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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; 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 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. 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.

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; New York City About the role Cloudflare's Strategic Partnerships team operates at the intersection of technology, media, and emergent AI business models. We sit at the tip of the spear—bridging what Cloudflare builds with executive market needs, navigating complex ecosystem shifts, and driving "zero-to-one" commercial and strategic initiatives. We are seeking a  Strategic Partnerships Operations Manager to bring structural rigor, operational efficiency, and scalable execution to our team. In this role, you will be the connective tissue between Strategic Partnerships and core internal functions like Product Management, Engineering, Sales, and Product Marketing. What you'll do You will design and run the team's operational backbone, build mechanisms to synthesize and scale external feedback back into our product roadmaps, and craft high-impact collateral for new solutions we bring to market. The ideal candidate possesses deep technical fluency, operates with high autonomy, and leverages modern AI tools to scale their impact. Responsibilities 1. Operational Infrastructure & Rhythm Design & Scale Team Cadences: Establish project management frameworks, tracking systems, and operational rhythms for the Strategic Partnerships organization to ensure visibility across high-stakes initiatives. Workflow Automation: Utilize modern AI tools and automated workflows to centralize partner data, streamline pipeline management, and reduce manual reporting overhead. Resource & Initiative Management: Serve as the central point of operational contact, tracking partner milestones, pilot launches, and cross-functional commitments. 2. Cross-Functional Feedback Loops Synthesize Market Signals: Capture, structure, and synthesize qualitative and quantitative insights gathered from key executive partners, publishers, and AI platforms. Bridge Strategy, Product, & Sales: Build repeatable feedback loops with Product Management and Engineering to inform product roadmaps based on partner requirements and emerging ecosystem trends. Field & Enablement Alignment: Partner with Sales and Go-To-Market teams to ensure partner learnings, tactical objection handling, and market narratives are operationalized across customer-facing teams. 3. Product Collateral & Go-To-Market Execution Collateral Architecture: Create executive-ready product collateral—such as message houses, solution one-sheets, presentation decks, and enablement briefs—to commercialize strategic initiatives. Technical Storytelling: Translate complex technical infrastructure, AI Gateway mechanisms, crawler policies, and edge-computing capabilities into clear, compelling narratives for external partners and internal leaders. Launch & Pilot Enablement: Coordinate pilot rollouts and partnership launches, ensuring marketing, product documentation, and collateral are aligned for external execution. Who You Are Execution-Driven & Structured: You bring order to ambiguous environment. You enjoy building processes from scratch and making team operations run like clockwork. Technically Fluent: You understand modern internet infrastructure, APIs, web crawling, and the AI/LLM ecosystem. You can comfortably engage with product managers and engineers on technical nuances. AI-Native Mindset: You actively use AI tools (e.g., ChatGPT, Claude, Gemini, workflow automation agents) in your daily work to multiply your output, synthesize data, and automate routine tasks. Master Communicator: You possess exceptional written and visual storytelling skills. You can distill dense technical details into crisp, polished executive collateral. Collaborative & Proactive: You thrive in cross-functional matrixed environments. You don't wait for a playbook—you build it while collaborating seamlessly across teams. Desirable Skills, Knowledge, and Experience: Experience: 5+ years of experience in Business Operations, Strategic Partnerships, Product Marketing, Management Consulting, or Program Management within a high-growth tech environment. Technical Aptitude: Demonstrated ability to comprehend complex technical products, platform infrastructure, or developer tools. Track Record: Proven success in establishing cross-functional operating models and authoring external customer/partner collateral. AI Tooling Proficiency: Experience leveraging AI platforms and automation tools to scale personal and team workflows. Location: Based in or willing to work hybrid from Cloudflare's San Francisco, CA,   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 $189,000 - $260,000 For New York City based hires: Estimated annual salary of $181,000 - $249,000 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. 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.

