Program Lead Strategic CDN Accounts GTM

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.

Program Lead, Strategic CDN Accounts GTM

Available Locations

Austin, US

New York, US

San Francisco, US

About The Role

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.

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.

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.

Responsibilities

Build Strategic Account Plans

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.

Identify And Prioritize Account Opportunities

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.

Orchestrate Account Execution

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.

Develop Customer-specific Points Of View

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.

Coordinate Executive And Cross-functional Engagement

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.

Bring Competitive And Market Insight To Account Strategy

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.

Build Repeatable Strategic-account Programs

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.

Communicate With Clarity

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.

Examples of Projects This Person May Own

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.

Establish a planning and review rhythm for a portfolio of strategic accounts, with clear owners, milestones, decisions, risks, and measures of progress.

Partner with account teams to develop a customer-specific point of view and executive engagement plan around modernization, performance, reliability, security, or infrastructure priorities.

Coordinate a cross-functional account strategy spanning Sales, Solutions Engineering, Product, Marketing, Customer Success, and executive stakeholders.

Translate customer and competitive research into differentiated messaging, discovery questions, objection handling, proof points, and meeting preparation.

Identify common patterns across priority accounts and create a repeatable account-based growth play or field enablement package.

Prepare leadership for strategic customer meetings by clarifying objectives, stakeholder dynamics, value hypotheses, risks, and required follow-through.

Track account-level progress and convert field feedback into recommendations for product, marketing, enablement, and GTM leadership.

Desirable Skills, Knowledge, and Experience

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.

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.

Experience Developing And Executing Account Plans For Complex Enterprise Customers Or Strategic Opportunities.

Experience Turning Customer, Market, Or Competitive Insight Into Commercial Strategy And Field Execution.

Experience driving complex initiatives across Sales, Product, Marketing, Enablement, Solutions Engineering, Customer Success, and executive stakeholders.

Strong judgment and the ability to simplify ambiguous account situations into a practical plan.

Excellent written and verbal communication skills, including the ability to create customer-specific narratives, executive readouts, account plans, operating plans, and field guidance.

Strong program management skills, including ownership of timelines, workstreams, dependencies, risks, decisions, metrics, and follow-through.

Business acumen and comfort using data to prioritize accounts, stakeholders, opportunities, investments, and tradeoffs.

Experience with enterprise technology, networking, content delivery, application performance, cloud infrastructure, or related categories is helpful.

Familiarity with account-based GTM, strategic selling, executive engagement, competitive analysis, or market segmentation is helpful.

High ownership and a strong bias for action. You should be comfortable pushing work forward without perfect information and aligning teams without direct authority.

Curiosity about how Internet infrastructure is built, bought, operated, and modernized.

What Success Looks Like

Priority accounts have clear, current, evidence-based plans with defined customer outcomes, stakeholders, opportunities, actions, owners, and next steps.

Account teams are aligned on where to focus, who to engage, what Cloudflare can uniquely offer, and how to advance each priority opportunity.

Strategic customer meetings and executive engagements are well prepared, purposeful, and followed by clear action.

Customer, market, and competitive insight reaches the teams making account, product, investment, and GTM decisions.

Cross-functional partners understand their role in each strategic account and follow through on commitments.

Common patterns across strategic accounts become repeatable plays, enablement, and operating rhythms.

Leadership has a trusted partner who can turn account-level insight and priorities into coordinated execution and measurable progress.

Compensation

Compensation May Be Adjusted Depending On Work Location.

Bay Area-based Hires

Estimated annual salary of $161,000 – $221,000.

Nyc-based Hires

Estimated annual salary of $153,000 – $210,000.

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 lif