Cloudflare

Account Executive

• Own and execute critical territory and account plans
• Exceed multi-million-dollar sales targets and annual quotas by architecting and closing large-scale platform sales
• Forecast accurately and manage the sales pipeline proactively
• Provide strategic guidance shaping the direction of the sales organization
• Map Cloudflare solutions to customer enterprise architecture and business models
• Explain how Cloudflare fits into and optimizes modern cloud operating models
• Lead complex customer engagements across multiple business units
• Manage executive sponsorship programs and engage CIOs, CISOs, and CTOs
• Lead virtual teams including Product Managers, VPs, and SVPs to close strategic opportunities
• Identify and resolve organizational roadblocks
• Advise customers on digital transformation and identify opportunities from market trends
• Craft cross-departmental messaging and provide performance feedback
• Define quarterly team goals and metrics and review results
• Drive company-wide innovation, efficiency, and positive change
• Bring diverse perspectives to address current and future business needs

Senior Major Account Executive

Systems Engineer

• Serve as the primary subject-matter expert and developer for Cloudflare’s Procurement technology stack
• Manage user provisioning, role-based access control, security settings, and application environments
• Monitor application performance and reliability and manage incident workflows to meet ticket SLAs
• Provide Tier 3 support and end-user enablement for procurement system issues
• Design, build, and deploy system enhancements, automated workflows, template generation, and API integrations
• Ensure data flows across Zip, Ironclad, Oracle Fusion, Coupa, and related ERP systems
• Lead evaluation, implementation, and governance of native AI features in the procurement stack
• Monitor vendor updates and roadmaps, lead impact assessments, manage upgrades, and educate stakeholders
• Partner with Procurement, Legal, and Finance to translate business requirements into system solutions
• Design and deliver complex Procure-to-Pay, intake-routing, and contract-approval workflows
• Support migration and sun-setting of Coupa while maintaining business continuity
• Maintain IT General Controls, data governance, quarterly access reviews, Segregation of Duties, audit readiness, system documentation, process maps, and disaster recovery plans

Senior Enterprise Systems Developer – Procurement Systems

Recruitment

• Act as a talent advisor and go-to-market specialist for Cloudflare’s APAC team
• Drive expansion of hiring across the APAC region
• Operate autonomously using market expertise, AI-driven strategies, and an extensive network
• Build and execute comprehensive talent strategies for high-performing teams
• Develop proactive pipeline strategies and conduct passive candidate outreach
• Build and maintain relationships with executive leadership and cross-functional stakeholders, including Finance, HRBPs, and compensation teams
• Partner with internal automated AI agents and generative tools to eliminate manual tasks and optimize outreach workflows
• Synthesize complex market data to inform regional talent strategies
• Leverage recruitment analytics, including time-to-hire and source efficiency, to guide operational decisions
• Negotiate and close top-tier candidates
• Ensure clear communication and proactive engagement throughout the interview lifecycle

Senior Talent Acquisition Business Partner – APAC

Implementation Specialist

• Serve as a trusted technical advisor and primary architect of the customer journey
• Guide enterprise clients from pre-sales technical validation through onboarding, deployment architecture, lifecycle expansion, renewal, and maturity
• Partner with Account Executives to lead technical discovery, capture requirements, and map customer infrastructure to Cloudflare architectures
• Define scope, success criteria, and technical evaluation plans for Proofs of Concept and Technical Validations
• Deliver technical presentations, architectural diagrams, and demonstrations
• Address technical objections, security compliance questions, and edge-case architectural requirements
• Provide oversight to onboarding and implementation without executing the implementation
• Design migration and onboarding blueprints and guide customer engineering teams through configuration best practices
• Monitor customer health scores and telemetry, resolve integration bottlenecks, and reduce deployment risk
• Carry a variable quota tied to new business acquisition and/or account growth
• Drive platform adoption, revenue retention, cross-sell, and up-sell opportunities
• Lead technical Quarterly Business Reviews for C-level executives
• Maintain relationships with stakeholders throughout the customer lifecycle
• Use AI agents, LLMs, and internal platforms to automate RFP responses, security questionnaires, sandbox provisioning, telemetry monitoring, and documentation
• Create technical enablement resources, SOPs, architectural best practices, and technical guides

Senior Customer Engineer – Named

• Lead technical deep-dive discovery with Account Executives and map customer infrastructure to Cloudflare architectures and bespoke solutions
• Define scope, success criteria, and technical evaluation plans for Proofs of Concept and Technical Validations
• Deliver tailored technical presentations, architectural diagrams, and demonstrations
• Address technical objections, security compliance questions, and edge-case architectural requirements
• Provide oversight to technical onboarding and implementation without executing the implementation
• Design migration and onboarding blueprints and guide customer engineering teams through configuration best practices
• Own discovery, demos, onboarding, technical health, risk, and expansion strategy with Account Executives
• Monitor customer health scores and telemetry, resolve integration bottlenecks, and reduce deployment risk
• Carry a variable quota tied to new business acquisition and/or account growth
• Identify cross-sell and up-sell opportunities and lead technical Quarterly Business Reviews
• Act as a trusted technical advisor through onboarding, maturity, renewal, and expansion
• Leverage AI agents, LLMs, and internal platforms to automate routine workflows
• Partner with Enablement to create technical resources, SOPs, architectural guidance, and technical documentation
• Report to a Customer Engineering Leader

