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About Us At the company, 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. the company protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by the company 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. the company was named to Entrepreneur Magazine's Top Company Cultures list and ranked among the World's Most Innovative Companies by Fast Company. At the company, 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. Locations Austin, TX, New York, SF About the company At the company, our mission is bold yet simple: to help build a better Internet. Our global network handles trillions of requests each month, protecting and accelerating applications without added hardware, software, or code changes. Our Developer Platform, including Workers, Workers AI, R2, KV, Durable Objects, and Pages, empowers developers to build and deploy applications globally, faster than ever before. About the Team The Developer GTM organization is a startup within the company, driving how we attract, inspire, and grow the next generation of builders. We are redefining what developer acquisition looks like in a world where AI and distributed agents are reshaping the stack. Our mission is to create new pathways for developers to discover the company, whether through ecosystem partnerships, high impact content, or creative field engagement. We are builders, storytellers, and connectors united by one goal: to make the company the most exciting place for developers to build. About the Role We are hiring a Director, Developer Solution Strategists to lead regional Managers in Americas, EMEA, and APAC, each managing teams of Solution Strategists aligned to their sales regions. You will set the global DSS strategy, standardize operating rhythms, hire and develop managers, and ensure consistent execution on activation to expansion to commercial structure - while keeping pricing/contract approvals with the right governance teams. This leader is equally fluent in developer workloads and commercial mechanics, can operate from strategy to hands‑on deal guidance, and is energized by building a high‑trust partnership with field leadership worldwide. What You Will Do

Own the global DSS strategy and operating model. Define goals, scorecards, and cadences for regional teams (usage activation, expansion, proposal velocity, win rate, disciplined discounting, sourced/influenced pipeline). Build and lead a high-performing, distributed org. Hire, develop, and coach regional Managers; set expectations, run QBRs, and establish a clear career ladder for Solution Strategists. Drive activation to expansion for priority workloads. Ensure teams use usage telemetry to identify "next-best actions," expansion paths, and strategic accounts; publish a weekly global "usage radar." Standardize commercial design. Maintain global proposal templates, option frameworks (PAYG vs. commit), ROI/TCO narratives, concession "give/get" rules, and approval SLAs. Pricing and non-standard terms remain with Finance/Legal; DSS designs and shepherds. Run pipeline and deal reviews. Establish a global rhythm for opportunity triage, strategic deal reviews, and win/loss analysis; surface systemic blockers and drive resolution with Sales, Deal Desk, Security, and Legal. Enable the field at scale. Ship workload blueprints, playbooks, calculators, objection handling, and talk tracks; run monthly regional enablement with Sales leadership and measure adoption and lift. Close the loop with Product & PMM. Translate field insights into clear, quantified recommendations on positioning, packaging, limits, and roadmap; track impact ($) of changes. Partner with Programs. Support startups/accelerators and targeted campaigns with BDR/Marketing, with a clear sunset plan as regions become self‑sufficient. Forecasting & planning. Own DSS headcount planning, coverage models by segment/geo, and quarterly objectives; partner with RevOps for attribution and instrumentation. Culture & quality. Raise the bar on writing, narrative clarity, and executive communication; model the company's values in every region.

Who You Are

10+ years in developer platforms, pre‑sales/solutions, deal strategy, or commercial architecture; 4+ years leading managers across multiple regions/time zones. Proven ability to translate technical workloads into compelling commercial outcomes and navigate complex approvals with Sales, Finance, Legal, and Security. Builder's mindset with strong operational chops: you design operating models, write crisp narratives, and drive cross‑functional execution. Data‑driven and fluent in product usage telemetry; comfortable with Sheets/SQL‑level analysis to size opportunities and measure impact. Exceptional communicator---clear writer and presenter---from developer ICs to executive sponsors. Experience enabling large field organizations with playbooks, training, and tooling; passion for coaching managers and building bench strength Background in usage‑based/consumption pricing and commit structures Experience with startup programs or digital‑native segments Prior work in multiple geographies (Americas, EMEA, APAC) and with marketplace motions

Compensation Compensation may be adjusted depending on work location.

For Bay Area based hires: Estimated annual salary of $314,000 - $393,000 - $431,000 For NYC based hires: Estimated annual salary of $300,000 - $393,000 - $413,000

Equity This role is eligible to participate in the company's equity plan. Benefits the company 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 #J-18808-Ljbffr