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Salary: USD 204,000 - 321,000 / annual
Cloudflare is seeking a Senior Customer Engineer to serve as a trusted technical advisor and primary architect of the customer journey for enterprise clients in the Northeast region. This is a quota-carrying technical role that bridges pre-sales technical validation through onboarding, deployment architecture, and full lifecycle expansion.
You will report to a Customer Engineering Leader within the GTM organization and maintain continuous relationships with customers throughout their entire lifecycle—from initial discovery and proof-of-concept through deployment, adoption, and expansion. Unlike traditional handoff models, you will own the customer relationship end-to-end, leveraging AI-augmented workflows to eliminate administrative toil and focus on high-value architectural design and measurable business outcomes.
Key Responsibilities:
**Technical Validation:** Partner with Account Executives to lead technical deep-dive discovery, capture business requirements, and map complex customer infrastructure (DNS, CDN, Zero Trust, Network Security, Workers) to fit-for-purpose Cloudflare architectures. Define scope, success criteria, and technical evaluation plans for Proof of Concepts and Technical Validations. Deliver tailored technical presentations, architectural diagrams, and demonstrations addressing performance, security, and reliability challenges. Proactively address complex technical objections, security compliance questions, and edge-case architectural requirements. Take accountability for suitable solution deployment strategy (customer, partner, or Cloudflare Professional Services) as an integral part of all proposals.
**Customer Adoption & Value Realization:** Provide oversight to technical onboarding and implementation (not execution), serving as the primary executive and engineering contact. Design structured migration and onboarding blueprints tailored to customer environments (DNS migrations, Zero Trust rollouts, WAF tuning). Act as lead consultant for customer engineering teams. Partner with Account Executives on discovery, demos, onboarding, technical health, risk, and expansion strategy. Proactively monitor customer health scores and telemetry to ensure rapid time-to-value and reduce deployment risk.
**Commercial Accountability & Expansion:** Carry a variable quota tied to new business acquisition and account growth. Ensure deep platform adoption, revenue retention, and identify strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews translating platform capabilities into ROI for C-level executives.
**Trusted Advisory:** Maintain continuous, deep relationships with key stakeholders from onboarding through maturity, renewal, and expansion. Provide thought partnership on architecture, AI control layers, security posture, and deployment confidence. Identify potential risks early and provide remediation strategies.
**AI Orchestration & Workflow Automation:** Leverage AI agents, LLMs, and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, telemetry monitoring, and documentation, reclaiming time for strategic customer advisory.
**Education & Enablement:** Partner with the Enablement Team to design, build, and govern technical resources. Define, document, and educate internal teams and customers on SOPs, architectural best practices, and technical guides.
Travel: This role may require travel up to 20–50% for customer meetings, conferences, industry events, and in-person team collaboration.
**Requirements:**
- Experience in a customer-facing technical role such as Solutions Engineering, Customer Engineering, Professional Services, Sales Engineering, Technical Account Management, or Forward Deployed Engineer (years of experience vary by leveling)
- Ability to white-board, design, and articulate complex enterprise network and security architectures clearly
- Excellent communication skills translating deeply technical concepts into business outcomes for both hands-on engineers and C-level executives
- Proven track record in quota-carrying or revenue-aligned environments with strong understanding of SaaS metrics, business value translation, and enterprise sales cycles
- Exceptional presentation and stakeholder management skills bridging technical implementation details and high-level C-suite business strategy
- Technical breadth demonstrating depth in at least four of: Internet fundamentals (OSI Model layers 1–7, BGP, GRE, TCP/UDP, DNS, HTTP(S), SSL/TLS); Security (WAF, Bot Management, Firewalls, Rate Limiting, mTLS, Zero Trust, SASE); Performance (speed, latency, caching, video streaming, HTTP/2, TLS 1.3); AI Proficiency (prompt engineering, AI-assisted scripting, LLM utilization, workflow automation); Coding/Scripting (Python, JavaScript, Bash, Lua, Go); Developer Platform Fluency (RESTful/GraphQL APIs, SDKs, webhooks, infrastructure-as-code, CI/CD pipelines, observability)
- Undergraduate or graduate degree in Computer Science, Engineering, or related field
**Strongly Preferred:**
- Track record of creating and delivering technical enablement (workshops, code samples, documentation, developer onboarding)
- Experience with LLM orchestration, Retrieval-Augmented Generation (RAG) architectures, and model-access controls
- Understanding of regulatory requirements such as PCI DSS, HIPAA, and SOC 2
- Background from hyperscalers, digital natives, distributed systems environments, or startups