Senior Customer Engineer, Named

• Sell to IBM and a few other strategic enterprise accounts
• Own and execute critical territory and account plans
• Exceed multi-million-dollar sales targets and annual quotas by closing large-scale platform sales
• Lead accurate forecasting and proactive pipeline management
• Map Cloudflare solutions to customer enterprise architecture and business models
• Engage and influence CIOs, CISOs, and CTOs through executive sponsorship programs
• Lead virtual teams including Product Managers, VPs, and SVPs to close strategic opportunities
• Advise customers on digital transformation and position Cloudflare as a strategic partner
• Connect themes across departments and global locations to develop organizational messaging
• Define quarterly team goals and metrics, review results, and address roadblocks
• Drive company-wide innovation, efficiency, and continuous improvement
• Provide inclusive leadership and anticipate future business needs

Senior Majors Account Executive, IBM

Engineering Manager

• Lead the core engineering team for Cloudflare Registrar and Cloudflare Registry
• Architect, scale, and innovate across the complete domain lifecycle, including domain purchasing, DNS integration, .gov hosting infrastructure, compliance, and registry operations
• Recruit, mentor, and retain systems engineers
• Foster a culture focused on speed, reliability, and continuous delivery
• Define the domain-management roadmap with Product Managers and technical leaders
• Align architectural choices with long-term business and reliability goals
• Own operational health, including SLOs, incident response, customer escalations, and technical debt management
• Oversee tools and APIs handling millions of domain lifecycle events while maintaining high availability and low latency
• Coordinate with legal, security, and registry bodies on compliance requirements, ICANN policies, and domain security standards such as DNSSEC
• Drive robust testing, automated CI/CD workflows, deep debugging, and zero-downtime deployments
• Partner with Product Management, Security, and cross-functional platform teams

Senior Manager, Engineering

• Serve as the core driver of Cloudflare’s technical go-to-market strategy and the primary architect of the customer journey
• Act as a trusted technical advisor from pre-sales technical validation through onboarding, deployment architecture, lifecycle expansion, renewal, and maturity
• Partner with Account Executives to lead technical discovery, capture business requirements, and map customer infrastructure to Cloudflare architectures
• Define scope, success criteria, and technical evaluation plans for Proofs of Concept and Technical Validations
• Deliver tailored technical presentations, architectural diagrams, and demonstrations
• Address technical objections, security compliance questions, and edge-case architectural requirements
• Provide oversight for technical onboarding and implementation without executing the implementation
• Design migration and onboarding blueprints and guide customer engineering teams through configuration best practices
• Monitor customer health scores and telemetry, resolve integration bottlenecks, and reduce deployment risk
• Carry a variable quota tied to new business acquisition and/or account growth
• Identify cross-sell and up-sell opportunities and lead technical Quarterly Business Reviews
• Maintain relationships with stakeholders throughout the customer lifecycle and provide architecture, AI control layer, security posture, and deployment guidance
• Use AI agents, LLMs, and internal platforms to automate RFP responses, security questionnaires, sandbox provisioning, telemetry monitoring, and documentation
• Partner with Enablement to create technical resources, SOPs, architectural best practices, and technical guides
• Report to a Customer Engineering Leader

Senior Customer Engineer, Central Territory

Customer Support

• Lead the post-sale customer journey from onboarding through retention and contract renewals
• Act as a trusted business advisor, helping customers adopt Cloudflare products and services
• Build strategic stakeholder relationships and articulate ROI and business value
• Plan and execute long-term Success Plans for large customers to drive retention and growth
• Maintain deep knowledge of Cloudflare solutions and present relevant features to customers
• Plan and execute Business Value Justification meetings, Business Reviews, Executive Business Reviews, and Renewal Meetings
• Own and drive renewals, including accurate weekly forecasting
• Negotiate and execute renewal contracts
• Design renewals using deal construction and pricing strategy
• Analyze customer data to identify upsell and cross-sell opportunities
• Collaborate with Sales on forecasting, planning, and targets
• Maintain long-term stakeholder relationships across the account portfolio
• Work cross-functionally with Product, Engineering, Support, Marketing, and other teams to resolve customer issues
• Provide product feedback and feature requests to internal partner teams
• Use generative AI, analytics tools, and workflow automation to improve renewal communications, forecasts, lifecycle alerts, and operational efficiency

Customer Experience Manager

Attorney

• Advise on and negotiate public sector commercial agreements, including federal, state, local, and quasi-government contracts
• Support transaction strategy for public sector deals in the U.S., APAC, and EMEA
• Coordinate with regional legal and sales teams as needed
• Draft, review, and negotiate MSAs, order forms, amendments, DPAs, security exhibits, procurement terms, and related transactional documents
• Identify and resolve commercial, legal, privacy, data protection, security, and compliance issues
• Partner with internal teams to create and improve scalable contracting processes, playbooks, templates, and approvals
• Evaluate RFPs, RFIs, security questionnaires, and other procurement materials
• Escalate issues and provide risk-based recommendations to business partners
• Build working relationships with cross-functional stakeholders
• Translate negotiated terms and procurement requirements into complete post-award compliance handoffs
• Help improve the global public sector sales motion