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: USA  About the Team Cloudflare is changing how it grows and how it measures growth and Revenue and Consumption is becoming a core Go-To-Market (GTM) metric that shapes our GTM motions. The Consumption Transformation Team is the design engine for that change. Working closely with GTM leaders and the Developer leadership team, we help define the metric, draft and enforce the Rules of Engagement (ROE) for Consumption, build the analytics and field reporting, and support enablement, landing, and continuous improvement. We are a partnering team and aim to work cross functionally to support our internal functions successfully in a consumption business. This is a new team, so you will be building the way we work, and we expect successful candidates to use AI every day to take on more than a team this size normally could. About the Role You will lead the strategy for how Cloudflare measures, plans for, and grows Consumption across GTM, working stakeholder first with GTM leaders and the Developer leadership team. You will shape the roadmap, bring Pricing, Finance, Product, and Sales Leadership around one approach, and coordinate the program that gets the field ready for go-live and keeps it supported as the motion grows. What you'll do Define the metric and roadmap: Work with GTM leaders and Developer leadership to set the Consumption metric and multi-year roadmap, and bring hard trade-offs to executives with a recommendation. Target methodology: Set the central methodology for Consumption targets. Partner with Geo Ops and central territory design, who own territory carving, so opportunity, targets, and support, are distributed equitably. Help connect targets and coverage to the annual capacity plan, including hiring and ramp time for new sellers. Shape the Rules of Engagement: Work with RevOps and GTM leaders to draft Consumption policy on account ownership, crediting, and cross-geo allocation, set the standard for enforcing it, and help teams across geos collaborate on our most critical customers so credit and ownership are clear. Ready new motions: Partner with Pricing, Deal Desk, and the Developer Platform team so consumption led motions are ready for the field before they scale. Coordinate the program: Coordinate the integrated plan, go-live readiness, and cross-functional cadence. Help clear blockers across GTM, Product, Finance, and IT, and report plainly on program health. Land the metric and enable the field: Work with GTM leaders and Developer leadership on enablement and onboarding, coordinate how Consumption changes the work of sellers and support roles, and lead continuous improvement after launch. Lead the Specialist and use AI: Set priorities for the Data and Operations Specialist, and use AI tools and agents, to take on program reporting, analysis, and recurring updates.  Examples of desirable skills, knowledge and experience Experience: 12 or more years in GTM strategy, sales strategy, revenue operations, sales planning, or sales transformation, ideally at a cloud, infrastructure, SaaS, or other usage-based business Program leadership: A record of running complex, multi-team programs and launching new metrics, processes, or tools to a large sales organization Planning depth: Prior experience in territory design, quota setting, capacity planning, and forecasting, including hiring and ramp assumptions Policy judgment: Experience drafting and enforcing sales policy such as account ownership, crediting, or rules of engagement, including resolving cross-geo disputes Consumption fluency: You understand how usage ramps, commits, overages, and PAYGO differ from subscription bookings  Stakeholder partnership: You work stakeholder first: you weigh options, explain trade-offs plainly, and align senior leaders across Sales, Finance, Product, Developer, and Pricing teams without direct authority AI fluency: You already use AI assistants and agents in your daily work, check what they produce, and can show examples of work you made faster or better with AI Comfort with ambiguity: You can build structure where little exists and keep moving while decisions are still being made Bonus points Developer-led growth: Experience supporting developer platforms or self-serve to sales-assisted motions Building with AI: Experience building your own automations, agents, or prompts that save a team real time   Compensation Compensation may be adjusted depending on work location. For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $230,000 - $317,000. For Boston, California - Remote, Connecticut - Remote, DC Metro, Massachusetts - Remote, New Jersey - Remote, New York City, NY Metro, Remote - Washington, Washington (Kirkland), and Washington D.C. based hires: Estimated annual salary of $220,000 - $303,000. For Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires: Estimated annual base salary of $200,000 - $275,000.    CO ONLY Application Deadline: January, 17 2027 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. 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.

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: USA  About the Team Cloudflare is changing how it grows and how it measures growth and Revenue and Consumption is becoming a core Go-To-Market (GTM) metric that shapes our GTM motions. The Consumption Transformation Team is the design engine for that change. Working closely with GTM leaders and the Developer leadership team, we help define the metric, draft and enforce the Rules of Engagement (ROE) for Consumption, build the analytics and field reporting, and support enablement, landing, and continuous improvement. We are a partnering team and aim to work cross functionally to support our internal functions successfully in a consumption business. This is a new team, so you will be building the way we work, and we expect successful candidates to use AI every day to take on more than a team this size normally could. About the Role You will turn the Consumption strategy into working models, trusted data, and clear answers for the field. You will design, build, and land the targeting models, build scorecards with our cross-functional partners and Data and Analytics Leader, give Geo Ops analytics they need to run their business, and be the first stop when our field teams seek clarity on our data, reporting, and use this to improve our models.  What you'll do Design, model, and land targets: Build and evolve our target setting model, and own the methodology. Back-test them, land them with GTM leaders, and keep improving them. Execute the strategy: Take direction from the Strategy Lead and turn it into working methods and recommendations, and flag early when the data says the plan should change. Build scorecards: Work with our DIA and GTM Analytics teams to build and maintain scorecards with cross-functional partners covering field performance, data quality, and disputes. Protect data integrity: Validate actuals, baselines, targets, revenue attribution, and account ownership against source systems such as BigQuery, and tie GTM Revenue back to Finance and Billing. Support the field and apply the Rules of Engagement: Answer field questions and cases on baselines, quotas, crediting, and ownership, applying the Rules of Engagement consistently and keeping a record of each decision. Spot where a rule needs to change, and provide the account hierarchy and ownership data teams need to collaborate across geos on our most critical customers. Support territory planning and partner across teams: Provide analytics to Geo Ops and central territory design so they can deliver successful territory and coverage plans with equitable distribution of opportunity and targets. Work