 

As Product Manager for Network Services, your job will be to:

• Build innovative solutions to customers’ networking problems that leverage the unique strengths of Cloudflare: a massive, highly interconnected network spanning the world, intelligence distilled from an unparalleled vantage point on the Internet, and a high-velocity engineering organization that ships early and often.
• Think through how to make a great, easy-to-use product that customers love, and drive the full product life cycle from core user needs discovery through to pricing and packaging. Ship continuous software and process improvements to support your products’ sustained growth.

What You’ll Do

As a member of the growing team of product managers your responsibilities include:

• Own the product vision for your area. Ensure that it aligns with the overall product and company vision.
• Represent the customer. Be the champion and voice of customers. Build intimate, personal customer relationships. Bring the customer's voice into the creation process.
• Manage the roadmap. Make tough tactical prioritization decisions while helping the company think long-term. Build trust with stakeholders by maintaining an understandable, accurate roadmap.
• Author use cases and prioritize requirements. Translate market observations and customer feedback into a prioritized product backlog. Author use cases based on specific real-world product applications and extrapolate detailed product requirements for the scenarios.
• Collaborate across teams. We win or lose as a team. Product managers play a critical role in creating alignment between engineering teams and other stakeholders. A collaborative attitude is essential to the job.
• Measure success. Own the measures used to define success for your product. Success measures must be defined at the inception of a product and tracked throughout its lifecycle. Make measures visible to all stakeholders and interpret them into actionable conclusions and new hypotheses.
• Develop new opportunities. With your finger on the pulse of the market, the customers and the engineering teams, you are uniquely positioned to bring new products to market that solve real customer problems. 

Examples of desirable skills, knowledge and experience

You are entrepreneurial-minded and thrive in a fast-paced and goal-driven environment. You have outstanding communication and collaboration skills and are able to work with a diverse group, get consensus, and drive the product forward. You are execution focused and emphasize getting things done while paying attention to important details. You have several years of experience working with enterprise, SaaS, or security technologies. You have a passion for building SaaS products and want to solve the problems of performance, security, and reliability of the Internet.   

• Minimum 4 years of product management or equivalent experience with demonstrated ability to discover opportunities, and then define and deliver products.
• Exceptional communication, presentation, organizational, and analytical skills.
• Demonstrated ability to lead, drive consensus, and deliver in a matrix organization with multiple stakeholders.
• Must be able to define and manage complex process and/or product issues of a broad scope using independent judgment.
• Experience balancing execution, agility, and culture at a fast growing business.
• Strong technical abilities. You are intimately familiar with modern software development practices used to build and deploy applications and data systems. You've preferably been working full time on a software delivery team.
• Deep customer and stakeholder empathy. You must be not only the voice of the customer, but at various times the voice of marketing, finance, engineering, support and ops. You must be able to channel many points of view.
• Experience working with data analysis at scale. An understanding of how to make big data small.

Bonus Points

• Scripting/programming experience (Python, Go, etc.) and familiarity with data analysis tools (eg SQL, pandas).
• Theoretical and practical knowledge of how the Internet works at layers 1 through 7.
• Experience in building or operating large-scale IP networks. Specific expertise in BGP and DNS a plus.
• Hands-on experience with tools used for interacting with, debugging, and testing networks and applications (e.g. curl, dig, mtr, iperf, Wireshark, etc.)
• Ability to validate early ideas through quantitative and qualitative methods (A/B and multivariate testing, user testing, etc). 
• Scripting/programming experience 
• A solid understanding of RESTful API design & documentation.
• Experience developing pricing for new enterprise SaaS products.
• Capacity planning, cost modeling, and operations research experience.

Compensation

Compensation may be adjusted depending on work location.

• For Colorado-based hires: Estimated annual salary of $140,000 - $172,000
• For New York City, Washington, 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

Available Locations: Remote, US

What You'll Do

We are looking for a strong leader to join our team as part of the Finance & Business Operations Organization. As a key team member of a high-visibility organization, this role will provide both technical and operational support to Cloudflare’s Global Commissions Tooling & Strategy. 