Global PubSec Transaction Attorney

Business Development Rep

• Build and strengthen the operational infrastructure for Cloudflare’s Business Development team
• Establish effective prospecting motions, use data, implement sales technology, and improve lead handoffs to Sales
• Partner with Sales on qualification criteria, pipeline quality and quantity, and handoffs
• Partner with Marketing on MQL quality and quantity, campaign measurement, effectiveness, and messaging development
• Partner with Operations on reporting and process improvements
• Collaborate with other regions to share and implement global Business Development best practices
• Execute quarterly targets and develop strategies to scale the team
• Manage a group of 5+ Business Development professionals
• Recruit, interview, and hire BDRs at scale
• Develop and support managers and team members as the organization grows
• Foster a collaborative team culture

Senior Manager, BDR

• Own and execute a territory plan for Australia’s Digital Native and Startup segment
• Achieve and exceed sales and revenue targets
• Win new logos and expand existing customers
• Identify high-growth businesses and develop account-specific engagement plans
• Build relationships with founders, executives, engineering, infrastructure, platform and security leaders
• Translate technical priorities into measurable business outcomes
• Lead discovery and value conversations around application security, network modernization, developer platforms, performance, reliability and AI workload protection
• Position Cloudflare’s connectivity cloud to help customers scale securely, improve resilience, simplify operations and accelerate innovation
• Leverage venture capital, accelerator, cloud, technology and channel partners for referrals and co-selling
• Manage the full sales cycle from prospecting through qualification, technical validation, negotiation and close
• Structure multi-product and multi-year platform commitments
• Support onboarding, adoption and the first renewal
• Partner with Customer Engineers, Customer Experience and Professional Services on deployment plans
• Build and manage pipeline using internal tools, AI-assisted research, BDR, Channel, Marketing and ecosystem sources
• Maintain pipeline discipline, CRM hygiene and forecasting accuracy

Senior Territory Account Executive, Digital Native

Sales

• Manage a team of Named Account Executives in the Washington DC, Raleigh, or Charlotte area
• Acquire new accounts and expand existing customer accounts
• Position and differentiate Cloudflare’s Enterprise platform experience
• Reinforce pipeline and automated forecast management across Security, Network, Development, and Infrastructure teams
• Forecast monthly and quarterly commits using automated internal data layers and predictive metrics
• Oversee, coach, and motivate 8 Account Executives against quota attainment, new-logo acquisition, and expansion goals
• Develop team selling abilities through enablement, solution selling, and data-led customer insights
• Codify and execute product-focused playbooks connecting platform data to Cloudflare solutions
• Collaborate with Sales Enablement, Product, and Product Marketing on training and newly launched features and products
• Interview candidates and build a talent network
• Hold regular 1x1s and monitor adoption of sales enablement tooling and resources

Sales Director, East

• Build and execute comprehensive talent strategies for hiring leaders building high-performing teams
• Develop proactive pipeline strategies and conduct passive candidate outreach using an extensive industry network
• Build and maintain relationships with AMER leadership and cross-functional stakeholders, including Finance, HRBPs, and compensation teams
• Partner with internal automated AI agents and generative tools to eliminate manual tasks and optimize outreach workflows
• Synthesize complex market data to inform regional talent strategies
• Leverage recruitment analytics, including time-to-hire and source efficiency, to drive operational decisions
• Lead and execute strategic employer branding initiatives for the AMER market

Senior Talent Acquisition Partner, GTM

• Lead technical deep-dive discovery with Account Executives and capture business requirements
• Map complex customer infrastructure to fit-for-purpose Cloudflare architectures and bespoke solutions
• Define scope, success criteria, and technical evaluation plans for Proofs of Concept and Technical Validations
• Deliver tailored technical presentations, architectural diagrams, and demonstrations
• Address technical objections, security compliance questions, and edge-case architectural requirements
• Provide oversight to technical onboarding and implementation as the primary executive and engineering contact
• Design migration and onboarding blueprints for customer environments
• Guide customer engineering teams through configuration best practices
• Own discovery, demos, onboarding, technical health, risk, and expansion strategy with Account Executives
• Monitor customer health scores and telemetry to ensure rapid time-to-value and reduce deployment risk
• Carry a variable quota tied to new business acquisition and/or account growth
• Identify cross-sell and up-sell opportunities based on product usage data
• Lead technical Quarterly Business Reviews for C-level executives
• Maintain trusted technical relationships throughout onboarding, maturity, renewal, and expansion
• Provide guidance on architecture, AI control layers, security posture, and deployment confidence
• Use AI agents, LLMs, and internal platforms to automate routine workflows
• Design and govern technical resources, SOPs, architectural best practices, and technical guides
• Educate internal teams and customers to raise the organization’s technical baseline