with Finance, Billing, data engineering, IT, RevOps, and Compensation to define data needs and move manual spreadsheet work into governed data products. Use AI to scale the work: Use AI tools, to write and review SQL, speed up reconciliations, draft answers to common field questions, and automate recurring checks. Review every result for accuracy and follow Cloudflare policy on confidential data. Examples of desirable skills, knowledge and experience Experience: 5 or more years in sales operations, revenue operations, business analytics, target setting or territory modelling, or data operations, ideally in a usage-based or billing-driven business Modelling: You can build and back-test a quota or forecast model and explain its assumptions SQL and data: Strong SQL on large datasets (BigQuery or similar), reconciling against CRM and billing data Reporting: You have built scorecards or dashboards that other teams rely on Controls and policy mindset: You understand why accuracy, documentation, and an audit trail matter when numbers drive pay, and you can apply a written policy such as the Rules of Engagement consistently to real cases Communication: You explain technical answers clearly and calmly to sellers and managers, and work well with Geo Ops, Finance, Billing, data engineering, and IT AI fluency: You already use AI assistants and agents in your daily work for analysis, coding, and documentation, check their output against the data, and can show examples of work you made faster or better with AI Bonus points Salesforce: Experience with reports, SQL, account hierarchies, and ownership rules Building with AI: Experience building your own automations, agents, or prompts that handle routine analysis, reporting, or support questions   Compensation Compensation may be adjusted depending on work location. For SF, SJ, and Bay Area Metro based hires: Estimated annual salary of $138,000 - $190,000. For Boston, California - Remote, Connecticut - Remote, DC Metro, Massachusetts - Remote, New Jersey - Remote, New York City, NY Metro, Remote - Washington, Washington (Kirkland), and Washington D.C. based hires: Estimated annual salary of $132,000 - $182,000. For Colorado - Remote, Illinois - Remote, Maryland - Remote, Minnesota - Remote, Nevada - Remote, New York - Remote, Rhode Island - Remote, and Vermont - Remote based hires: Estimated annual base salary of $120,000 - $165,000.    CO ONLY Application Deadline: January, 17 2027 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. 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.

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. Location: London, the UK or Lisbon, Portugal About the Department Renewals Account Managers, Customer Success Managers, Account Executives, Business Development Representatives, Solution Engineers, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. What You'll Do The Customer Experience Manager leads the post-sale customer journey, managing everything from onboarding to long-term retention and contract renewals . Acting as both a trusted business advisor and a commercial owner of the account, you will build strategic relationships with stakeholders to clearly articulate ROI and business value and ultimately successfully close renewals maximizing upsells and minimizing churn. You will collaborate tightly with the Sales team to maintain accurate weekly forecasts and contribute to critical engagements like Executive Business Reviews. In addition, you will embed AI-driven optimization into your daily workflows—using advanced data analysis to uncover selling opportunities and automating routine tasks to accelerate customer outcomes and maximize operational efficiency. Key Responsibilities Customer Lifecycle & Success Manage customer engagement across the entire customer lifecycle, from onboarding through renewal. Be a Trusted Advisor to your customers by helping them adopt the Cloudflare products and services to meet their needs and make them successful Work with your account teams to plan and execute long term Success Plans with our largest customers to facilitate retention and growth via product and new business unit expansion. Maintain a deep understanding of our solutions and present to customers about the most relevant features/functionality for their specific business needs. Own or be an active participant in several customer touch points including: Business Value Justification meetings, Business Reviews, and Renewal Meetings, with a track record of successful planning and execution of Executive Business Reviews. Demonstrate how your customer engagement directly impacts revenue growth and adoption of Cloudflare solutions and services. Commercial & Renewals You are ultimately responsible for the retention and growth of your book of business. You will own and drive the renewal including maintaining and reporting an accurate weekly forecast. Negotiate and execute renewal contracts in accordance with customer objectives. You will be an expert in deal construction and pricing strategy. You will directly be designing renewals to create a win-win for customers and Cloudflare.  Analyze data and leverage tools to identify selling opportunities and business value. Drive strong alignment with the Sales team, contributing to team forecasting, planning, and targets. Cross-Functional & Operational Management Develop and maintain long-term relationships with stakeholders in your account portfolio. Work cross-functionally with Product, Engineering, Support, Marketing and other teams to resolve customer business issues and work towards each customer's stated goals. Manage customer feedback and product needs by providing feature requests to internal partner teams. Able to prioritize effectively to handle multiple deals at the same time. AI Competencies Generative AI: Mastery of LLMs to rapidly draft renewal communications, synthesize quarterly review data, and prepare executive summaries. Data Analysis: Proficiency in leveraging AI analytics tools to parse customer usage metrics and instantly highlight up-sell or cross-sell opportunities. Workflow Automation: Ability to build automations to synchronize CRM data, update weekly forecasts, and trigger lifecycle alerts. AI Problem Solving: The instinct to view AI as a partner in solving tough problems to keep the Internet moving forward. Qualifications Fluency in English AND Dutch or Swedish (written and spoken). Minimum of 3 years of experience in a Customer Success/Account Management role or Inside or Field sales. 2+ years of industry experience, with experience in cloud security and/or performance industries preferred. Bachelor's degree and/or other professional qualifications. Direct experience in commercial sales, negotiation, and deal closure. Strong understanding of or willingness to learn about computer networking and "how the internet works," with network security a plus. Manage and prioritize competing portfolio demands, aligning internal resources with the highest-impact commercial and retention goals Expertise in SaaS retention and sales process and excellent knowledge of value driven sales. Excellent problem solving skills with the ability to creatively achieve resolutions. Compensation ● For Portugal based hires: Estimated annual salary is between €50,000 - €69,000. The final offer will be inclusive of time exemption, in alignment with the applicable law and collective bargaining agreements. This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. Equity This role is eligible to participate in Cloudflare's equity plan.   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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. 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.