Responsibilities

• Lead the formation and implementation of Cloudflare’s offshore Commissions Operations Center of Excellence
• Partner with Commissions Leadership to identify, standardize and offshore Commissions processes and practices
• Build extensive playbooks, documentation and enablement materials, scaling Center of Excellence efficiency, repeatability, and capacity
• Hire, mentor and develop a best-in-class team, supporting an expanding scope of responsibility
• Implement a customer-centric approach and lead engagement with internal customers with the highest degree of empathy and attention to detail
• Serve as a custodian of the business, ensuring alignment with established practices and policies
• Implement robust and thorough change management processes
• Employ a principles-first approach and operate with the highest level of integrity and discretion
• Implement appropriate SOX Controls, partnering closely with the Controllership and Internal Audit Organizations

About You

• 8+ years of Corporate Finance/Strategy, Investment Banking, Consulting, or Incentive Compensation Administration; experience with a Saas business model preferred
• Firm grasp of the commission administrative process flow, including plan document distribution and tracking; transaction crediting; incentive calculations; payment file preparation; and issue resolution  
• Experience or understanding of commissions-specific SOX Controls
• Experience with Varicent, Anaplan ICM, Xactly, Calidus or a similar ICM tool
• Experience interfacing and supporting GTM & Sales Organizations
• Experience with Salesforce Cases
• Communication: Clear, concise communicator; ability to synthesize complex data or business problems into actionable information to drive results
• Versatility: Ability to multitask and thrive in a fast-paced, high-growth environment, zooming in with good attention to detail while still keeping the big picture in mind
• Project Management: Results-oriented, self-starter, organized, team-focused, and a strong work ethic, leveraging relationships to ensure deadlines are met

Compensation

Compensation may be adjusted depending on work location.

• For Colorado-based hires and Washington hires: Estimated annual salary of $176,000 - $216,000
• For New York City-based and California (excluding Bay Area): Estimated annual salary of $197,000 - $241,000
• For Bay Area-based hires: Estimated annual salary of $207,000 - $253,000

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 Locations: Washington D.C. or VA 

What you’ll do as a Solutions Engineer

You are the technical lynchpin through the entire sales cycle - pre-sales and account technical leadership. You will work closely with our Public Sector prospects and customers to educate, empower, and ensure their success on the Cloudflare platform. Your technical expertise in Cloudflare’s global distributed network and technology will allow you to find best-fit solutions for prospects, to train and onboard new customers via video-conference or in person, create documentation, and to support the long-term technology strategy of the customer. 

As a Public Sector SE you will need to have strong technical knowledge of both on premise security and networking implementations and public cloud initiatives common to US Public Sector customers.You are the technical customer advocate within Cloudflare and will work closely with every team at Cloudflare, from Sales and Product, through to Engineering and Customer Support. The primary focus of a Public Sector SE is to work with our SLED partners to develop comprehensive strategic roadmaps that focus primarily around security and compliance. 

What we look for in our Solutions Engineers

Our Solutions Engineers come from a wide range of backgrounds: financial consulting, engineering, software development, product management, customer support, and 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.

Responsibilities

• As critical members of Cloudflare’s Public Sector Sales team, Solutions Engineers drive technical discussions and implementations to help generate new business, expand existing business, and keep our customers happy.
• In business generation and expansion, you’ll be tasked with qualification of prospect and customer use cases, technical requirements discovery, leading demonstrations, solution identification and design, and collaborative work on proofs-of-concept (PoCs).
• For our existing customers, Solutions Engineers are part of a dedicated account team that advises the customer on technical best practices, implementation of Cloudflare products and features, and strategic guidance.
• The role requires 20-50% travel to attend meetings with prospects or customers, attend conferences and other industry events, and to collaborate with your Cloudflare teammates.

Requirements

• Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash, Lua, Go) and a desire to expand those skills.
• Expertise in internet technologies: OSI Model layers 1-7, BGP, GRE, TCP/UDP, DNS (authoritative and recursive), HTTP(S), SSL / TLS.
• Expertise in on premise infrastructure and networking configurations, including potential legacy systems or methodologies.
• Minimum 3 years of experience in a customer-facing sales or consulting role (note: doesn't have to be in tech)
• Technical curiosity and passion: Cloudflare is at the cutting edge of internet technology, and our Solutions Engineers are viewed as subject-matter experts. It’s incumbent on us to stay up to date not only with Cloudflare’s specific products, but with industry trends.
• A focus on learning, teaching, collaboration, mentorship, and growth, not only personally but also within the team and company.
• Aside from technical and collaborative skills, we place a high value on project management, relationship building, and EQ.
• Minimum of 3 years working with US SLED/FED customers 

Desired

• You've built deployed security solutions at scale to provide impactful improvements to security posture.
• You understand the role of a firewall, the difference between L3, L4, and L7 firewalls, and that ‘ACL’ doesn't always mean Anterior Cruciate Ligament.
• You're not afraid of command-line interfaces, RESTful APIs, or analyzing HTTP request and response in a browser’s web inspector.
• You can identify and define the differences between types of application attacks in detail, and Cloudflare's role in defending against them.
• Experience with compliance requirements such as FEDRamp, CJIS, PCI DSS, HIPAA, and SOC-2.
• An undergraduate degree in Computer Science, Engineering or a related field. Reminder: this is not a strict requirement at all. Candidates from all walks of life are welcome.

