Senior Solution Engineer- Cloudflare Developer Platform (Start-Ups).

About the role

The Digital Native SE at Cloudflare works with innovative and cutting-edge companies, focusing on startups and high-growth, cloud-native businesses. This role involves working closely with engineering teams and technical founders.

Responsibilities

• Lead technical discovery within the cloud-developer vertical, asking the right questions to uncover how a customer builds and where Cloudflare fits.
• Engage early and often, joining sales-led discovery calls, qualifying opportunities, and staying embedded with customer teams throughout the cycle.
• Identify and map customer initiatives and business problems to the Cloudflare platform.
• Build relationships and technical champions within customer accounts, from founding engineers to the CTO.
• Develop and present tailored technical content and demos for both hands-on developer audiences and senior technical leadership.
• Lead demo and proof-of-concept/build activities for Cloudflare prospects and customers.
• Evangelize the Cloudflare Developer Platform (Workers, Workers AI, Durable Objects, R2, KV, D1, Vectorize, Queues, Pages and more) and make the case for customers to build on Cloudflare, not just use it for storage or CDN.
• Represent and evangelize Cloudflare externally at Developer, Community, Technology, and Industry events with thought leadership and expertise.
• Apply in-depth vertical knowledge or domain expertise, advise on best practices, and manage technical sales within accounts.

Qualifications

• Previous experience as a Solutions Engineer or other customer-facing technical role, ideally selling to or working with developer-led, cloud-native, or startup organizations.
• A genuine "builder" mindset and the personality to match: enjoying talking to developers, curious, and naturally gravitating towards technical problem-solving conversations.
• The ability to speak engineers' language credibly, holding your own on architecture, APIs, and platform design, without this being a hands-on, code-every-day developer role.
• Strong technical discovery instincts, knowing how to draw out requirements, qualify fit early, and separate real needs from noise.
• Solid communication, written, and presentation skills, with the range to talk to both a hands-on developer and a CTO in the same day.
• Ability to work on several projects and activities concurrently, highly driven, curious, team-oriented, and able to work with a sense of urgency.
• Bachelor's Degree or equivalent in relevant work experience.
• Up to 50% travel to attend meetings with prospects or customers, attend conferences and other industry events, and collaborate with Cloudflare teammates.
• A deep understanding of the Cloudflare Developer Platform and core industry components.
• Experience managing various stakeholder relationships to build consensus on technical solutions/projects.
• Experience managing technical sales within accounts, including developing champion-style relationships, driving technical wins, and assisting with technical validation.

Desirable Skills, Knowledge, and Experience

• Previous experience as a Solutions Engineer or other customer-facing technical role, ideally selling to or working with developer-led, cloud-native, or startup organizations.
• A genuine "builder" mindset and the personality to match: enjoying talking to developers, curious, and naturally gravitating towards technical problem-solving conversations.
• The ability to speak engineers' language credibly, holding your own on architecture, APIs, and platform design, without this being a hands-on, code-every-day developer role.
• Strong technical discovery instincts, knowing how to draw out requirements, qualify fit early, and separate real needs from noise.
• Solid communication, written, and presentation skills, with the range to talk to both a hands-on developer and a CTO in the same day.
• Ability to work on several projects and activities concurrently, highly driven, curious, team-oriented, and able to work with a sense of urgency.
• Bachelor's Degree or equivalent in relevant work experience.
• Up to 50% travel to attend meetings with prospects or customers, attend conferences and other industry events, and collaborate with Cloudflare teammates.
• A deep understanding of the Cloudflare Developer Platform and core industry components.
• Experience managing various stakeholder relationships to build consensus on technical solutions/projects.
• Experience managing technical sales within accounts, including developing champion-style relationships, driving technical wins, and assisting with technical validation.