Principal, Customer Strategy & Storytelling

Available Locations

• Austin, US
• New York, US
• San Francisco, US

About the Role

The Developer Platform is the fastest growing set of products in Cloudflare. As part of our explosive growth, we are looking for a Principal, Customer Strategy & Storytelling to establish, scale, and architect the stories we tell about the Developer Platform inside and outside the company.

This is a high-impact, foundational individual contributor role within Developer GTM. You will unearth compelling customer transformations, translate complex technical breakthroughs into magnetic narratives, and architect programs that showcase the value of Cloudflare’s developer platform and AI infrastructure to both internal teams and the global ecosystem. As an early member of this team, you will have the autonomy to experiment, to learn what resonates, and to establish scalable operating rhythms and success metrics. Your work will showcase the value of Cloudflare's developer platform and AI infrastructure both internally and to the global ecosystem.

Responsibilities

• Narrative Creation: Identify and develop compelling customer stories demonstrating how Cloudflare’s Developer Platform delivers transformational, measurable outcomes for cutting-edge startups and global enterprises. Build repeatable frameworks for customer identification and story development.Marketing Partnership: Partner with Marketing to bring customer stories to life through long form content, campaign materials, thought leadership, executive presentations, and novel channels.
• Sales & Partner Enablement: Create the first draft of robust enablement assets for technical sales organizations, sellers, and partner networks. Once we see that our stories equip teams to accelerate sales, you will hand off and support.
• Bridging Audiences: Showcase our best technical wins authentically to developer communities while simultaneously translating those into narratives for commercial impact for enterprise buyers and executives.
• Advocacy & Ecosystem Building: Cultivate trusted relationships with strategic customers, executive sponsors, and account teams to build a thriving network of customer champions who amplify Cloudflare's product story.
• Strategic Insights: Surface emerging customer use cases, customer trends, and strategic insights to inform business strategy.
• Impact & Measurement: Measure program effectiveness through customer advocacy participation, storytelling adoption, and commercial impact.

What Success Looks Like

First 30 days:
Establish key relationships, consume an inordinate amount of content about our customers and existing stories, identify a few priority narratives. You’ve shipped your first customer story.

First 6 months:
Translate and distribute your first stories across internal and external channels. Launch a repeatable customer storytelling motion across DevGTM, including the cross-functional processes for identification and engaging account teams. We are hitting a new level of narrative (this is not a case study factory) and telling the story in novel ways. You’ve shipped a way for customer stories to be easier to find for our field teams, and they hit their goals faster because of it. 

First year:
Build a scalable customer engagement and storytelling capability that is measurably supporting Dev GTM’s growth. Your partnership is sought after, because it has created such compelling narratives through our field teams, owned channels, and executive voices that our program makes waves in the AI ecosystem. 

Desirable Skills, Knowledge, and Experience

• Customer Experience: 8-10 Years Experience in Customer Success, Customer Strategy, Strategic Account Management, or Customer Marketing.
• Customer Presence. Excellent internal and external relationship building and stakeholder management.
• Program Builder. Demonstrated experience working cross functionally to deliver results. Proven success building new programs and processes in fast-growing organizations.
• Technical Fluency: 5+ Years experience working on developer-first products with a highly technical customer base. Comfort working with that audience, telling their stories. An instinct for what will “hit” on Hacker News paired with commercial acumen for enterprise buyers.
• Storytelling Excellence: Exceptional one-to-many (writing, communication, decks) and one-to-one (stakeholder management) communication skills.
• Entrepreneurial Mindset: Comfort navigating ambiguity and driving initiatives independently. A love of the chaos and comfort doing unscalable things.

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area based hires: Estimated annual salary of $164,000 - $200,000
• For NYC based hires: Estimated annual salary of $156,000 - $190,000

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