Cloudflare
Program Lead Strategic CDN Accounts GTM
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Hybrid, United States
Confirm work authorization, visa sponsorship and location requirements with the employer.About the role
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.
Program Lead, Strategic CDN Accounts GTM
Available Locations
- Austin, US
- New York, US
- San Francisco, US
About the Role
Responsibilities
- Build strategic account plans: Partner with account teams and CDN leadership to develop and maintain clear, actionable plans for priority accounts. Map customer priorities, business initiatives, technical environments, stakeholders, decision processes, competitive dynamics, whitespace, risks, and next steps.
- Identify and prioritize account opportunities: Use customer, industry, product, usage, and market intelligence to identify expansion opportunities and areas where Cloudflare can create differentiated value. Help teams prioritize accounts, buying centers, use cases, and actions based on potential impact and likelihood of progress.
- Orchestrate account execution: Create the operating rhythm for strategic accounts, including account reviews, action plans, executive alignment, stakeholder mapping, opportunity tracking, decision logs, and follow-through. Keep account teams focused on the few actions most likely to advance the customer relationship or opportunity.
- Develop customer-specific points of view: Translate customer business priorities and market developments into relevant Cloudflare narratives. Partner with Sales, Solutions Engineering, Product, Marketing, Customer Success, and technical teams to develop account-specific messaging, proof points, discovery guidance, executive conversation plans, and engagement strategies.
- Coordinate executive and cross-functional engagement: Act as connective tissue across account teams and internal stakeholders. Align the right leaders and subject-matter experts around customer priorities, meeting objectives, sequencing, ownership, dependencies, and follow-up.
- Bring competitive and market insight to account strategy: Synthesize customer feedback, industry trends, competitive intelligence, and incumbent-technology insights into practical recommendations. Help account teams anticipate objections, sharpen differentiation, and identify opportunities to change the customer’s view of its current approach.
- Build repeatable strategic-account programs: Identify patterns across priority accounts and turn successful approaches into repeatable plays, planning tools, enablement, and operating mechanisms. Establish feedback loops and metrics to understand what is working and where the account motion should evolve.
- Communicate with clarity: Prepare concise account reviews, leadership readouts, decision documents, executive briefings, stakeholder updates, and action trackers that make complex account situations easy to understand and act on.
Examples of Projects This Person May Own
- Build a multi-quarter strategic account plan for a priority CDN customer, including stakeholder mapping, whitespace analysis, customer priorities, competitive context, and an action plan.
- Establish a planning and review rhythm for a portfolio of strategic accounts, with clear owners, milestones, decisions, risks, and measures of progress.
- Partner with account teams to develop a customer-specific point of view and executive engagement plan around modernization, performance, reliability, security, or infrastructure priorities.
- Coordinate a cross-functional account strategy spanning Sales, Solutions Engineering, Product, Marketing, Customer Success, and executive stakeholders.
- Translate customer and competitive research into differentiated messaging, discovery questions, objection handling, proof points, and meeting preparation.
- Identify common patterns across priority accounts and create a repeatable account-based growth play or field enablement package.
- Prepare leadership for strategic customer meetings by clarifying objectives, stakeholder dynamics, value hypotheses, risks, and required follow-through.
- Track account-level progress and convert field feedback into recommendations for product, marketing, enablement, and GTM leadership.
Desirable Skills, Knowledge, and Experience
- 6+ years of experience in strategic account planning, GTM strategy, business operations, revenue operations, strategic programs, consulting, product strategy, or a similar cross-functional role.
- Experience developing and executing account plans for complex enterprise customers or strategic opportunities.
- Experience turning customer, market, or competitive insight into commercial strategy and field execution.
- Experience driving complex initiatives across Sales, Product, Marketing, Enablement, Solutions Engineering, Customer Success, and executive stakeholders.
- Strong judgment and the ability to simplify ambiguous account situations into a practical plan.
- Excellent written and verbal communication skills, including the ability to create customer-specific narratives, executive readouts, account plans, operating plans, and field guidance.
- Strong program management skills, including ownership of timelines, workstreams, dependencies, risks, decisions, metrics, and follow-through.
- Business acumen and comfort using data to prioritize accounts, stakeholders, opportunities, investments, and tradeoffs.
- Experience with enterprise technology, networking, content delivery, application performance, cloud infrastructure, or related categories is helpful.
- Familiarity with account-based GTM, strategic selling, executive engagement, competitive analysis, or market segmentation is helpful.
- High ownership and a strong bias for action. You should be comfortable pushing work forward without perfect information and aligning teams without direct authority.
- Curiosity about how Internet infrastructure is built, bought, operated, and modernized.
What Success Looks Like
- Priority accounts have clear, current, evidence-based plans with defined customer outcomes, stakeholders, opportunities, actions, owners, and next steps.
- Account teams are aligned on where to focus, who to engage, what Cloudflare can uniquely offer, and how to advance each priority opportunity.
- Strategic customer meetings and executive engagements are well prepared, purposeful, and followed by clear action.
- Customer, market, and competitive insight reaches the teams making account, product, investment, and GTM decisions.
- Cross-functional partners understand their role in each strategic account and follow through on commitments.
- Common patterns across strategic accounts become repeatable plays, enablement, and operating rhythms.
- Leadership has a trusted partner who can turn account-level insight and priorities into coordinated execution and measurable progress.
Compensation
- Bay Area-based hires: Estimated annual salary of $161,000 – $221,000.
- NYC-based hires: Estimated annual salary of $153,000 – $210,000.
Equity
This role is eligible to participate in Cloudflare’s equity plan.
Benefits
Health & Welfare Benefits
- Medical/Rx insurance
- Dental insurance
- Vision insurance
- Flexible spending accounts
- Commuter spending accounts
- Fertility and 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 and 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
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: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries 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.
Athenian Project: In 2017, we created the 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. Since the project, we've provided services to more than 425 local government election websites in 33 states.
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 commitment 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!
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.
This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
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.