Program Lead Strategic CDN Accounts GTM

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<div class="content-intro"><h3>About Us</h3>
<p>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.</p>
<p>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.</p></div><h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_w/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">&nbsp;</h3>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_w/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true"><strong>Program Lead, Strategic CDN Accounts GTM</strong></h3>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_w/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">&nbsp;</h3>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_w/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true"><strong>Available Locations</strong></h3>
<ul class="XSq4R KI3fJ" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIChAA" data-complete="true" data-processed="true">
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIChAB" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Austin, US</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIChAC" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">New York, US</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIChAD" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">San Francisco, US</span></li>
</ul>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_15/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">&nbsp;</h3>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_15/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true"><strong>About the Role</strong></h3>
<div class="n6owBd awi2gc" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIDBAA" data-complete="true" data-processed="true">Cloudflare is looking for a Program Lead, Strategic CDN Accounts to help shape and execute account strategies for high-priority customers in the content delivery and application performance market. This person will partner with account teams and leaders across Cloudflare to identify growth opportunities, coordinate executive engagement, and turn strategic account plans into measurable action.</div>
<div class="n6owBd awi2gc" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIDRAA" data-complete="true" data-processed="true">The Strategic CDN Accounts function brings together customer insight, market intelligence, product expertise, and cross-functional execution to deepen Cloudflare’s relationships with priority customers. The team helps account teams understand customer priorities, build differentiated points of view, align the right internal resources, and create momentum across complex, multi-stakeholder opportunities.</div>
<div class="n6owBd awi2gc" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIDhAA" data-complete="true" data-processed="true">We’re looking for someone with a strong background in strategic account planning, go-to-market strategy, business operations, revenue operations, consulting, or strategic programs. This is an ideal opportunity for someone who enjoys ambiguous, high-impact work; can move from insight to execution; and is comfortable aligning senior stakeholders without direct authority.</div>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_1a/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">&nbsp;</h3>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_1a/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">Responsibilities</h3>
<ul class="XSq4R KI3fJ" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEBAA" data-complete="true" data-processed="true">
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEBAB" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true"><strong class="rQesXe MPyX" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Build strategic account plans:</strong> 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.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEBAC" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true"><strong class="rQesXe MPyX" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Identify and prioritize account opportunities:</strong> 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.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEBAD" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true"><strong class="rQesXe MPyX" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Orchestrate account execution:</strong> 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.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEBAE" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true"><strong class="rQesXe MPyX" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Develop customer-specific points of view:</strong> 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.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEBAF" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true"><strong class="rQesXe MPyX" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Coordinate executive and cross-functional engagement:</strong> 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.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEBAG" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true"><strong class="rQesXe MPyX" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Bring competitive and market insight to account strategy:</strong> 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.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEBAH" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true"><strong class="rQesXe MPyX" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Build repeatable strategic-account programs:</strong> 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.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEBAI" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true"><strong class="rQesXe MPyX" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Communicate with clarity:</strong> 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.</span></li>
</ul>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_21/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">&nbsp;</h3>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_21/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">Examples of Projects This Person May Own</h3>
<ul class="XSq4R KI3fJ" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEhAA" data-complete="true" data-processed="true">
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEhAB" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">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.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEhAC" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Establish a planning and review rhythm for a portfolio of strategic accounts, with clear owners, milestones, decisions, risks, and measures of progress.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEhAD" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Partner with account teams to develop a customer-specific point of view and executive engagement plan around modernization, performance, reliability, security, or infrastructure priorities.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEhAE" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Coordinate a cross-functional account strategy spanning Sales, Solutions Engineering, Product, Marketing, Customer Success, and executive stakeholders.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEhAF" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Translate customer and competitive research into differentiated messaging, discovery questions, objection handling, proof points, and meeting preparation.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEhAG" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Identify common patterns across priority accounts and create a repeatable account-based growth play or field enablement package.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEhAH" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Prepare leadership for strategic customer meetings by clarifying objectives, stakeholder dynamics, value hypotheses, risks, and required follow-through.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIEhAI" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Track account-level progress and convert field feedback into recommendations for product, marketing, enablement, and GTM leadership.</span></li>
</ul>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_2k/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">&nbsp;</h3>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_2k/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">Desirable Skills, Knowledge, and Experience</h3>
<div class="n6owBd awi2gc" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFBAA" data-complete="true" data-processed="true"><em class="zhvwWe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true" data-processed="true">At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply.</em></div>
<ul class="XSq4R KI3fJ" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAA" data-complete="true" data-processed="true">
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAB" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">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.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAC" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Experience developing and executing account plans for complex enterprise customers or strategic opportunities.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAD" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Experience turning customer, market, or competitive insight into commercial strategy and field execution.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAE" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Experience driving complex initiatives across Sales, Product, Marketing, Enablement, Solutions Engineering, Customer Success, and executive stakeholders.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAF" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Strong judgment and the ability to simplify ambiguous account situations into a practical plan.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAG" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Excellent written and verbal communication skills, including the ability to create customer-specific narratives, executive readouts, account plans, operating plans, and field guidance.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAH" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Strong program management skills, including ownership of timelines, workstreams, dependencies, risks, decisions, metrics, and follow-through.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAI" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Business acumen and comfort using data to prioritize accounts, stakeholders, opportunities, investments, and tradeoffs.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAJ" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Experience with enterprise technology, networking, content delivery, application performance, cloud infrastructure, or related categories is helpful.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAK" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Familiarity with account-based GTM, strategic selling, executive engagement, competitive analysis, or market segmentation is helpful.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAL" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">High ownership and a strong bias for action. You should be comfortable pushing work forward without perfect information and aligning teams without direct authority.</span></li>
<li class="Z1qcYe" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-hveid="CAAIFRAM" data-complete="true" data-sae=""><span class="iNqyIf" data-sfc-cp="" data-sfc-root="ep" data-epip="" data-complete="true">Curiosity about how Internet infrastructure is built, bought, operated, and modernized.</span></li>
</ul>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_3d/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">&nbsp;</h3>
<h3 class="ZLzG0d ncoeY E8xBUb" data-wiz-attrbind="aria-level=NWXn7_3d/fLk2Md" data-sfc-root="ep" data-complete="true" data-processed="true">What Success Looks Like</h3>
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