Principal Strategy Manager, Developer Acquisitions

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. Available Locations: Austin, Texas | San Francisco, CA | New York, NY About the role Cloudflare is looking for a Principal Strategy Manager, Developer Acquisitions to join our Developer Platform GTM team. This team is responsible for growing Cloudflare’s developer business across top-of-funnel, product-led growth, revenue, and customer expansion. This role will focus on high-priority strategic initiatives for the Developer Platform business, including the evaluation and integration of acquired products, teams, or businesses when applicable. You will help ensure that strategic opportunities are assessed through a Developer GTM lens and, when they move forward, are integrated successfully into Cloudflare’s operating model while continuing to deliver for customers. This role sits on the Developer GTM team. You will partner closely with Deal Strategy, Product, Finance, Legal, Sales, Support, Engineering, and other teams while owning the Developer GTM perspective: the business case, revenue trajectory, customer and operational health, and GTM integration plan. We are looking for someone with experience running complex, cross-functional programs in fast-paced environments. Ideal candidates have a background in M&A integration, business operations, GTM strategy, or strategic program management, and are comfortable operating across finance, legal, product, sales, and engineering to drive outcomes. What you'll do Strategic Evaluation & Business Case Support Partner with Deal Strategy and Developer Platform leaders to evaluate strategic opportunities from a Developer GTM lens, including market positioning, revenue quality, customer overlap, product-market fit, and go-to-market synergy. Build and maintain financial models for relevant business cases, including revenue forecasts, cost structures, and integration cost estimates. Support developer-side diligence workstreams, including customer health, product usage patterns, competitive positioning, team assessment, and operational risks. Translate diligence findings into clear GTM implications, risks, and recommendations for leadership. Integration Planning & Execution Own the Developer GTM integration plan for relevant strategic initiatives, in partnership with Deal Strategy, Integration, Product, and functional teams. Define what needs to be integrated, when, and in what order, with a focus on business continuity, customer experience, and revenue outcomes. Function as the primary Developer GTM point of contact for acquired teams during transition periods, ensuring they have what they need to continue operating while integration proceeds. Coordinate across Sales, Billing, Support, Legal, Finance, Product, Security, and Engineering to resolve blockers and maintain operational continuity. Support operational integration from the Developer GTM perspective, including GTM systems, billing and payments, vendor migration, customer communication, accounts receivable/payable, contracts, and security workflows. Business Health & Operating Rhythm Own post-integration business health tracking for relevant initiatives, including growth, revenue, customer churn, usage trends, cost structure, and margin trajectory. Drive follow-up GTM motions to grow the customer base, improve adoption, and identify opportunities to cross-sell Cloudflare platform capabilities. Provide regular updates to leadership on integration progress, business performance, risks, and recommended actions. Build repeatable playbooks and processes so future Developer Platform strategic initiatives can move more efficiently from evaluation through execution. Desirable Skills, Knowledge, and Experience: 6+ years of experience in business operations, GTM strategy, M&A integration, strategic programs, or program management, with demonstrated ownership of complex cross-functional initiatives. Experience with at least one acquisition integration or similarly complex strategic initiative, preferably in a technology, SaaS, developer tools, or infrastructure context. Strong financial modeling skills, including revenue models, scenario analyses, integration cost estimates, and business health dashboards. Ability to manage operational complexity, including vendor migrations, billing system transitions, contract management, compliance workflows, and customer communications. Excellent cross-functional communication. You will work with Legal, Finance, Product, Sales, Engineering, Support, Security, and HR, often simultaneously, and need to drive alignment without positional authority. Strong sense of ownership. This role requires someone who treats the business outcomes as their own, follows up relentlessly, and does not wait for instructions. Data-driven, proficient in Excel/Google Sheets, and experienced in using data to inform decisions and track outcomes. A builder mindset with AI: comfortable incorporating AI tooling into operating playbooks to accelerate data analysis, enhance financial modeling, and automate complex workflows. Comfort with ambiguity. No two strategic initiatives are alike, and you will need to build structure while operating in fast-moving environments. Prior experience with Salesforce CRM, Stripe, BigQuery, or developer/infrastructure products is a plus. Background in SaaS, developer tools, infrastructure, or Product-Led Growth is a plus. Compensation Compensation may be adjusted depending on work location. 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 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 What Makes Cloudflare Special? We’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. Project 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. Athenian 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. 1.1.1.1: We released 1.1.1.1 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. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual 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. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.