Strategic Partnerships Lead / Director

Available Locations: Austin, TX; San Francisco, CA; New York City

About the role

The web is undergoing a structural transition from a search-first economy to an AI-mediated, agentic ecosystem. Cloudflare sits in front of more than 20% of the world's web traffic, providing an unmatched, front-row view of how Large Language Models (LLMs), AI bots, and autonomous agents interact with digital content.

We are seeking a Strategic Partnerships Lead / Director to join Cloudflare’s Strategic Partnerships team. In this high-impact, zero-to-one role, you will define and execute our strategy to transform Cloudflare’s rich network and CDN data into actionable business, marketing, and Answer Engine Optimization (AEO) intelligence.

What you'll do

You will act as the crucial bridge between enterprise customers, Product & Engineering, and Go-To-Market (GTM) teams. Your mission is to build and commercialize the "Analytics of the Agentic Era"—helping non-technical business leaders, CMOs, and digital publishers measure content value, track agentic traffic, and optimize brand visibility across AI answer engines.

Responsibilities

1. Product Influence & Analytics Suite Definition

• Partner closely with Product Management and Engineering to translate raw CDN, bot, and network traffic signals into executive-ready dashboards and commercial analytics products.
• Help design first-party analytics tools tailored for business personas—focusing on metrics like scraping-to-referral ratios, prompt library integrations, LLM brand presence, and content gap analysis.
• Run design partner programs with top enterprise customers and media brands to gather feedback, validate feature roadmaps, and co-develop analytics prototypes.

2. GTM Strategy & Sales Enablement

• Collaborate with Cloudflare’s Enterprise Sales and GTM teams to package, price, and position the Advanced Analytics Suite for commercial buyers.
• Create sales playbooks, value frameworks, and pitch materials that translate complex technical infrastructure data into compelling business stories for non-technical buyers.
• Serve as a domain expert in high-stakes customer meetings, executive briefing centers (EBCs), and pilot programs.

3. Expanding the Buyer Horizon Beyond CISOs

• Champion Cloudflare’s strategic positioning beyond security (CISOs) and infrastructure (CTOs), actively expanding our mindshare among CMOs, digital strategists, and commercial leaders.
• Educate external stakeholders on critical concepts in the agentic web, such as Answer Engine Optimization (AEO), Generative Engine Optimization (GEO), and synthetic web traffic attribution.

4. Ecosystem & Strategic Alliances

• Identify, evaluate, and structure strategic partnerships with adjacent players in the marketing tech and AI ecosystem (e.g., AEO measurement platforms, attribution providers, AI ad networks, and commercial data platforms).
• Leverage ecosystem relationships to enrich Cloudflare’s analytics capabilities and build joint go-to-market motions.

Desirable Skills, Knowledge, and Experience:

• 10+ Years of Experience: Demonstrated track record in strategic partnerships, business development, product marketing, or strategy within digital media, martech, web analytics, or data platform ecosystems.
• Technical + Commercial Fluency: Exceptional ability to understand complex technical infrastructure (CDNs, bot management, traffic logs, APIs) while possessing a keen empathy for marketing and business mechanics (KPIs, CAC/LTV, attribution, content monetization).
• 0-to-1 Builder Mindset: Proven experience taking early-stage, ambiguous product concepts from ideation to scaled commercial distribution.
• C-Suite Storytelling & Communication: Superior written and verbal communication skills, with a track record of presenting to C-level executives (CMOs, CEOs) and simplifying complex developer concepts into strategic business imperatives.
• Cross-Functional Leadership: Strong experience orchestrating alignment across engineering, product management, sales, legal, and executive leadership teams.
• Location: Based in or willing to work hybrid from our San Francisco, CA or New York, NY or Austin, TX offices.

Compensation

Compensation may be adjusted depending on work location.

• For San Francisco based hires: Estimated annual salary of $195,000 - $268,000
• For New York City based hires: Estimated annual salary of $186,000 - $255,000

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