Senior Director, Pricing and Monetization

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, TX, San Francisco, CA

About the Pricing Team

The Pricing & Monetization team is a critical, cross-functional group operating at the intersection of Product, Go-to-Market (GTM), and Finance. We are passionate about driving commercial success by building innovative business models, optimizing the monetization of Cloudflare’s product portfolio, and successfully launching new offerings.

We are seeking a visionary and dynamic leader passionate about GTM innovation, commercialization strategy, and program development to join one of the fastest-growing technology companies in the world.

What you’ll do

As a Senior Director, Pricing and Monetization, you will structure and lead critical, cross-functional initiatives to implement commercial models that drive growth, maximize revenue and profit potential, and optimize our Go-to-Market motion.

• Strategy & Execution: Drive highly visible projects, working cross-functionally to structure complex problems, analyze opportunities, and deliver data-driven recommendations and impactful results.
• Monetization & GTM: Partner with Sales, Marketing, and Product leaders to define new business models, establish monetization strategies for groundbreaking new offerings, refine packaging and pricing for existing products, and set the vision for future GTM motions and supporting systems..
• Portfolio Optimization: Optimize the product portfolio by creating effective strategies and programs to increase cross-sell and up-sell.
• Governance & Implementation: Guide pricing proposals through Cloudflare’s governance process from concept through full implementation.
• Financial Insights: Develop analytical insights in partnership with Finance to inform Cloudflare's overall revenue strategy, including the evolution of consumption-based pricing, customer lifetime value and cohort analysis, and discount optimization.
• Research: Conduct primary research (qualitative customer interviews, quantitative market research) and deliver logically reasoned, data-driven pricing recommendations to achieve strategic and financial goals.

You should possess a deep understanding of both the business and the data, capable of delivering proactive analysis and strategic insights. Strong executive communication, consensus-building capabilities, and a proven ability to thrive in an unstructured, collaborative environment are essential. Experience in management consulting and the technology market is highly valued.

Examples of desirable skills, knowledge and experience

To succeed in this role, you should be a seasoned leader with deep commercial and financial expertise, a passion for technology, and a proven track record of managing high-performing teams.

• Experience: 6-8 years of experience post-MBA in a combination of strategy and business operations within an Enterprise SaaS or technology company.  Prior top-tier management consulting and/or corporate strategy experience in a technology company is highly desired.
• Commercialization & Problem Solving: Demonstrated success in commercialization strategy, driving large initiatives from framing the problem and conducting analysis to building business/operational plans and ensuring successful execution.
• Leadership & Coaching: Strong people development and influencing skills. Proven ability to build, lead, mentor, and empower a high-performing team.
• Communication & Collaboration: Excellent communication and interpersonal skills, with the ability to build trust and influence stakeholders at all levels, from individual contributors to executive leadership.
• Analytical Rigor: Strong data handling and financial skills, enabling you to work on sophisticated business issues without supervision and deliver proactive analysis and insights.
• Attitude & Drive: Self-starter with a "Can Do" attitude who thrives in a fast-paced, collaborative, and innovative high-growth environment. Personal interest in technology and Internet services is essential.

Education:

• Master of Business Administration required
• Bachelor’s degree in Business, Finance, Engineering or an equivalent

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area based hires: Estimated annual salary of $329,000 - $430,000

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!

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.