Manage a regional team of Solution Strategists, drive activation and expansion on priority workloads, and oversee proposal quality and deal negotiations.
Available locations: Singapore or Sydney, Australia
About Cloudflare
We're building a better Internet. Our Developer Platform-Workers, Workers AI, R2, D1, KV, Durable Objects, Queues, Stream, Pages, AI Gateway, Vectorize/AI Search-lets teams ship globally fast, with security and performance built in.
About the Team
Developer GTM is the fastest growing team at Cloudflare. We're focused on being the best place for companies to build end-to-end modern applications. The Dev GTM org partners with Sales, Product, PMM, DevRel, Finance, and Legal to: convert usage into proposals, align pricing/packaging, enable the field with repeatable plays, and feed real signal back into product and go-to-market.
About the Role
You run the day-to-day for a regional Dev GTM team. You coach strategists, drive activation → expansion on priority workloads, keep proposals disciplined, and accelerate the right deals-while working inside the global operating model set by the Director.
What You'll Do
Who You Are
Guardrails & Ways of Working
Your Scorecard (regional)
About Cloudflare
We're building a better Internet. Our Developer Platform-Workers, Workers AI, R2, D1, KV, Durable Objects, Queues, Stream, Pages, AI Gateway, Vectorize/AI Search-lets teams ship globally fast, with security and performance built in.
About the Team
Developer GTM is the fastest growing team at Cloudflare. We're focused on being the best place for companies to build end-to-end modern applications. The Dev GTM org partners with Sales, Product, PMM, DevRel, Finance, and Legal to: convert usage into proposals, align pricing/packaging, enable the field with repeatable plays, and feed real signal back into product and go-to-market.
About the Role
You run the day-to-day for a regional Dev GTM team. You coach strategists, drive activation → expansion on priority workloads, keep proposals disciplined, and accelerate the right deals-while working inside the global operating model set by the Director.
What You'll Do
- Lead the pod: Manage a regional team of Solution Strategists aligned to Sales teams; set goals, coach, and raise the bar on writing and deal quality.
- Run the cadence: Weekly usage radar, pipeline triage, stuck-deal unblocks, and strategic deal reviews (with win/loss hygiene).
- Drive activation → expansion: Turn telemetry into next-best actions, identify expansion paths, and prioritize strategic accounts for Workers/AI, data, media, and real-time workloads.
- Standardize commercial design: Ensure global proposal templates (PAYG vs. commit), ROI/TCO, and "give/get" rules are used; route non-standard terms to Finance/Legal; protect price integrity.
- Enable the field: Ship and drive adoption of workload playbooks, talk tracks, calculators, objection handling; partner with Sales leadership on monthly enablement.
- Deal surgery: Join key customer calls; craft crisp option sets; unblock Security, Legal, and Deal Desk issues quickly.
- Close the loop: Package field insights (customer, competitive, pricing) into clear recommendations for Product/PMM; track the $ impact of changes.
- Forecast & report: Maintain a precise view of pipeline health, risks, and upside for your region; own the Dev GTM scorecard locally.
Who You Are
- Experienced operator: 6-10+ years across developer platforms, solutions/pre-sales, deal strategy, or sales; 2+ years leading ICs or team leads.
- Technically credible: Comfortable reviewing architectures across Workers/Workers AI, data stores (R2, D1, KV), Durable Objects, Queues, Stream; clear technical writing.
- Commercially fluent: Usage-based pricing, commits, proposal structure, approvals path; steady hand with Deal Desk/Finance/Legal.
- Data-driven: You work from telemetry; Sheets/SQL-level analysis is second nature.
- Crisp communicator: Executive-ready writing and presence; strong cross-functional collaborator.
- Nice to have: Marketplace/co-sell experience; startup/digital-native focus; multi-geo collaboration.
Guardrails & Ways of Working
- Pricing and non-standard terms are approved by Finance/Legal; Dev GTM designs and shepherds.
- Standards set globally; you adapt locally for speed and results.
- Bias to action: clear owners, clear SLAs, fast feedback.
Your Scorecard (regional)
- Activation → expansion rate on priority workloads
- Proposal cycle time & win rate
- Discount delta vs. guardrails
- Sourced/influenced pipeline and bookings
- Hiring, onboarding, and building playbooks and enablement plans
Top Skills
Sheets
SQL
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