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, Texas  About the role The Demand Planning team sits at the intersection of traffic forecasting, infrastructure strategy, and operational execution. We predict when, where, and how many servers to deploy across Cloudflare's global edge so that customers' traffic stays in-region and they never have to think about infrastructure. This is not a reporting role — it is a planning and engineering role that requires you to build the models, own the data, and translate forecasts into real deployment decisions. As a Capacity Engineer, you will own one or more planning regions end-to-end with light supervision. That means maintaining the models, catching problems before they become incidents, working directly with hardware sourcing and infrastructure teams, and contributing to the data pipelines that feed your planning work. You will be the point of contact for your region — not someone who supports a more senior planner, but someone who runs the work. This is a role for someone with 3-5 years of experience who is ready to operate with real ownership and is actively growing toward full autonomy. You will work alongside senior peers who set team-wide standards, and you will be expected to contribute to cross-regional consistency — not just execute within your own lane. You will also work fluently with AI tooling, including OpenCode AI and MAS agent workflows, as a normal part of how planning gets done on this team.   Why Cloudflare/ Why This Team Cloudflare's network spans hundreds of cities and carries a meaningful fraction of global internet traffic — the planning decisions this team makes have direct consequences at that scale. The Demand Planning team is in an active transition from manual planning toward intelligent, automated, AI-augmented capacity systems, and this role puts you at the center of that shift. You will work on problems that are genuinely hard, with teammates who take the craft seriously, in a team small enough that your work is visible and your contributions matter from day one. What you'll do - Own one or more edge planning regions end-to-end, producing deployment recommendations with minimal supervision - Maintain and continuously improve regional planning models, incorporating new traffic patterns, hardware generations, and infrastructure changes - Build and maintain data pipelines that feed regional planning — using BigQuery, Python, and Jupyter notebooks to query, explore, and validate planning data - Work directly with hardware sourcing, DCS, and infrastructure teams to translate forecasts into actionable deployment plans - Proactively identify capacity risks in your region and surface them before they require escalation - Use OpenCode AI and MAS agent tooling as a standard part of your daily planning workflow - Contribute to cross-regional consistency efforts alongside peers — shared methodology, shared standards - Participate in planning reviews and communicate forecast outputs clearly to non-technical stakeholders Desirable Skills, Knowledge, and Experience: - 3-5 years in an analytical, planning, or technical infrastructure role - Working SQL proficiency — comfortable querying and joining datasets in BigQuery to answer planning questions - Python proficiency — data analysis, scripting, and automation of planning workflows; comfortable working in Jupyter notebooks as a day-to-day analysis environment - Comfort working with large infrastructure datasets and translating them into decisions - Clear written and verbal communication — you can explain a capacity recommendation to a finance partner or a network engineer without losing either of them - Demonstrated ability to own a workstream end-to-end with light supervision   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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process. 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.

