{"id":2943219,"url":"https://alion.io/job/cloudflare-program-lead-strategic-cdn-accounts-gtm","title":"Program Lead Strategic CDN Accounts GTM","company":{"id":1532,"name":"Cloudflare","domain":"cloudflare.com","url":"https://alion.io/company/cloudflare","size_band":"1001-5000","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Greenhouse","truth_index":{"grade":"B","score":79,"open_postings":76,"ghost_share":0.026,"stale_share":0.737,"repost_share":0.053,"time_to_fill_p50_days":58,"computed_at":"2026-10-21T05:46:15Z"}},"role":"Sales","role_family":"Sales","seniority":"lead","employment_type":null,"work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Austin, United States"],"countries":["US"],"hiring_countries":[],"hiring_countries_total":0,"salary":{"min":161000,"max":221000,"currency":"USD","period":"year","gross":null,"usd_annual":221000},"salary_estimate":null,"experience_years_min":6,"visa_sponsorship":true,"relocation_package":false,"has_equity":true,"technologies":[{"name":"Cloudflare","optional":false},{"name":"DNS","optional":true}],"status":"live","first_seen_at":"2026-10-20T17:41:48Z","employer_posted_date":"2026-10-20","last_verified_at":"2026-10-22T03:43:53Z","board_verified":true,"closed_at":null,"days_open":1,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":1},"description":"About Us\nAt 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.\nAt 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.\n\nProgram Lead, Strategic CDN Accounts GTM\n\nAvailable Locations\nAustin, US\nNew York, US\nSan Francisco, US\n\nAbout the Role\nCloudflare 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.\nThe 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.\nWe’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.\n\nResponsibilities\nBuild 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.\nIdentify 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.\nOrchestrate 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.\nDevelop 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.\nCoordinate 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.\nBring 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.\nBuild 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.\nCommunicate 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.\n\nExamples of Projects This Person May Own\nBuild a multi-quarter strategic account plan for a priority CDN customer, including stakeholder mapping, whitespace analysis, customer priorities, competitive context, and an action plan.\nEstablish a planning and review rhythm for a portfolio of strategic accounts, with clear owners, milestones, decisions, risks, and measures of progress.\nPartner with account teams to develop a customer-specific point of view and executive engagement plan around modernization, performance, reliability, security, or infrastructure priorities.\nCoordinate a cross-functional account strategy spanning Sales, Solutions Engineering, Product, Marketing, Customer Success, and executive stakeholders.\nTranslate customer and competitive research into differentiated messaging, discovery questions, objection handling, proof points, and meeting preparation.\nIdentify common patterns across priority accounts and create a repeatable account-based growth play or field enablement package.\nPrepare leadership for strategic customer meetings by clarifying objectives, stakeholder dynamics, value hypotheses, risks, and required follow-through.\nTrack account-level progress and convert field feedback into recommendations for product, marketing, enablement, and GTM leadership.\n\nDesirable Skills, Knowledge, and Experience\nAt 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.\n6+ years of experience in strategic account planning, GTM strategy, business operations, revenue operations, strategic programs, consulting, product strategy, or a similar cross-functional role.\nExperience developing and executing account plans for complex enterprise customers or strategic opportunities.\nExperience turning customer, market, or competitive insight into commercial strategy and field execution.\nExperience driving complex initiatives across Sales, Product, Marketing, Enablement, Solutions Engineering, Customer Success, and executive stakeholders.\nStrong judgment and the ability to simplify ambiguous account situations into a practical plan.\nExcellent written and verbal communication skills, including the ability to create customer-specific narratives, executive readouts, account plans, operating plans, and field guidance.\nStrong program management skills, including ownership of timelines, workstreams, dependencies, risks, decisions, metrics, and follow-through.\nBusiness acumen and comfort using data to prioritize accounts, stakeholders, opportunities, investments, and tradeoffs.\nExperience with enterprise technology, networking, content delivery, application performance, cloud infrastructure, or related categories is helpful.\nFamiliarity with account-based GTM, strategic selling, executive engagement, competitive analysis, or market segmentation is helpful.\nHigh ownership and a strong bias for action. You should be comfortable pushing work forward without perfect information and aligning teams without direct authority.\nCuriosity about how Internet infrastructure is built, bought, operated, and modernized.\n\nWhat Success Looks Like\nPriority accounts have clear, current, evidence-based plans with defined customer outcomes, stakeholders, opportunities, actions, owners, and next steps.\nAccount teams are aligned on where to focus, who to engage, what Cloudflare can uniquely offer, and how to advance each priority opportunity.\nStrategic customer meetings and executive engagements are well prepared, purposeful, and followed by clear action.\nCustomer, market, and competitive insight reaches the teams making account, product, investment, and GTM decisions.\nCross-functional partners understand their role in each strategic account and follow through on commitments.\nCommon patterns across strategic accounts become repeatable plays, enablement, and operating rhythms.\nLeadership has a trusted partner who can turn account-level insight and priorities into coordinated execution and measurable progress.\n\nCompensation\nCompensation may be adjusted depending on work location.\nBay Area-based hires: Estimated annual salary of $161,000 - $221,000.\n NYC-based hires: Estimated annual salary of $153,000 - $210,000.\nEquity\nThis role is eligible to participate in Cloudflare’s equity plan.\nBenefits\nCloudflare 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 more fun. The benefits described below apply to employees in the United States; benefits may vary for employees based outside the U.S.\nHealth & Welfare Benefits\nMedical/Rx insurance\nDental insurance\nVision insurance\nFlexible spending accounts\nCommuter spending accounts\nFertility and family-forming benefits\nOn-demand mental health support and Employee Assistance Program\nGlobal travel medical insurance\nFinancial Benefits\nShort- and long-term disability insurance\nLife and accident insurance\n401(k) retirement savings plan\nEmployee Stock Participation Plan\nTime Off\nFlexible paid time off covering vacation and sick leave\nLeave programs, including parental, pregnancy health, medical, and bereavement leave\nWhat Makes Cloudflare Special?\nWe’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.\nProject 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.\nAthenian 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.\n1.1.1.1: 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. 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