Bonus Points

• Graduate-level degrees in Computer Science, Engineering or related fields. Reminder: this is not a strict requirement at all. Candidates from all walks of life are welcome.
• Certifications: Azure/AWS/GCP Architect, CCIE, ?

More About You

• You can translate technical concepts and jargon for a wide variety of audiences: from systems engineers, to front-end developers, through to IT managers and C-levels in enterprise organizations.
• You want to be constantly learning new things and teaching what you've learned to the broader team through internal and external blog posts, team demos, and product training sessions.
• You have a knack for understanding problems and finding creative ways to solve them. Our product suite is ever-growing, and knowing how to identify which parts will solve a customer's particular problem is important.
• You understand how to manage a project, work to deadlines, and prioritize between competing demands.

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Project Athenian: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.

Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy policy and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Available Locations: PA or OH 

What you’ll do as a Solutions Engineer

You are the technical lynchpin through the entire sales cycle - pre-sales and account technical leadership. You will work closely with our Public Sector prospects and customers to educate, empower, and ensure their success on the Cloudflare platform. Your technical expertise in Cloudflare’s global distributed network and technology will allow you to find best-fit solutions for prospects, to train and onboard new customers via video-conference or in person, create documentation, and to support the long-term technology strategy of the customer. 

As a Public Sector SE you will need to have strong technical knowledge of both on premise security and networking implementations and public cloud initiatives common to US Public Sector customers.You are the technical customer advocate within Cloudflare and will work closely with every team at Cloudflare, from Sales and Product, through to Engineering and Customer Support. The primary focus of a Public Sector SE is to work with our SLED partners to develop comprehensive strategic roadmaps that focus primarily around security and compliance. 

What we look for in our Solutions Engineers

Our Solutions Engineers come from a wide range of backgrounds: financial consulting, engineering, software development, product management, customer support, and 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.

Responsibilities

• As critical members of Cloudflare’s Public Sector Sales team, Solutions Engineers drive technical discussions and implementations to help generate new business, expand existing business, and keep our customers happy.
• In business generation and expansion, you’ll be tasked with qualification of prospect and customer use cases, technical requirements discovery, leading demonstrations, solution identification and design, and collaborative work on proofs-of-concept (PoCs).
• For our existing customers, Solutions Engineers are part of a dedicated account team that advises the customer on technical best practices, implementation of Cloudflare products and features, and strategic guidance.
• The role requires 20-50% travel to attend meetings with prospects or customers, attend conferences and other industry events, and to collaborate with your Cloudflare teammates.

Requirements

• Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash, Lua, Go) and a desire to expand those skills.
• Expertise in internet technologies: OSI Model layers 1-7, BGP, GRE, TCP/UDP, DNS (authoritative and recursive), HTTP(S), SSL / TLS.
• Expertise in on premise infrastructure and networking configurations, including potential legacy systems or methodologies.
• Minimum 3 years of experience in a customer-facing sales or consulting role (note: doesn't have to be in tech)
• Technical curiosity and passion: Cloudflare is at the cutting edge of internet technology, and our Solutions Engineers are viewed as subject-matter experts. It’s incumbent on us to stay up to date not only with Cloudflare’s specific products, but with industry trends.
• A focus on learning, teaching, collaboration, mentorship, and growth, not only personally but also within the team and company.
• Aside from technical and collaborative skills, we place a high value on project management, relationship building, and EQ.
• Minimum of 3 years working with US SLED/FED customers 

Desired

• You've built deployed security solutions at scale to provide impactful improvements to security posture.
• You understand the role of a firewall, the difference between L3, L4, and L7 firewalls, and that ‘ACL’ doesn't always mean Anterior Cruciate Ligament.
• You're not afraid of command-line interfaces, RESTful APIs, or analyzing HTTP request and response in a browser’s web inspector.
• You can identify and define the differences between types of application attacks in detail, and Cloudflare's role in defending against them.
• Experience with compliance requirements such as FEDRamp, CJIS, PCI DSS, HIPAA, and SOC-2.
• An undergraduate degree in Computer Science, Engineering or a related field. Reminder: this is not a strict requirement at all. Candidates from all walks of life are welcome.