Who we are  At Twilio, we're shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to  hundreds of thousands of businesses  and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work , and strong culture of connection and global inclusion means that no matter your location, you're part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we're acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. . Hiring and how we work We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!  Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings.  . See yourself at Twilio Join the team as our next Technical Account Manager 3 About the job This position is needed to be the designated technical support engineering contact for our strategic customers. As a designated technical contact you will work with our customers to resolve complex technical problems. You should have an interest in digging deep as well as be able to zoom out and look at the larger picture. The TAM delivers proactive guidance to the customer to provide valuable contributions through the use of Twilio technologies and deliver recommendations to make the customer's environment less susceptible to business impacting downtime. You are able to remain calm and effective at higher workloads as well as excelling at prioritization and evaluation of situational urgency. Responsibilities In this role, you'll: Be enthusiastic for interacting and collaborating with other groups within Twilio in your search for the solutions our customers need Collaborate with customers' developers to troubleshoot use of the Twilio helper libraries Possess strong technical and diplomatic skills to address customer issues and provide customer feedback to Twilio's Product and Engineering teams Partner with our customers' and their developers, architects, and support personnel to tackle complex problems with potentially very costly and far-reaching consequences Work collaboratively with your teammates and the Twilio Product and Engineering teams via Slack as well as filing JIRAs to report reproducible bugs Understand customer trends, analyze patterns, drive betterments and report what you observe to the management team in order to better improve our support process is a key part of the role Qualifications  Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! *Required: 4+ years of proven experience Twilio Messaging and or Voice experience Good knowledge of RESTful technology, previous work with APIs and ability to understand and solve issues with cloud solutions. Skilled in solving network connectivity issues, with an understanding of TCP/UDP, and basics of SSL/TLS Comfortable in working with customers' developers to troubleshoot use of the Twilio helper libraries. Enthusiasm for interacting and collaborating with other groups within Twilio in your search for the solutions our customers need Desired: Development experience in Javascript, VOIP / SIP Applications, WebRTC Twilio Messaging certification Twilio Voice Certification Twilio Email Certification Location This role will be remote, and based in Colombia. Travel  We prioritize connection and opportunities to build relationships with our customers and each other. For this role, you may be required to travel occasionally to participate in project or team in-person meetings. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic . Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. . Stay alert to recruitment fraud We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @ twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps. . Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

Who we are  At Twilio, we're shaping the future of communications, all from the comfort of our homes. We deliver innovative solutions to  hundreds of thousands of businesses  and empower millions of developers worldwide to craft personalized customer experiences. Our dedication to remote-first work , and strong culture of connection and global inclusion means that no matter your location, you're part of a vibrant team with diverse experiences making a global impact each day. As we continue to revolutionize how the world interacts, we're acquiring new skills and experiences that make work feel truly rewarding. Your career at Twilio is in your hands. . Hiring and how we work We use Artificial Intelligence (AI) to help make our hiring process efficient. That said, every hiring decision is made by real Twilions!  Also, while we are a remote-first company, you may be asked to report in person on an ad-hoc basis for team gatherings, functional off-sites or customer meetings.  . See yourself at Twilio Join the team as Twilio's next Legal Services Manager. About the job We are looking for a Legal Services Manager to join our Center of Excellence function within our larger Legal Operations Team. In this role, you will be responsible for reviewing and vetting high-volume, repeatable work across multiple facets of the Legal Team and serving as the initial legal point of contact. You will also support ad-hoc operational activities to make the Legal Team more efficient. Responsibilities In this role, you'll be responsible for the following: Legal Support Requests & Commercial Contracts Serve as a first point of contact for GTM and Telecom Carrier Relations colleagues and provide education and process guidance on commercial contracts and other legal inquiries Review, vet, and provide timely responses to a high volume of incoming legal requests, including general legal questions, agreement negotiation requests, and other legal support needs, while ensuring adherence to internal processes and policies Independently review and negotiate NDAs, SOWs, assignment and assumption agreements, transition services agreements, service orders, and other miscellaneous legal documents on Twilio's template and counterparty's template Legal Processes & Operations Support law firm eBilling matter creation and configuration, and resolve escalations related to law firm invoices Be an operational expert on all processes that touch the Center of Excellence (e.g., Twilio's GTM-facing and telecom carrier-facing contracting processes, law firm billing-related processes) Contribute your knowledge and learnings from novel situations to the Center of Excellence Playbook Support a range of ad-hoc operational projects and high-volume tasks across multiple legal functions Qualifications Twilio values diverse experiences from all kinds of industries, and we encourage everyone who meets the required qualifications to apply. If your career is just starting or hasn't followed a traditional path, don't let that stop you from considering Twilio. We are always looking for people who will bring something new to the table! Required A bachelor's degree 5+ years of experience as a Legal Operations Analyst/Manager, Contracts Administrator/Manager, or Paralegal Strong working knowledge of commercial contracts and commercial contracting principles, including experience independently drafting and negotiating NDAs, SOWs, assignment and assumption agreements, transitions services agreements, and service orders Experience using commercial contracting tools, including Salesforce, Conga, Microsoft Office Suite, Google Suite, Airtable, DocuSign, and Adobe Acrobat Pro Experience using AI, with a working understanding of how common LLMs (e.g., ChatGPT, Gemini, Claude) function and can be leveraged to make day-to-day legal work more efficient Outstanding communication skills, both written and verbal, and strong attention to detail with a customer-first attitude Be a process-minded and oriented professional Ability to work in a fast-paced and ever-changing environment with minimal supervision  Desired Experience supporting a sales organization at a high growth technology company Experience creating and managing process documentation and policies Experience handling high-volume, repeatable tasks across different legal functions (e.g., commercial, law enforcement response, litigation) Exposure to law firm billing, including using eBilling software (e.g., Brightflag, Onit, Legal Tracker) Good sense of humor, disdain for drama, interest for learning new things, and desire to get things done Location This role will be remote and based in the UK.  