Strategic Partnerships Lead / Director

About Us 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. 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. Available Locations: Austin, TX; San Francisco, CA; New York City About the role The web is undergoing a structural transition from a search-first economy to an AI-mediated, agentic ecosystem. Cloudflare sits in front of more than 20% of the world’s web traffic, providing an unmatched, front-row view of how Large Language Models (LLMs), AI bots, and autonomous agents interact with digital content. We are seeking a Strategic Partnerships Lead / Director to join Cloudflare’s Strategic Partnerships team. In this high-impact, zero-to-one role, you will define and execute our strategy to transform Cloudflare’s rich network and CDN data into actionable business, marketing, and Answer Engine Optimization (AEO) intelligence. What you’ll do You will act as the crucial bridge between enterprise customers, Product & Engineering, and Go-To-Market (GTM) teams. Your mission is to 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. Responsibilities 1. Product Influence & Analytics Suite Definition Partner closely with Product Management and Engineering to translate raw CDN, bot, and network traffic signals into executive-ready dashboards and commercial analytics products. Help design first-party analytics tools tailored 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 Cloudflare’s 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 a domain expert in high-stakes customer meetings, executive briefing centers (EBCs), and pilot programs. 3. Expanding the Buyer Horizon Beyond CISOs Champion Cloudflare’s strategic positioning beyond security (CISOs) and infrastructure (CTOs), actively expanding our 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, and commercial data platforms). Leverage ecosystem relationships to enrich Cloudflare’s analytics capabilities and build joint go-to-market motions. Desirable Skills, Knowledge, and Experience: 10+ Years of Experience: Demonstrated track record in strategic partnerships, business development, product marketing, or strategy within digital media, martech, web analytics, or data platform ecosystems. Technical + Commercial Fluency: Exceptional ability to understand complex technical infrastructure (CDNs, bot management, traffic logs, APIs) while possessing a keen empathy for marketing and business mechanics (KPIs, CAC/LTV, attribution, content monetization). 0-to-1 Builder Mindset: Proven experience taking early-stage, ambiguous product concepts from ideation to scaled commercial distribution. C-Suite Storytelling & Communication: Superior written and verbal communication skills, with a track record of presenting to C-level executives (CMOs, CEOs) and simplifying complex developer concepts into strategic business imperatives. Cross-Functional Leadership: Strong experience orchestrating alignment across engineering, product management, sales, legal, and executive leadership teams. Location: Based in or willing to work hybrid from our San Francisco, CA or New York, NY or Austin, TX offices. Compensation Compensation may be adjusted depending on work location. For San Francisco based hires: Estimated annual salary of $195,000 - $268,000 For New York City based hires: Estimated annual salary of $186,000 - $255,000 Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits Medical/Rx Insurance Dental Insurance Vision Insurance Flexible Spending Accounts Commuter Spending Accounts Fertility & Family Forming Benefits On-demand mental health support and Employee Assistance Program Global Travel Medical Insurance Financial Benefits Short and Long Term Disability Insurance Life & Accident Insurance 401(k) Retirement Savings Plan Employee Stock Participation Plan Time Off Flexible paid time off covering vacation and sick leave Leave programs, including parental, pregnancy health, medical, and bereavement leave What Makes Cloudflare Special? We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet. Project Galileo : Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers–at no cost. Athenian Project : In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we’ve provided services to more than 425 local government election websites in 33 states. 1.1.1.1 : We released1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person’s, perceived or actualrace, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.