Bonus Points

• Graduate-level degrees in Computer Science, Engineering or related fields. Reminder: this is not a strict requirement at all. Candidates from all walks of life are welcome.
• Certifications: Azure/AWS/GCP Architect, CCIE, ?

More About You

• You can translate technical concepts and jargon for a wide variety of audiences: from systems engineers, to front-end developers, through to IT managers and C-levels in enterprise organizations.
• You want to be constantly learning new things and teaching what you've learned to the broader team through internal and external blog posts, team demos, and product training sessions.
• You have a knack for understanding problems and finding creative ways to solve them. Our product suite is ever-growing, and knowing how to identify which parts will solve a customer's particular problem is important.
• You understand how to manage a project, work to deadlines, and prioritize between competing demands.

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Project Athenian: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.

Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy policy and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Senior Systems Engineer - Warp

Available locations: UK or Portugal

What you'll do

As a Senior Systems engineer in the WARP team you will join a team that works on the backend system that allows our customers to manage their devices via our Zero Trust Network solution. 
In this role, you will work on the design, capacity planning, development, maintenance and enhancement of features that make our WARP and Zero Trust product, such as Device Posture, Orchestration and Notification.

We are looking for engineers that are versatile and display leadership qualities capable of setting technical direction of the product, with a focus on growth, scalability and high-availability.
You will support the management team on the planning, priority, deadlines and deliverables of solutions to our customers requirements.

Responsibilities

• Design, develop, test, deploy, maintain, and enhance large scale software solutions.
• Provide technical leadership to the team projects and objectives
• Influence a team of engineers, coach and mentor a distributed team.
• Support the management team on the strategy and roadmap of the team, identifying opportunities and critical projects for the success of the team and product.
• Facilitate alignment and clarity across the Zero Trust teams on goals, outcomes, and timelines.
• Support on the management of project priorities, deadlines, and deliverables.

Examples of desirable skills, knowledge and experience

• At least 3 years of experience of technical leadership
• Experience managing high available systems with disaster recovery support.
• Experience in at least of the following languages: Go, Rust
• Experience in Typescript
• Experience designing and integrating RESTful APIs at scale
• Knowledge of SQL and common relational database systems such as PostgreSQL and MySQL
• Knowledge on distributed NoSQL databases
• Excellent debugging experience and optimization skills
• Experience with Kubernetes

Available Locations:
Remote: France, UK, Germany, Netherlands or Portugal
Hybrid: Lisbon, Munich, Paris or London 

What you’ll do

The Pre-Sales Solution Engineering organisation is responsible for the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap 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, experienced and curious team.

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.

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:

• 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;
• Understanding of how customers make buying decisions, how to explain ROI.
• You're OK with some (10-15 days per quarter) travel, once we return to a time without travel restrictions: we expect to travel to customer offices, conferences and/or do talks.

Bonus!

•  Fluency in any European language would be beneficial 

• Previous experience in a pre-sales SE 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;
• Exposure to emerging technical landscape trends, e.g. SASE and Zero Trust.

Location: Remote from North Carolina or Florida

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.

What you'll do

Cloudflare is looking for a highly motivated Strategic Enterprise Account Executives seeking a role with the opportunity to help build a GTM working with the largest companies in North America. This position will manage a focused set of accounts with > 1B in annual revenues and the potential to do 10M ARR with Cloudflare.The Strategic Account team will shape and lead Cloudflare’s Go To Market in the F100. 

We will leverage the strength of all Cloudflare functions to become a strategic partner to our customers and their digital transformation efforts. Our product and services and our methods of engagement will differentiate and delight our customers.

The Strategic AE will interact with both C-level clients and senior Technical Decision makers, utilizing Cloudflare solutions and resources to drive a business partnership focused on joint success with our customers.  Success requires consultative, solutions-oriented sales, and customer service skills in addition to intense personal energy and focused activity. A critical factor of achievement in this role is the ability and desire to focus and lead an internal group of constituents to bring their skillset to bear to build solutions and exponentially grow revenue. The Strategic AE must be expert in identifying business opportunities with customers, developing Strategic Account Plans, driving execution across functional stakeholders, and closing revenue. The SAE should be comfortable engaging in business level outcome conversations with the C-suite, presenting Cloudflare’s vision and plan for value creation to all levels, and negotiating win-win scenarios for all parties.  The SAE will be accountable to obtaining new business and expansion of Cloudflare wallet-share within existing customers. The role involves handling multiple accounts and will require high degrees of attention to detail and coordination with customers, partners, and internal resources.  Lastly, the SAE should thrive in an entrepreneurial environment where initiative is celebrated and enthusiasm for the possible is expected.