Travel We prioritize connection and opportunities to learn from each other. While this role is remote, you may be required to travel occasionally for team offsites, All Hands, and other gatherings. What We Offer Working at Twilio offers many benefits, including competitive pay, generous time off, ample parental and wellness leave, healthcare, a retirement savings program, and much more. Offerings vary by location. The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. Equal opportunity employer Twilio is proud to be an equal opportunity employer. Twilio is committed to providing equal employment opportunities to all employees and applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability, veteran status, genetic information Twilio thinks big. Do you? We like to solve problems, take initiative, pitch in when needed, and are always up for trying new things. That's why we seek out colleagues who embody our values — something we call Twilio Magic . Additionally, we empower employees to build positive change in their communities by supporting their volunteering and donation efforts. So, if you're ready to unleash your full potential, do your best work, and be the best version of yourself, apply now! If this role isn't what you're looking for, please consider other open positions. . Stay alert to recruitment fraud We care about your safety. Scammers sometimes impersonate Twilio recruiters through fake job postings, emails, websites, or messages. Please ensure you are engaging with an official @ twilio.com email address. We will never ask for payment, gift cards, cryptocurrency, or banking information during the recruiting process. We do not make job offers without a formal interview process or conduct interviews exclusively through text-based messaging apps. . Twilio is proud to be an equal opportunity employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, reproductive health decisions, or related medical conditions), sexual orientation, gender identity, gender expression, age, status as a protected veteran, status as an individual with a disability, genetic information, political views or activity, or other applicable legally protected characteristics. We also consider qualified applicants with criminal histories, consistent with applicable federal, state and local law. Qualified applicants with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act. Additionally, Twilio participates in the E-Verify program in certain locations, as required by law.

Ready to do the most impactful work of your career? At  Coinbase , we are uncompromising on our mission to increase economic freedom. The bar is high, the environment is intense, and we like it that way. This isn't a place for complacency, it's a place to be pushed past your perceived limits. If you're ready to build the future of finance alongside people who refuse to settle for "good enough," you belong here. Coinbase is a remote-first, but not remote-only company. Expect to get together quarterly for intense in-person working sessions called "surges."  learn more about working at Coinbase . As a Senior Sales Manager on the Coinbase Infrastructure team, you'll build new partnerships and expand existing relationships with PSPs, fintechs, and banks looking to launch stablecoin payment products on Coinbase's platform. Our team takes a consultative approach, helping partners move from strategy through integration and post-launch success. You'll own the full deal lifecycle across payments, trading, and agentic partnerships, building trusted relationships with executive stakeholders at some of the world's largest financial institutions. What you'll do: Originate new partnerships and grow existing relationships with PSPs, fintechs, and banks by identifying high-potential prospects and developing tailored engagement strategies. Manage the full deal lifecycle, from initial diligence through negotiation and close to post-launch partnership growth, while meeting revenue targets. Lead conversations with senior and executive stakeholders, translating Coinbase's stablecoin infrastructure capabilities into partner-specific value propositions. Partner cross-functionally with Product, Account Management, Solutions Architecture, Legal, and Specialty Sales to support smooth partner onboarding and integration. Shape Coinbase's infrastructure roadmap by advocating for partner needs and sharing market insights from the field. Required Skills and Experience: At least 10 years of experience in sales, business development, or partnerships at a PSP, fintech, bank, or crypto company, with a track record of originating and closing deals. Experience managing complex, multi-stakeholder deals from inception through close, including legal, compliance, and technical workstreams. Understanding of the payments and trading ecosystem, including stablecoins, cross-border payments, card networks, payment rails, and digital wallets, and the ability to turn that knowledge into client-facing recommendations. Proven ability to explain complex technical and crypto concepts clearly and persuasively to executive audiences and build trust with C-suite stakeholders. Utilizes generative AI responsibly, maintaining human oversight to deliver business-ready outputs and drive measurable improvements in workflow efficiency, cost, and quality Pay Transparency Notice: Base salary varies by location (see range below). Total compensation may also include equity and bonus eligibility, and benefits (medical, dental, vision, 401(k)).    Annual base salary range (excluding equity and bonus): $294,185 — $346,100 USD Application Limit: Candidates may submit a maximum of 3 applications within a 6-month period. Equal Opportunity Employer: Coinbase is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status, or genetic information. Applicants with criminal histories will be considered consistent with applicable federal, state, and local laws. US Applicants: View Employee Rights , Know Your Rights , and E-Verify Notice of Participation. Accommodations: If you are an individual with a disability who needs a reasonable accommodation, email us your request and contact info at accommodations[at]coinbase.com. Need screen reading technology? Click here to download a free compatible screen reader and view the tutorial . Data Privacy & Arbitration: By submitting your application, you agree to our Candidate Privacy Notice . US applicants: By submitting your application, you agree to Arbitration of Disputes .

