Customer Solution Strategy Lead

About Cloudflare

Cloudflare is on a mission to help build a better Internet. The company runs one of the world’s largest networks, powering millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Its intelligent global network gets smarter with every request, delivering performance improvements and reducing spam and attacks.

Cloudflare has been named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. The company’s culture values curiosity, AI‑native problem solving, and rapid iteration.

Key initiatives include Project Galileo, the Athenian Project, and the 1.1.1.1 public DNS resolver.

Location

Available locations: Austin, TX; Dallas, TX; New York, NY.

About the role

The Pre‑Sales Customer Engineering organization owns the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit‑for‑purpose solution design, and adoption roadmap for customers. The Solution Strategy Lead bridges the commercial relationship owned by Client Directors and the technical execution driven by Customer Engineers, acting as a trusted advisor for 1–5 of Cloudflare’s highest‑value accounts.

Responsibilities

• Strategic Account Leadership: Serve as the single thread connecting high‑level strategy to flawless execution, orchestrating cross‑functional teams to deliver outcomes across the customer lifecycle.
• Platform Adoption Road‑mapping: Develop account‑specific adoption plans for App Modernization, Developer, and AI platforms; map workloads to Cloudflare capabilities; define sequencing and milestones.
• Cross‑Functional Coordination: Align SE, CS, and Product resources against adoption milestones; run account‑team operating rhythm; ensure internal alignment on customer priorities.
• Technical Executive Relationships: Build relationships with CTOs, VPs of Engineering, and Platform Architects; engage technical decision‑makers on platform strategy.
• Expansion Development: Identify and qualify platform expansion opportunities, hand off to Client Directors when commercial‑ready, and build the business case for deals.
• Voice of Customer to Product: Bring strategic customer requirements into product roadmap discussions; provide quarterly briefings on adoption patterns, blockers, and feature needs.
• Success Metrics Ownership: Track platform adoption per account, developer platform adoption, AI adoption, expansion pipeline value, net revenue retention, product feedback submissions, and adoption blocker resolution.

Qualifications

• 10+ years of experience in Customer Engineering leadership, product management, consulting, or technical strategy within a global SaaS or infrastructure environment.
• Exceptional executive presence with the ability to influence C‑level executives and internal product leads simultaneously.
• Relentless curiosity about how technologies work and how they can be improved.
• Bias for action in high‑pressure, ambiguous environments, with a track record of turning identified problems into concrete solutions.

Skills and Experience

• 7+ years of deployment experience in a similar role or technical leadership position.
• Previous experience as a Customer Engineer leader, consultant, or technical marketing engineer building, architecting, or deploying security solutions.
• Strong understanding of AI, security challenges, and their applicability to modern enterprise landscapes.
• Proven track record using AI to drive revenue.
• Deep knowledge of security architecture, design, and operations.
• Working knowledge of the broader threat landscape and ability to translate technology trends into simple explanations.
• Demonstrated success partnering with customers and vendors to design and deploy solutions.
• Ability to manage multiple projects with customers, prospects, and partners simultaneously.
• Experience with cloud computing implementations (Microsoft 365, Azure, Google Cloud, AWS).

Compensation

Compensation may be adjusted depending on work location. This role is eligible for incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes on‑target incentive compensation.

For New York City‑based hires: estimated annual salary of $273,000 – $341,000.

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

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
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Flexible paid time off covering vacation and sick leave
• Parental, pregnancy health, medical, and bereavement leave programs