Principal, Solutions Engineering Strategy & Operations

Available Location: Austin, TX What You'll Do:
Cloudflare is looking for a dynamic and passionate leader to join our Revenue Strategy & Operations team in support of our global Solutions Engineering (SE) function. This role will partner closely with regional SE leadership to drive performance optimization, strategic alignment, and operational excellence across the SE organization.
The ideal candidate is data- and process-driven, excels at cross-functional collaboration, and has a passion for building high-impact teams and systems. You'll play a critical role in shaping the operational framework that empowers our SE teams to deliver value at scale.
Key Responsibilities:

• Partner with regional SE leadership to define and refine the strategic direction, vision, and operational roadmap for the global SE organization.
• Enable leadership with data-driven insights by owning business reviews, KPIs, and performance metrics.
• Develop and deliver dashboards and data packs (Tableau, Looker) for quarterly business reviews and planning cycles.
• Translate business goals into actionable strategies and scalable initiatives.
• Create and implement SOPs, best practices, and playbooks across core SE activities (e.g., discovery, solution design, POCs, implementation, handoffs).
• Define, track, and report on key performance indicators to evaluate team productivity, efficiency, and impact.
• Identify operational bottlenecks and lead initiatives to streamline workflows and increase effectiveness.
• Support strategic initiatives with data-driven proposals and recommendations to drive meaningful change.

Qualifications:

• 7-10+ years of experience in Sales Strategy, Revenue Operations, Business Operations, or Sales/SE Enablement in B2B SaaS or enterprise tech.
• Proven experience supporting or working closely with Solution Engineering, Pre-Sales, Post-Sales, or Technical Sales teams.
• Demonstrated success supporting large-scale or global SE/Sales organizations.
• Expertise in Salesforce and BI tools like Tableau, Power BI, Looker, plus advanced Google Sheets skills.
• Strong analytical and modeling skills, with the ability to interpret large datasets and translate them into insights.
• Deep understanding of sales motion metrics (pipeline health, SE utilization, win/loss analysis, coverage models).
• Familiarity with SaaS business models, GTM strategies, and sales methodologies (e.g., MEDDIC, BANT).
• Strategic thinker with an operational mindset - able to zoom in and out effectively.
• Exceptional communication skills - both written and verbal - with the ability to simplify complex data into clear narratives.
• Comfortable navigating ambiguity and driving clarity in evolving environments.
• Experience in networking, security, or cloud infrastructure domains; familiarity with Cloudflare products is a plus.
• Experience supporting SE or technical teams across multiple regions/time zones.

Compensation
Compensation may be adjusted depending on work location.

• For Colorado and Texas based hires: Estimated annual salary of $149,000 - $183,000
• For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $178,000 - $218,000
• For Bay Area-based hires: Estimated annual salary of $187,000 - $229,000

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