• Drive the integration of AI into product development lifecycle • Build and scale AI-powered solutions improving workflows • Collaborate closely with Product, Engineering, and leadership • Identify high-impact opportunities and prototype solutions • Drive adoption of AI-enabled ways of working

• Translate employee and manager workflows into tangible product opportunities • Build and test working prototypes (e.g., agent-based flows, lightweight applications, embedded LLM tools) independently or with light engineering support • Define requirements for integrations across HR and enterprise systems (e.g., HCM, recruiting, survey, knowledge, planning tools) • Lead stakeholder discovery sessions to uncover automation and AI opportunities • Evaluate third-party AI tools and determine build vs. buy pathways • Design and launch rapid pilots across areas such as decision support, communications, knowledge management, and workforce planning • Define success metrics, measure impact, and create feedback loops for iteration • Translate complex AI capabilities into clear, actionable narratives for business stakeholders • Partner with Legal and Information Security to ensure solutions align with privacy, security, and ethical standards • Contribute to evolving long-term AI strategy within employee technology ecosystems

• Conduct in-depth qualitative and quantitative research on services supporting the emerging AI capabilities across multiple application stacks • Design and implement comprehensive market research studies to identify trends, competitive dynamics, and growth opportunities in the apps services sector as a result of the move to AI capabilities • Develop market forecasts and predictions about AI & application services adoption, implementation challenges, and potential business impacts • Analyze complex datasets to extract meaningful insights into AI & app services market trends, competitor movements, and customer needs • Monitor and evaluate the competitive landscape for service providers supporting application megavendors and AI application specialists , across the full range of services, from consulting, through implementation and managed services • Create compelling, high-quality research reports and thought leadership content on AI application services and their implications for major IT service providers. • Serve as a trusted advisor to C-level clients on AI services strategy, implementation approaches, and ecosystem partners for deployment.

Location: Austin, TX or San Francisco, CA About Cloudflare At Cloudflare, 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 Cloudflare, 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 Cloudflare, whether through ecosystem partnerships, high impact content, or creative field engagement. We are builders, storytellers, and connectors united by one goal: to make Cloudflare the most exciting place for developers to build. About the Role As the Senior Manager of Solutions Architecture for the AI & Developer Platform, you will lead a team of high-performing technical experts who help customers understand the business value and technical details of Cloudflare's ecosystem. You will serve as a strategic partner to sales leadership, advising on programs to grow developer revenue and supporting complex strategic opportunities. In this leadership capacity, you will bridge the gap between technical sales and product engineering, ensuring your team effectively acts as the feedback loop that evolves our product offerings. What you will do - Strategic Oversight: Develop and execute the long-term technical sales strategy in partnership with regional and country sales leaders to drive pipeline and revenue for the Cloudflare Developer Platform. - People Management: Directly manage, mentor, and grow a team of Solution Architects, ensuring they successfully serve as trusted technical advisors and regional leads. - Cross-Functional Collaboration: Serve as the primary liaison with executive leadership, Product Management, and Product Marketing to align goals and deliver data-driven value propositions and customer stories. - Budget and Resource Allocation: Manage the annual budget and make critical resource allocation decisions to ensure the team is staffed and equipped to meet customer needs and business goals. - Executive Engagement: Support your team in aligning perceived business and technical value with C-Level executives at strategic customer accounts. - Product Evolution: Oversee the creation of a succinct feedback loop between the field and internal teams to refine the product roadmap based on customer usage and competitive intelligence. Who you are - Technical Sales Leadership: Significant experience leading technical teams, with a background of 7+ years in technical sales of cloud computing, storage, or full-stack engineering. - Strategic Planning: Proven ability to develop programs that drive sales strategy and pipeline generation in a complex technical environment. - Deep Technical Expertise: Comprehensive knowledge of modern Web Technologies, Cloud Architecture, AI/ML, and the advantages of Distributed Serverless Platforms. - System Design Authority: Ability to mentor teams on Systems Design theory and practice for distributed, full-stack applications to solve complex client needs. - Cross-Functional Leadership: Demonstrated success collaborating with Product, Marketing, and Sales to drive revenue and customer adoption. - Application Materials: Candidates must submit a resume/CV detailing their experience with team leadership and technical architecture. Nice-to-Have Skills - Platform Proficiency: Practical experience where you have built applications or solutions using Cloudflare Workers. - Industry Certifications: Holding current AWS Solutions Architect or GCP Cloud Architect certifications. - Developer Workflow Knowledge: Strong understanding of CI/CD practices, versioning, and system integrations to better guide the team on developer workflows. CompensationCompensation may be adjusted depending on work location. For Bay Area based hires: Estimated annual salary of $244,000.00 - $336,000.00 EquityThis 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