Strategic Account Team Core Values:

Be Successful – Success comes from hitting your goals on a consistent basis. Have a plan for “how” you’ll hit your goals and evaluate often; that way you always know where you stand. Be in a position and ready to demonstrate your plan for success.

Provide Customers with a Premium Business Experience - Solutions, Empathy, Proactiveness, Anticipation of needs, Company Support, Creativity, and Urgency to Deliver Value are core principles of a Cloudflare Strategic Account Experience. Give your customers a level of service that is unmatched in the industry.

Be Brilliant in the Basics - The hallmark of a high performance team is their willingness to commit to Brilliance in the Basics in all aspects of their roles. Forecasting, SFDC Disciplines, Pipeline Management, Account Engagement, Negotiation, Closing, and Depth of Cloudflare Knowledge are the basic skills that make a Strategic Account Executive successful.

Make Bold Decisions - Operating with the largest companies in the world is a “game of inches”. Often the Strategic Account Executive will have to make strategic decisions on engagement, terms, and support. These decisions should be made by the SAE who is closest to the issue and most affected by it. Top down management of accounts is outdated because of the speed of today’s business. If execution presents risk, Seek the advice of leaders when and where you need it.

Be a TeamMate - We are all individually accountable to our goals, but we operate as a team. No one person has all the answers, but collectively the knowledge, experience, and acumen of the team is deep. Be the person who actively seeks to assist the team, shares knowledge, and extends your personal network. We are successful when we are all overachieving as a group.

Additional responsibilities will include:

• Proactively manage and grow a portfolio of assigned Strategic Enterprise level clients.
• Close new and expansion business monthly, quarterly, and annual basis, meeting or exceeding assigned quota.
• Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
• Develop C level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer’s transformative objectives.
• Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers goals and objectives, and analyzing where Cloudflare can add value.
• Maintain accurate forecasts and report to the sales leader on the status of New and Expansion opportunities for weekly sales meetings. Leverage MEDDPIC framework in SFDC document weekly progress.
• Accountable to reverse closure steps and establish jointly owned timelines with Customers. Understand the purchasing process fully and be able to document progress against required steps to closure.
• Organize and deliver executive level presentations, proposals, commercial terms with Customers.
• Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
• Build and maintain relationships with channel partners to establish joint value propositions and Customer value.
• Participate in team meetings and delivery GTM guidance on how to better partner with Strategic Accounts

Examples of desirable skills, knowledge and experience

• Demonstrate proficiency in Cloud Networking and Security Technology with Industry awareness
• Demonstrated track record of meeting and exceeding quota
• Expert Sales Acumen (Discovery, Position, Compete, Negotiate, Close, Expand)
• Ability to lead a multidisciplinary team over a long term account horizon
• Able to identify key players in organizations and possess the ability to convert business issues into solutions.
• Comfortable selling to obtain new business or expand existing business. Strong closing skills are essential.
• Clear concise communicator verbally and written
• Ability to build meaningful relationships quickly
• Someone who acts with integrity and honesty in all situations
• Be able to demonstrate a positive attitude internally and externally
• Expert at building rapport and owning the room
• A life long learner committed to learning new skills and practicing key skills with discipline so that you couldn’t do them wrong if you tried.
• Aggressiveness in execution & planning
• Ability to take successes and challenges in stride
• Discipline to work w/o instant gratification
• Self-starter & Entrepreneurial Spirit
• Someone who is bold in their actions and never satisfied with complacency
• A strong will and fortitude to work a plan in the face of challenge
• A business professional who loves the sales profession

Are you ready to shape the future of some of APAC's most esteemed companies? As Cloudflare's Field CTO for APAC, you'll be a master of the digital landscape, guiding C-level executives on their journey to build secure, high-performing online experiences for their customers. As part of our CTO organization, you will act as both a technology and business sage, enlightening customers and leading them toward decisions that will define their current and future strategies and operations. As Cloudflare's Field CTO in APAC, you'll also serve as a public-facing ambassador, representing the organization on a regional and global level at industry conferences, media engagements, analyst forums, and other pivotal industry events.