About Vercel: Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience. Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. About the Role: We are looking for an Internal Communications Manager to scale how Vercel gives every employee the context to make good decisions without waiting to be told. You'll shape how the company hears from its leaders and from one another, so everyone at Vercel knows what we're building, why it matters, and how their work moves our mission forward. You'll oversee the channels, moments, and cadence that carry company news, and make sure what employees hear matches what the world hears. This role is for someone who can build, run, and grow programs with rigor while continually bringing creative ideas to the table. You'll work closely with our communications leadership and cross-functionally with People, Finance, Legal, Design, and executives to ensure shared understanding among employees, so a company of builders can move as one. You will report to our Head of Communications and will be located in our SF office with in-office anchor days on Monday, Tuesday, and Friday. What You Will Do: Build the operating system Design and run the internal communications processes and calendar: All Hands, leadership updates, and team-level cadences, with a clear owner and format for each Decide what belongs in Slack, email, Notion, and video, document it, and get the company to follow it Stand up an internal comms metrics baseline (reach, read rates, All Hands attendance, pulse-survey sentiment) and report on it quarterly Land major company moments Co-lead major announcements and organizational changes, owning defined workstreams and flagging sensitive issues, dependencies, and decisions that need leadership input Build the internal plan for company milestones: what employees hear, when, and from whom Write and edit content across internal channels, including leadership and org updates, Slack posts, FAQs, explainers, and All Hands materials Partner with Legal, People, and Finance on confidentiality guidelines for anyone who talks to the outside world Incubate new programs Design and launch creative programs that educate and engage employees beyond the standard cadence Create structured opportunities for cross-department collaboration Train employees to be Vercel ambassadors: how to talk about the company, share our work, and represent us at events and online Use agents to surface the opportunities and news employees would otherwise miss: open roles, speaking slots, product launches, customer wins, and community moments Measure what lands, double down on it, and retire what doesn't Keep internal and external comms aligned Sit on the communications team's approval processes so internal messages are reviewed to the same standard as external ones Make sure what employees are told matches what customers, press, and partners are told, in substance and in timing Partner with the People team on employer brand, onboarding content, and culture programs where comms is the lever Use employee questions and feedback to identify gaps in understanding and improve communication About You: Have 5+ years of experience in internal communications, ideally with exposure to technical teams Bring strong writing, editing, and storytelling skills, with an emphasis on clarity, accuracy, and making information useful to the audience Have independently managed communications projects from planning through delivery, coordinating stakeholders and balancing competing deadlines Are curious about AI, research, and product development, and comfortable asking questions until you understand a topic well enough to explain it Build strong working relationships and can gather input, offer editorial guidance, and keep projects moving with busy partners Exercise sound judgment with sensitive information and ambiguity, and know when to make a decision independently or seek guidance Enjoy creating practical, repeatable processes that improve the quality and consistency of communications Respond well to feedback and adapt as priorities change Bonus If You: Interest in and proficiency with using agents in your workflow. Compensation & Benefits: Competitive compensation package, including equity. Inclusive Healthcare Package. Learn and Grow - we provide mentorship and send you to events that help you build your network and skills. Flexible Time Off. We will provide you the gear you need to do your role, and a WFH budget for you to outfit your space as needed. The San Francisco, CA base pay range for this role is $198,000 - $297,000. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.    Disclosures: Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data. Equal Opportunity:  Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.

