Sr. Director, Developer GTM

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers 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. Internet properties powered by Cloudflare all have 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 named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Available Locations: US

About Cloudflare

At Cloudflare, our mission is bold yet simple: to help build a better Internet. Our global network handles trillions of requests each month, protecting and accelerating applications without added hardware, software, or code changes. Our Developer Platform, including Workers, Workers AI, R2, KV, Durable Objects, and Pages, empowers developers to build and deploy applications globally, faster than ever before.

About the Team

The Developer GTM organization is driving how we attract, inspire, and grow the next generation of builders. We are redefining what developer acquisition looks like in a world where AI and distributed agents are reshaping the stack. Our mission is to lead the transformation of Cloudflare GTM into a Cloud Platform that has roots and capabilities in application services and cybersecurity. We create new pathways for developers to discover Cloudflare, whether through ecosystem partnerships, high impact content, or creative field engagement and enablement.

We are builders, storytellers, and connectors united by one goal: to make Cloudflare the best place for developers to build.

The Developer GTM organization partners tightly with Sales, Product, Finance, Legal, RevOps and Marketing. Developer GTM connects developer activation to durable commercial outcomes: shaping usage into clear proposals, aligning pricing and packaging, enabling the field with repeatable motions, and feeding real-world signals back into product.

About the Role

We are hiring a Sr. Director, GTM to lead an elite team of Principal GTM strategists that peer and partner with the sales leaders of regions and segments. Similar to Frontier Labs hiring former CTO’s into high-leverage Sr. Members of the Technical Staff, your team will consist of former sales leaders taking on high-impact IC roles. Your team will train the field starting with RVPs and Sales managers in a train-the-trainer motion, develop GTM motions, and lead conversations with top accounts. You will set the global GTM strategy, standardize operating rhythms, and ensure consistent execution on activation → expansion → commercial structure.

This leader and the team they build are equally fluent in developer workloads and commercial mechanics, can operate from strategy to hands-on account guidance, and is energized by building a high-trust partnership with field leadership worldwide.

What You Will Do

• Own the global GTM team strategy and operating model. Define goals, scorecards, and cadences for regional teams (usage activation, expansion, proposal velocity, win rate, disciplined discounting, sourced/influenced pipeline).

• Recruit, build and lead a high-performing, high-impact organization with a hands-on approach in the most important accounts and segments.

• Run pipeline and deal reviews. Establish a global rhythm for opportunity triage, strategic deal reviews, and win/loss analysis; surface systemic blockers and drive resolution with Sales, Deal Desk, Security, and Legal.

• Enable the field at scale. Ship workload blueprints, playbooks, calculators, objection handling, and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and lift.

• Align with Solution Architects and FDEs. Closely partner with your technical counterparts to run GTM motions in lock step with identified product-market fit.

• Close the loop with Product. Translate field insights into clear, quantified recommendations on positioning, packaging, limits, and roadmap.

• Drive activation → expansion for priority workloads. Ensure teams use usage telemetry to identify “next-best actions,” expansion paths, and strategic accounts; publish a weekly global “usage radar.”

• Partner with Programs. Support startups/accelerators, VC engagement and targeted campaigns with BDR/Marketing, with drive toward helping regions become increasingly self-sufficient.

• Forecasting & planning. Own Dev GTM headcount planning, coverage models by segment/geo, and quarterly objectives; partner with RevOps for attribution and instrumentation.

• Culture & quality. Raise the bar on narrative clarity, and executive communication; model Cloudflare’s values in every region.

Who You Are

• Track record hiring exceptional sales leadership talent for highly strategic roles

• 10+ years in developer platform GTM, deal strategy, and commercial architecture; 5+ years leading managers across multiple regions/time zones

• Proven ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales, Finance, Legal, and Security

• Builder’s mindset with strong operational chops: you design operating models, write crisp narratives, and drive cross-functional execution

• Data-driven and fluent in product usage telemetry; comfortable with Sheets/SQL-level analysis to size opportunities and measure impact

• Exceptional communicator—clear writer and presenter—from developer ICs to executive sponsors

• Experience enabling large field organizations with playbooks, training, and tooling; passion for coaching managers and building high performance teams.

• Background in usage-based/consumption pricing and commit structures

• Experience with startup programs or digital-native segments

• Bonus points for former startup CRO’s and founders

Application Deadline: February 02, 2027

Compensation

• Compensation may be adjusted depending on work location.

• For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $434,000 - $597,000.

• For Boston, California - Remote, Connecticut - Remote, DC Metro, Massachusetts - Remote, New Jersey - Remote, New York City, NY Metro, Remote - Washington, Washington (Kirkland), and Washington D.C. based hires: Estimated annual salary of $415,000 - $571,000.

• For Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires: Estimated annual base salary of $189,000 - $259,500.

• Estimated variable compensation target of $189,000 - $259,500.

• This role is also eligible to earn variable compensation in accordance with Cloudflare's Sales Compensation Plan.

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

The description continues on Cloudflare’s site.