About the Field CTO role

The Field CTO is the executive face of Cloudflare to some of the biggest names in business, and in this role you'll have the opportunity to shape the way they think about technology. Whether you're participating in a panel discussion at a conference, contributing to a media interview, or holding a strategic meeting with a key customer, your ability to communicate complex ideas in an engaging and relatable way will be essential to your success in this role.

Externally, the Field CTO plays a crucial role in building relationships with enterprise clients, prospects, and partners, communicating the value of Cloudflare's global network to executive-level stakeholders. Internally, the Field CTO works closely with Cloudflare's engineering, product, go-to-market, and customer success teams to help drive adoption of our industry-leading products and services and ensure customer success across our portfolio.

To excel in this role, the ideal candidate must possess a unique blend of experience in cloud computing, enterprise IT, cyber security, and networking technologies. But it's not just technical expertise that we're after – the Cloudflare Field CTO must also possess a passion for helping companies connect to our platform and achieve their short- and long-term technology and business goals. A love for educating and influencing broad audiences about new technologies and their benefits is a must, as is a proven track record of delivering outstanding content, technical expertise, and support in a variety of contexts.

What you’ll do

• Keep your finger on the pulse of the latest tech and security developments, and share your insights with C-level executives. Offer up suggestions for how they can stay ahead of the curve and navigate the competitive landscape.
• Forge relationships with C-level executives both online and in-person, leveraging your existing network and industry connections to raise awareness of Cloudflare.
• Play a key role in introducing Cloudflare's latest innovations to the market through a variety of channels, including traditional and social media, blogs, and analyst briefings.
• Act as a trusted advisor to key customers, providing executive-level support and advocacy, and working closely with the Cloudflare regional leadership team to develop and execute strategic plans to drive growth.
• Be willing to travel regularly and work remotely or in-office as needed, immersing yourself in the day-to-day challenges and opportunities facing your customers, and bringing their feedback to the product and engineering teams at Cloudflare.
• Build deep, strategic relationships with senior leaders and decision makers within companies, and become a valuable partner in helping them drive adoption and achieve their business goals.
• Drive and contribute to key business activities including: business reviews, new pipeline generation and assisting with deal closure.

Examples of desirable qualities, experience, knowledge, and background

• Experienced CIO, CTO, CISO, CSO, former industry analyst, etc.
• 10-15+ years of experience within enterprise IT, startups, software development, cloud, cybersecurity, service provider, or other relevant industry sector experience
• Adept at navigating the intricacies of cyber security, security operations, and IT risk & governance, and familiar with local and regional cybersecurity laws and regulations.
• An expert in cloud-based IT delivery models, who has guided customers through digital and cloud transformations with ease.
• A visionary who keeps an eye on the future of industry developments and is well-known as a cyber security authority in the region.
• A social media influencer with a strong presence in the digital world.
• Experience in a client-facing role explaining strategic and tactical concepts to customers on digital and cloud transformation journeys.
• A skilled communicator who excels in client-facing roles, able to convey strategic and tactical concepts to customers in digital and cloud transformation journeys.
• A gifted writer and speaker with the ability to communicate security and risk-related concepts to both technical and nontechnical audiences.
• A thought leader who creates impactful technical content, able to engage senior executives and deep-dive into technical solutions and features.
• A dynamic speaker who has a proven track record of captivating large audiences at public forums and key industry events.
• Fluent in English and another language relevant to the region, making for effective communication with a diverse range of audiences.

Available Locations: Boston, New York, Atlanta

What you'll do as a Technical Architect

As a Technical Architect, you understand your customer’s business and can speak the “customer language.” You have a deep understanding of key drivers for the technology decisions in large companies and how they support their business goals. You can credibly engage across various IT and business domains. You have the capability to converse on risk management and have the ability to articulate the impact of risk to the organization in terms the business understands.  You understand that the CISO role is in transition, balancing between enabling the business and helping keep the business focused, functioning, and moving forward. You have an understanding of the levers that CIOs and CISOs use to get and remain in control of their business.

You will help our clients build digital transformation strategies using the Cloudflare technologies and platform based on your understanding of key drivers for the technology decisions in large companies and how they support their business goals. You are aware of what comes next and you can position the value proposition of the Cloudflare platform in tangible business benefits, without necessarily referring to specific individual technologies.

Your aim is to understand our customers' journey and help our customers realize their ambitions, and help architect the road to implementing Cloudflare solutions across their Enterprise. You build high-value relationships with peers through up-to-date industry insights and expert level implementation guidance.