About Vercel: Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience. Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. About the Role You'll lead the engineering team responsible for Vercel for Platforms. This product enables companies to build their own platforms on Vercel, from AI app builders and coding agents to SaaS products serving thousands of customers. We provide the infrastructure to programmatically deploy and run their customers' applications, with custom domains, tenant isolation, and a seamless developer experience. This team is strategic to Vercel's growth. Winning a platform means powering the applications and businesses built on top of it. We're looking for an engineering leader to own this horizontal team. While the team is intentionally small, the scope spans deployment infrastructure, domains, identity, billing, observability, and developer tooling. It's a deep systems and scale challenge: evolving Vercel to support platforms managing millions of tenants and applications while making that complexity feel simple. This role combines cross-team coordination, technical direction, product judgment, and broad organizational influence to shape a strategic growth engine for Vercel This position is hybrid based in SF  What You Will Do: Build and grow a high-performing team of engineers through hiring, coaching, mentorship, and thoughtful career development. Foster a culture of ownership, collaboration, and high engineering standards while creating an environment where engineers can do their best work. Partner closely with Product, Design, and other engineering teams to define roadmap priorities and execute against ambitious product goals. Occasionally review and contribute code to stay close to the technology and unblock the team when needed. Drive operational excellence through strong engineering processes, incident management, and continuous improvement. Balance short-term product delivery with long-term investments in technical quality and platform scalability. About you:  8+ years building and operating large-scale platforms or multi-tenant systems 5+ years managing engineers Strong technical foundation. You can review system designs, understand data model challenges, and evaluate infrastructure tradeoffs Proven ability to translate business goals into technical strategy and drive cross-org alignment Track record establishing trust, psychological safety, and clear expectations; skilled at timely, candid feedback Strong facilitator in technical conflict. You listen, synthesize, decide, and bring the team with you Clear communicator who sets expectations, gives direct feedback, and builds trust across teams Benefits & Compensation: Competitive compensation package and stock options. Comprehensive, inclusive healthcare package. Opportunities for mentorship and professional growth, including attendance at industry events. Flexible Time Off with a recommended minimum of four weeks per year, plus paid holidays. Remote-friendly culture with teammates across multiple time zones. Dedicated equipment and work-from-home budget to help you create an effective workspace. The San Francisco, CA base pay range for this role is 262,000-348,000. Actual salary will be based on job-related skills, experience, and location. Compensation outside of San Francisco may be adjusted based on employee location. The total compensation package may include benefits, equity-based compensation, and eligibility for a company bonus or variable pay program depending on the role. Your recruiter can share more details during the hiring process.    Disclosures: Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data. Equal Opportunity:  Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.

About Vercel: Vercel is the agentic infrastructure company, freeing people and agents to ship what's next. For more than a decade we've helped builders move from idea to production with speed, security, and exceptional developer experience. Now we're scaling our products for both agents and people to ship and run software, built in the open and trusted by OpenAI, PayPal, Ramp, Supreme, and millions of developers worldwide. About the Role: Vercel is looking for a Customer Support Engineer to assist our customers with technical problems and questions when using Vercel products and services. Customer Support Engineer responsibilities include resolving customer concerns, creating and improving internal tooling, and engineering solutions to help Vercel customers get the most out of the platform. To be successful in this role, you must be an excellent communicator who's able to earn our customers' trust and understand technical problems quickly. You will also ideally have a background in frontend development, enjoy technical writing, and have a passion for digging deep to find and resolve root causes. In addition to this, you will be comfortable with evening, weekend, and on-call work based on a rota system. Ultimately, you will help establish our reputation as a company that is exceptional at helping its customers meet their goals throughout all parts of the customer journey while engineering solutions to constantly improve the customer experience. What You Will Do: Handle cases for all Vercel customers. Handle customer issues outside of regular case channels. Work with the community to provide advice and assistance. Develop and improve internal tools alongside engineering. Complete engineering work on a regular basis. Specialize in a specific product area and owning that within the team. Improve internal documentation, processes, and policies. Assist Customer Success Managers with Enterprise requests. About You: Frontend development experience, ideally with React and Next.js. A firm understanding of cloud technologies and serverless computing. A desire to engineer solutions for problems to resolve root causes. Exceptional communication skills, both written and oral. Comfortable working with a fully remote, globally distributed team. Availability to work within a weekend and on-call rota. A passion to deliver a customer experience second to none. Bonus if You: Have experience working with backend development, especially Node.js. Are open to a higher-compensated Saturday-Tuesday schedule Have experience with CDNs and setting up cloud infrastructure. Work with monorepos or custom CI/CD pipelines. Understand DNS well and can explain this clearly to others. Are experienced with incident management and procedural communication. Use your experience to mentor other members of the team. Benefits & Perks: Competitive compensation and stock options. Inclusive Healthcare Package (US only). Flexible working style - 100% remote, with teammates located throughout the globe. Learn and Grow - we provide mentorship and send you to events that help you build your network and skills. Unlimited PTO - 4 weeks recommended per year. Take time when you need it. Generous Gear Credit. Disclosures: Privacy: Please review our Job Applicant Privacy Policy for more information on how we handle your data. Equal Opportunity:  Vercel is committed to fostering and empowering an inclusive community within our organization. We do not discriminate on the basis of race, religion, color, gender expression or identity, sexual orientation, national origin, citizenship, age, marital status, veteran status, disability status, or any other characteristic protected by law. Vercel encourages everyone to apply for our available positions, even if they don't necessarily check every box on the job description.