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About the Role
Digital Native SEs at Cloudflare work with innovative companies, including startups and high-growth, cloud-native businesses. This role is for a technologist who enjoys engaging with builders, from founding engineers to CTOs, and can translate technical concepts into solutions using the Cloudflare Developer Platform. The focus is on technical discovery, translation, and evangelism to inspire teams to build on Cloudflare.
Responsibilities
- Lead technical discovery within the cloud-developer vertical, uncovering customer needs and Cloudflare's fit.
- Engage early and often with sales teams, joining discovery calls and staying embedded with customer teams.
- Identify and map customer initiatives and business problems, especially around new product development and AI, to the Cloudflare platform.
- Build relationships and technical champions within customer accounts.
- Develop and present tailored technical content and demos for various audiences.
- Lead demo and proof-of-concept/build activities for prospects and customers.
- Evangelize the Cloudflare Developer Platform, advocating for building on Cloudflare.
- Demonstrate expertise through creating professional content like reference architectures, demos, and blog posts.
- Represent and evangelize Cloudflare externally at industry events.
- Apply in-depth vertical knowledge and advise on best practices.
Requirements
- Previous experience as a Solutions Engineer or other customer-facing technical role, ideally selling to or working with developer-led, cloud-native, or startup organizations.
- A genuine "builder" mindset with a curious and problem-solving personality.
- Ability to speak engineers' language credibly regarding architecture, APIs, and platform design.
- Strong technical discovery instincts to draw out requirements and qualify fit.
- A mix of pre-sales/technical sales experience and comfort in an agile, fast-moving environment.
- Solid communication, written, and presentation skills, adaptable to different audiences.
- Ability to manage multiple projects and activities concurrently.
- Highly driven, curious, team-oriented, and able to work with a sense of urgency.
- Experience building or contributing to web applications to understand developer workflows.
- Polished communication and executive presentation skills.
- Proven track record of building deep technical relationships with engineers and technical founders.
- Experience managing technical sales within accounts.
- Bachelor's Degree or equivalent in relevant work experience.
- Ability to translate technical concepts for diverse audiences.
- Desire for continuous learning and knowledge sharing.
- Knack for understanding problems and finding creative solutions.
- Understanding of project management, deadlines, and prioritization.
- Up to 50% travel required.
Skills
- Cloudflare Developer Platform (Workers, Durable Objects, Workers AI, R2, D1, Vectorize, Queues, Pages)
- AI/GenAI application patterns (inference at the edge, RAG, vector databases)
- HTTP technologies (reverse proxy, CDN, forward proxy, serverless application development)
- Internet security technologies (DDoS mitigation, Firewalls, TLS, VPN, DLP)
- Networking technologies (TCP, UDP, DNS, IPv4 + IPv6, BGP routing, GRE, SD-WAN, MPLS, Global Traffic Management)
- Zero-trust network access (ZTNA & SASE) concepts
- Cloud computing technologies (AWS, GCP, Azure)
- Scripting or programming familiarity (JavaScript/TypeScript, Python, Golang, BASH)
- Understanding of regulatory requirements (FedRAMP, GDPR, PCI DSS, HIPAA, SOC-2, ISO/IEC)
Location
- San Francisco, US
Work Type
- Onsite
Experience Level
- Senior
Education Level
- Bachelor's Degree or equivalent in relevant work experience
Salary/Compensations
- $213,500 – $335,500 OTE, Base + Commissions
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
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
- Equity plan participation
About the Company
- Cloudflare is on a mission to help build a better Internet, running one of the world's largest networks that powers millions of websites and Internet properties.
- The company protects and accelerates online applications without requiring hardware or software changes.
- Cloudflare's network gets smarter with every request, improving performance and security.
- Recognized as a Top Company Culture by Entrepreneur Magazine and one of the World's Most Innovative Companies by Fast Company.
- Values builders who identify and solve problems using the latest tools, with a culture of iteration and leveraging AI.
- Focuses on curiosity over bureaucracy and views AI as a partner in solving problems.
- Dedicated to protecting the free and open Internet through initiatives like Project Galileo, the Athenian Project, and 1.1.1.1 DNS resolver.
Equal Opportunity
- Cloudflare is proud to be an equal opportunity employer, committed to providing equal employment opportunity for all people and valuing diversity and inclusiveness.
- All qualified applicants will be considered for employment without regard to race, 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.
- Cloudflare is an AA/Veterans/Disabled Employer.
- Provides reasonable accommodations to qualified individuals with disabilities during the application process.