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Salary: USD 153,000 - 221,000 / annual
Cloudflare is seeking a Developer GTM Strategy Manager to join the Developer GTM Strategy & Incubation team, focused on Technical Programs. This role sits at the intersection of go-to-market strategy and technical execution, working closely with Solutions Architects, Forward Deployed Engineers, Professional Services, and Developer GTM leadership.
The Developer GTM Strategy & Incubation function evolves how the Developer GTM team operates by designing systems, processes, and GTM motions that accelerate consumption. This position focuses on the technical side: identifying where to invest time, coordinating technical resources, running customer-facing programs, and measuring whether technical work drives business outcomes.
Key responsibilities include:
• Build and scale technical programs: Design proactive programs for Solutions Architects and Forward Deployed Engineers, turning ad hoc motions into repeatable playbooks, operating rhythms, and ownership models.
• Coordinate strategic customer engagement: Project manage high-priority customer initiatives requiring technical GTM support, clarifying goals, stakeholders, timelines, resourcing, risks, and success criteria.
• Plan and scale technical onsite visits: Build the planning model for strategic customer onsites, including intake, agenda design, staffing, prep, execution, follow-up, and measurement.
• Improve prioritization and visibility: Own a clear view of active technical engagements, opportunities, blockers, outcomes, and resourcing needs. Partner with Revenue Engineering, Data, Sales Strategy, and technical leaders on account propensity, engagement tracking, dashboards, and operating reviews.
• Support Professional Services packaging and commercialization: Partner with Professional Services, Finance, Product, Sales Strategy, and GTM leaders on pricing, packaging, business cases, rollout plans, and feedback loops.
• Incubate and launch new technical programs: Lead high-priority projects, support team planning and process improvements, turn technical activity into business narratives, and incubate new motions until measurable and ready for durable ownership.
Example projects include building proactive SA/FDE engagement programs for priority customer segments, partnering on account propensity models, standing up technical engagement trackers, designing planning models for onsite visits, and packaging repeatable services motions.
Success looks like: Solutions Architects and FDEs having a clearer operating model; leadership having reliable visibility into technical revenue pipeline and engagement health; strategic initiatives moving faster with clear goals and owners; Professional Services offerings easier to understand and price; and new technical GTM motions moving from ideas to measurable programs.
The ideal candidate is a high-agency operator with strong technical fluency. They do not need to be a Solutions Architect but should be comfortable working with technical products, customer architectures, implementation workflows, developer platforms, and customer-facing technical teams.
REQUIREMENTS:
• 6+ years of experience in GTM strategy, business operations, revenue operations, technical program management, solutions strategy, consulting, or similar cross-functional execution role
• Experience working with technical customer-facing teams such as Solutions Architects, Sales Engineers, Forward Deployed Engineers, Professional Services, Customer Engineering, Developer Relations, or Product
• Strong technical fluency, including ability to understand customer architecture discussions, implementation tradeoffs, developer platform concepts, and operating needs of technical GTM teams
• Strong program management ability, including managing complex work streams, driving accountability without direct authority, and keeping teams aligned under pressure
• Strong sense of ownership; takes initiative, works independently, manages time effectively
• Excellent cross-functional communication skills and ability to influence and align stakeholders at all levels
• Highly customer-centric with natural curiosity about technical products and strategic mindset for solving complex problems
• Comfortable working under pressure and adjusting priorities to meet deadlines in fast-moving environment
• Strong analytical skills, including comfort using spreadsheets, CRM data, and business dashboards to prioritize work and inform decisions
• Prior experience with Salesforce CRM, Tableau, BigQuery, or BoostUp is a plus
• Background in SaaS or Product-Led Growth (PLG) is a strong plus
