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Salary: USD 186,000 - 268,000 / annual
Cloudflare is seeking a Strategic Partnerships Lead / Director to define and execute strategy for transforming Cloudflare's network and CDN data into actionable business, marketing, and Answer Engine Optimization (AEO) intelligence. This is a zero-to-one role that bridges enterprise customers, Product & Engineering, and Go-To-Market teams.
You will build and commercialize the "Analytics of the Agentic Era"—helping non-technical business leaders, CMOs, and digital publishers measure content value, track agentic traffic, and optimize brand visibility across AI answer engines.
Key Responsibilities:
1. Product Influence & Analytics Suite Definition: Partner with Product Management and Engineering to translate raw CDN, bot, and network traffic signals into executive-ready dashboards and commercial analytics products. Design first-party analytics tools for business personas, focusing on metrics like scraping-to-referral ratios, prompt library integrations, LLM brand presence, and content gap analysis. Run design partner programs with top enterprise customers and media brands to gather feedback, validate feature roadmaps, and co-develop analytics prototypes.
2. GTM Strategy & Sales Enablement: Collaborate with Enterprise Sales and GTM teams to package, price, and position the Advanced Analytics Suite for commercial buyers. Create sales playbooks, value frameworks, and pitch materials that translate complex technical infrastructure data into compelling business stories for non-technical buyers. Serve as domain expert in high-stakes customer meetings, executive briefing centers, and pilot programs.
3. Expanding the Buyer Horizon Beyond CISOs: Champion Cloudflare's strategic positioning beyond security and infrastructure, actively expanding mindshare among CMOs, digital strategists, and commercial leaders. Educate external stakeholders on critical concepts in the agentic web, such as Answer Engine Optimization (AEO), Generative Engine Optimization (GEO), and synthetic web traffic attribution.
4. Ecosystem & Strategic Alliances: Identify, evaluate, and structure strategic partnerships with adjacent players in the marketing tech and AI ecosystem (e.g., AEO measurement platforms, attribution providers, AI ad networks, commercial data platforms). Leverage ecosystem relationships to enrich Cloudflare's analytics capabilities and build joint go-to-market motions.
Requirements:
- 10+ years of demonstrated track record in strategic partnerships, business development, product marketing, or strategy within digital media, martech, web analytics, or data platform ecosystems
- Exceptional ability to understand complex technical infrastructure (CDNs, bot management, traffic logs, APIs) while possessing keen empathy for marketing and business mechanics (KPIs, CAC/LTV, attribution, content monetization)
- Proven experience taking early-stage, ambiguous product concepts from ideation to scaled commercial distribution (0-to-1 builder mindset)
- Superior written and verbal communication skills with track record of presenting to C-level executives (CMOs, CEOs) and simplifying complex developer concepts into strategic business imperatives
- Strong experience orchestrating alignment across engineering, product management, sales, legal, and executive leadership teams
- Based in or willing to work hybrid from San Francisco, CA; New York, NY; or Austin, TX offices
