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Director, Business Value (Global)

Hybrid
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. 

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! 

Available Locations: Austin, TX, Denver, CO, Seattle, WA

About the Role:

Cloudflare is seeking a strategic, data-driven, and customer-obsessed Director of Business Value Strategy to lead our global Value Advisory team. This role sits within our Revenue Operations team and plays a pivotal part in driving pipeline growth, customer value realization, and scalable business value practices across our global sales organization.

As the Director, you will define and execute the vision for Cloudflare’s value advising program. You will manage a team of Business Value Advisors and partner cross-functionally with Sales Leadership, Marketing, Product, Finance, and Pricing Strategy to influence key customer decisions and unlock growth opportunities. You will lead the development of scalable tools and methodologies that quantify Cloudflare's business impact and help customers navigate complex digital transformation decisions with confidence.

This high-visibility role requires a seasoned value practitioner or consulting leader with strong executive presence, leadership capability, and a proven track record in driving strategic outcomes through business case development and value-based selling. 

What You'll Do:

  • Team Leadership & Development
    • Build, lead, and mentor a high-performing global team of Business Value Advisors.
    • Foster a culture of excellence, innovation, and collaboration within the team.
    • Establish KPIs and performance goals aligned with GTM and sales outcomes.

  • Strategic Value Enablement
    • Develop and scale Cloudflare’s business value strategy, including TCO, ROI, and value realization frameworks.
    • Own the creation and continuous improvement of scalable value tools, templates, and self-service frameworks for the global sales organization.
    • Embed business value methodologies into the broader GTM playbook to ensure alignment across all customer segments and regions.

  • Executive Engagement & Sales Support
    • Support strategic deals by advising senior stakeholders and C-level executives on the business impact of Cloudflare solutions.
    • Act as an executive sponsor in key customer engagements, helping to accelerate complex enterprise deal cycles through credible and defensible business cases.

  • Cross-Functional Collaboration
    • Partner with Product, Marketing, Pricing, and Finance teams to align value propositions with product capabilities and commercial models.

    • Collaborate with Sales Enablement to deliver ongoing training, content, and programs that drive field adoption of value selling.

  • Insights & Operational Excellence
    • Lead reporting and analysis of business value assessments to drive insight into trends, ROI benchmarks, and product impact.
    • Establish governance and feedback loops to improve model accuracy, sales effectiveness, and post-sale value tracking.

Qualifications:

  • 12+ years of experience in value engineering, business value consulting, or management consulting with deep exposure to enterprise cloud, SaaS, or cybersecurity markets.
  • 5+ years of people management experience, preferably leading global or cross-functional teams.
  • Strong understanding of cloud economics, TCO/ROI modeling, and digital transformation business drivers.
  • Exceptional executive communication and storytelling capabilities; comfortable presenting to C-suite stakeholders.
  • Experience building scalable value frameworks and operationalizing value programs in global sales environments.
  • Strong analytical and modeling skills with fluency in Excel / Googlesheet, value tools, and reporting platforms.
  • Strategic mindset with a bias for action and ability to thrive in a dynamic, high-growth environment.
  • Bachelor’s degree in Business, Engineering, Finance, or related field; MBA or equivalent preferred; or equivalent experience.

 

Compensation

Compensation may be adjusted depending on work location.

  • For Colorado based hires: Estimated annual Salary of $208,000 - $254,000
  • For Washington State based hires: Estimated annual salary of $245,000 - $299,000

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.

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