In this role, you will shape the implementation design across the multiple domains of our Cloudflare products within our strategic customers. You have a track record of public speaking and prior experience delivering our solutions or similar. An equally important component of this role is the expectation that you scale your expertise and knowledge across the wider Professional Services organization.

What you will do:

• Work with customers to define tailored implementations, creating a path for value realization across the Cloudflare product stack. Develop a roadmap and implementation plan with customer and internal Cloudflare stakeholders and together push the boundaries on how Cloudflare can help businesses move forward in their digitization.
• Build and maintain the long term technical relationship of strategic accounts, ensuring the successful design, proof and delivery of Cloudflare as a part of the customers critical infrastructure.
• Identify and drive strategic conversations with key stakeholders with the purpose of increasing our reputation and authority within the business, and further establishing our footprint within the customers landscape.
• Collaborate with specialists, architects, and subject matter experts across diverse functions. Apply extensive vertical knowledge and domain expertise to enhance the depth and effectiveness of the project.
• Elevate yourself as a pioneer in cloud networking and security by offering a fresh perspective that pushes boundaries, unveils fresh insights, and cultivates a culture of creativity.
• Conduct technical conversations with Enterprise architects and technical teams of the customers. 
• Guide senior customer stakeholders and Cloudflare PS resources through Solution Design and delivery stages, and support the customer with a project design to realize the value that Cloudflare is bringing.
• Promote customer retention by capturing and communicating gaps in product, delivery, and/or features.
• Contribute to the practice lead team with recommendations for the roadmap and design patterns for multi-product implementation and influencing product roadmaps.

Desirable skills, knowledge and experiences:

• 10+ years of prior Technical Delivery, Engineering, or related experience required. Demonstrable experience in building trust and maintaining relationships with key customer stakeholders.
• Understand the “business language” surrounding IT, and know how to uniquely address customers that consider IT either a cost center or a profit center.
• Strong understanding of both business strategy and technology at a deep level.
• Delivered large enterprise projects in this product space
• Aware of industry evolution from “castle and moat” to “zero trust”, NIST Zero Trust Architecture (SP 800-207), Identity Management, familiar with trends in cyber security (e.g. RAT/trojans, malware, ransomware, phishing, adware, cryptomining, spam, botnets, info stealing, scareware) and a deep technical understanding of IT System- and Network engineering and Security.
• Understanding of IT risk management, enterprise architecture (e.g. TOGAF) and change management. 

Available Locations:  New York State or Ontario, Canada

About Solutions Engineering at Cloudflare

 The Pre-Sales Solution Engineering organization owns the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers. Solutions 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, experienced and curious team. 

The Partner Solutions Engineer is an experienced PreSales role within the Solutions Engineering team. Partner Solutions Engineers work closely with our partners to educate, empower, and ensure their success delivering Cloudflare security, reliability and performance solutions.

What you'll do as a Partner Solutions Engineer 

Your role will be to build passionate champions within the technology ranks at your Partner accounts, aid your Partner organizations to drive sales for identified opportunities, and collaborate with your technical champions to build revenue pipeline. As the technical partner advocate within Cloudflare, you will work closely with every team at Cloudflare, from Sales and Product, through to Engineering and Customer Support. 

You have strong experience in large Pre-Sales partner and account management as well as excellent verbal and written communications skills suited for both technical and executive-level engagement. You are comfortable speaking about the Cloudflare vision and mission with all technical and non-technical audiences. 

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 partners and 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.

Specifically, we are looking for you to:

• Build and maintain long term technical relationships with our partners to increase Cloudflare’s reputation and authority within the partner solution portfolio through demonstrating value, enablement, and uncovering new areas of potential revenue
• Drive technical solution design conversations and guide partners through use case qualification and collaborative technical wins through demonstrations and proofs-of-concepts
• Evangelize and represent Cloudflare through technical thought leadership and expertise 
• Be the voice of the partner internally at Cloudflare, engaging with and influencing Cloudflare’s Product and Engineering teams to meet your partner and customer needs
• Travel up to 40% throughout the quarter to support partner engagements, attend conferences and industry events, and to collaborate with your Cloudflare teammates 

Examples of desirable skills, knowledge and experience:

