Principal Strategy Manager, Developer GTM Growth

Growth Strategy and Operations

• Partner with the growth team to operationalize how Cloudflare grows and scales its broader pay as you go business.
• Own and manage the pay-as-you-go (PAYGO) forecast, identifying key levers and trends across all PAYGO products, surfacing risks and opportunities, and keeping leadership informed on trajectory.
• Design and drive strategic campaigns aimed at increasing adoption, activation, and expansion across the platform.
• Identify and act on growth levers across the customer journey, from sign up through production usage, partnering with product, marketing, finance, and data teams to improve conversion, retention, and expansion.
• Help define how growth motions contribute to broader Cloudflare adoption, including usage growth across compute, storage, AI, security, networking, and adjacent pay as you go products.

Programs and Partnerships

• Partner with growth leaders on scaling strategic Cloudflare growth programs like Cloudflare for Student and Cloudflare for Startups, and Workers Launchpad.
• Spearhead, negotiate, and operationalize strategic external partnerships with ecosystem players to grow developer mindshare, acquisition, and adoption.
• Work with Product and Growth leadership to identify high value partnership opportunities and build the business case, deal structure, and execution plan to bring them to life.
• Build partnership motions that can expand beyond a single product or program and support Cloudflare’s broader platform adoption.

Narrative-Led Adoption

• Identify industry tailwinds and emerging developer behaviors, including AI agents, MCP servers, vibe coding, multi-tenant applications, and new application architectures, then translate them into actionable growth motions.
• Work cross functionally with Technical Marketing, Developer Relations, Demand Generation, and Product to build and measure narrative based adoption strategies.
• Track progress across Cloudflare’s product growth as well as broader developer workloads and use cases, identifying motions and patterns that drive durable PAYGO growth.
• Socialize the stories and use cases that position Cloudflare as the default platform for how software is being built today, and partner with teams to bring those stories to market.

Cross-Functional Execution and Incubation

• Serve as connective tissue across the Developer GTM organization, partnering with demand generation, events, brand, product marketing, and top of funnel owners to incubate new motions and improve existing ones.
• Drive alignment across Growth, Product, Finance, Sales, Legal, and Engineering to ensure programs, investments, and operational processes are calibrated to shared objectives.
• Take ownership of launching new motions or processes that need to be built from scratch, and place calculated bets where it makes sense.
• Keep teams honest, on track, and unblocked. Facilitate operating rhythms, track commitments, surface risks, and escalate when needed.
• Continuously rethink how the Growth team operates, bringing fresh perspectives on process, tooling, and organizational design as the market shifts.

Desirable Skills, Knowledge, and Experience

• 6+ years of experience in growth strategy, GTM operations, business operations, or program management at a technology or SaaS company, with demonstrated ownership of cross-functional initiatives.
• Experience operating in product-led growth (PLG) or developer-focused business environments. You understand how developers evaluate, adopt, and scale on platforms, and what it takes to build a growth engine around that behavior.
• Strong operational instincts. You are comfortable wearing multiple hats simultaneously.
• Proven ability to manage external partnerships, from identifying opportunities through negotiation, legal coordination, and launch.
• Analytical and data-driven. You are comfortable with Excel/Google Sheets, dashboards, and using data to inform decisions, measure outcomes, and tell stories to leadership.
• Excellent cross-functional communication. You will work daily with Product, Marketing, Sales, Finance, Legal, and Engineering. You drive alignment through clarity, not authority.
• A builder mindset. You are energized by ambiguity and take ownership of problems before being asked. You do not wait for a playbook; you write one.
• Fluency in the AI and developer ecosystem. You follow how developers are building with AI, understand the landscape of tools and platforms, and can translate market shifts into GTM strategy.
• Experience incorporating AI tooling into your own workflows to accelerate analysis, automate processes, and improve decision-making.
• Comfort operating with blurred lines of ownership. This role requires someone who can flex between strategy and execution, between leading and supporting, and between building something new and improving something that already exists.
• Prior experience with developer platforms, infrastructure products, or consumption-based business models is a strong plus.
• Background in product-led growth, management consulting, or operations is a plus.

Compensation

• For Bay Area based hires: Estimated annual salary of $196,000 - $260,000
• For NYC based hires: Estimated annual salary of $187,000 - $245,000
• This role is eligible to participate in Cloudflare’s equity plan.

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