• Experience managing technical sales within large partners and accounts:
• Developing champion-style relationships
• Driving technical wins
• Assisting with technical validation
• Experience with or curiosity in any of the core industry components of Cloudflare solutions (and passion to learn more):
• Internet security technologies including DDoS and DDoS mitigation, Firewalls, TLS, VPN, DLP
• Networking technologies including TCP, UDP, DNS, IPv4 + IPv6, BGP routing, GRE, SD-WAN, MPLS, Global Traffic Management
• HTTP technologies including reverse proxy (e.g., WAF and CDN), forward proxy (secure web gateway), serverless application development
• SASE concepts and Zero Trust Networking architectures
• Detailed understanding of workflow from user to application including hybrid architectures with Azure, AWS, GCP

Available Locations: Western States 

What you'll do as a Zero Trust Solutions Engineer

You will work with our clients to understand their business needs and understand their current applications landscape and access architecture with the goal of helping them develop a security posture that meets their needs while also keeping their employees and assets safe according to the most recent standards in cyber security. You will do this with the technological solutions in the Cloudflare One product portfolio, which encompasses different Zero Trust offerings, including our cutting edge Remote Browser Isolation and email security solutions. 

You will work closely with our Account Executives (AEs); generalist SEs, as well as every other team at Cloudflare, from Sales and Product to Engineering and Customer Support. 

Responsibilities

You serve as a trusted advisor to our customers; helping them find the best solution for their business needs with Cloudflare One.

• Guide qualified prospects through the Solution Design and Proof of Concept stages of sales engagements; showing them the key capabilities of the Cloudflare One portfolio
• Work with your Sales Partners to consistently achieve Pipeline and Revenue goals
• Understand our customers IT landscape and security requirements and develop an architecture for our customers to support their business needs
• Articulate the benefits of the Cloudflare One product portfolio vs competing solutions
• Promote retention by capturing and communicating gaps in product or features

Skill Requirements

• Curiosity and Learning Agility
• Minimum 8 years of prior Technical Sales, Systems Engineering, or related experience
• Experience interacting with senior level/executives to communicate a message of network and security transformation
• Familiar with trends in cyber security (e.g. RAT/trojans, malware, ransomware, phishing, adware, cryptomining, spam, botnets, info stealing, scareware)
• Fundamental understanding of customer network and application architectures. 
• Technical curiosity and passion: Cloudflare is at the cutting edge of internet technology. It’s incumbent on us to stay up to date not only with Cloudflare’s specific products, but with industry trends.
• Detailed understanding of workflow from user to application including hybrid architectures with Azure, AWS, GCP.
• SASE concepts and Zero Trust Networking architectures
• Secure Web Gateway, CASB, DLP, DNS, DNS over HTTPS
• IdP/authentication, SAML, OTP
• SaaS application integration and tenant controls
• VPN and remote access challenges
• SIEM and log analytics platforms 
• Client OS fundamentals and software distribution
• Ability to jump in with hands-on configuration when needed
• Ability to manage a project, work to deadlines, and prioritize between competing goals

Other desirable skills areas include:

• Routing, subnetting, split tunnels. SD-WAN, local internet breakout
• End user and application security risks - DDoS, malware, phishing, viruses
• Knowledge of competitive market  around CDN providers, Web application Firewall, Remote access solutions, Next generation Firewalls, CASB solutions , DDOS mitigations solutions, SD-WAN solutions , Secure Gateway solutions 
• Ideally knowledge of Cloudflare ZTNA solutions such as Teams, Access, Gateway, and Browser Isolation

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area-based hires: Estimated annual salary of $193,000 - $235,000

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 Locations: Remote US, San Francisco, Austin

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

Digital Native AEs at Cloudflare sell into the most innovative companies in North America. In targeting high-growth, technologically advanced, and venture-backed companies, AEs are positioned to drive in-depth product discussions while communicating and demonstrating value quickly to customers.  This role within the digital native segment focuses on both the acquisition of prospective Digital Native accounts, as well as the expansion of existing customer accounts.  The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive levels, and across Security, Network, Development and 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. 
• 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.

Requirements:

• 3+ years closing experience selling B2B SaaS (technical product preferred)
• Skilled in out-bounding to key stakeholders within fast-paced organizations & mapping Cloudflare innovations to business objectives
• Working or tangential knowledge of the cloud infrastructure and/or security space
• Track record of exceeding $750k - $1M annual target and track record of growth within current organization
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment
• Bachelor's degree required 
• Demonstrated analytical and quantitative abilities
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)

Examples of desirable skills, knowledge and experience:

• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Experience working in a start-up environment.
• Ability to travel up to 25% of the time.
• Technical competence strongly preferred.