Program Lead, Strategic CDN Accounts GTM

Available Locations

• Austin, US
• New York, US
• San Francisco, US

About the Role

Responsibilities

• Build strategic account plans: Partner with account teams and CDN leadership to develop and maintain clear, actionable plans for priority accounts. Map customer priorities, business initiatives, technical environments, stakeholders, decision processes, competitive dynamics, whitespace, risks, and next steps.
• Identify and prioritize account opportunities: Use customer, industry, product, usage, and market intelligence to identify expansion opportunities and areas where Cloudflare can create differentiated value. Help teams prioritize accounts, buying centers, use cases, and actions based on potential impact and likelihood of progress.
• Orchestrate account execution: Create the operating rhythm for strategic accounts, including account reviews, action plans, executive alignment, stakeholder mapping, opportunity tracking, decision logs, and follow-through. Keep account teams focused on the few actions most likely to advance the customer relationship or opportunity.
• Develop customer-specific points of view: Translate customer business priorities and market developments into relevant Cloudflare narratives. Partner with Sales, Solutions Engineering, Product, Marketing, Customer Success, and technical teams to develop account-specific messaging, proof points, discovery guidance, executive conversation plans, and engagement strategies.
• Coordinate executive and cross-functional engagement: Act as connective tissue across account teams and internal stakeholders. Align the right leaders and subject-matter experts around customer priorities, meeting objectives, sequencing, ownership, dependencies, and follow-up.
• Bring competitive and market insight to account strategy: Synthesize customer feedback, industry trends, competitive intelligence, and incumbent-technology insights into practical recommendations. Help account teams anticipate objections, sharpen differentiation, and identify opportunities to change the customer’s view of its current approach.
• Build repeatable strategic-account programs: Identify patterns across priority accounts and turn successful approaches into repeatable plays, planning tools, enablement, and operating mechanisms. Establish feedback loops and metrics to understand what is working and where the account motion should evolve.
• Communicate with clarity: Prepare concise account reviews, leadership readouts, decision documents, executive briefings, stakeholder updates, and action trackers that make complex account situations easy to understand and act on.

Examples of Projects This Person May Own

• Build a multi-quarter strategic account plan for a priority CDN customer, including stakeholder mapping, whitespace analysis, customer priorities, competitive context, and an action plan.
• Establish a planning and review rhythm for a portfolio of strategic accounts, with clear owners, milestones, decisions, risks, and measures of progress.
• Partner with account teams to develop a customer-specific point of view and executive engagement plan around modernization, performance, reliability, security, or infrastructure priorities.
• Coordinate a cross-functional account strategy spanning Sales, Solutions Engineering, Product, Marketing, Customer Success, and executive stakeholders.
• Translate customer and competitive research into differentiated messaging, discovery questions, objection handling, proof points, and meeting preparation.
• Identify common patterns across priority accounts and create a repeatable account-based growth play or field enablement package.
• Prepare leadership for strategic customer meetings by clarifying objectives, stakeholder dynamics, value hypotheses, risks, and required follow-through.
• Track account-level progress and convert field feedback into recommendations for product, marketing, enablement, and GTM leadership.

Desirable Skills, Knowledge, and Experience

• 6+ years of experience in strategic account planning, GTM strategy, business operations, revenue operations, strategic programs, consulting, product strategy, or a similar cross-functional role.
• Experience developing and executing account plans for complex enterprise customers or strategic opportunities.
• Experience turning customer, market, or competitive insight into commercial strategy and field execution.
• Experience driving complex initiatives across Sales, Product, Marketing, Enablement, Solutions Engineering, Customer Success, and executive stakeholders.
• Strong judgment and the ability to simplify ambiguous account situations into a practical plan.
• Excellent written and verbal communication skills, including the ability to create customer-specific narratives, executive readouts, account plans, operating plans, and field guidance.
• Strong program management skills, including ownership of timelines, workstreams, dependencies, risks, decisions, metrics, and follow-through.
• Business acumen and comfort using data to prioritize accounts, stakeholders, opportunities, investments, and tradeoffs.
• Experience with enterprise technology, networking, content delivery, application performance, cloud infrastructure, or related categories is helpful.
• Familiarity with account-based GTM, strategic selling, executive engagement, competitive analysis, or market segmentation is helpful.
• High ownership and a strong bias for action. You should be comfortable pushing work forward without perfect information and aligning teams without direct authority.
• Curiosity about how Internet infrastructure is built, bought, operated, and modernized.

What Success Looks Like

• Priority accounts have clear, current, evidence-based plans with defined customer outcomes, stakeholders, opportunities, actions, owners, and next steps.
• Account teams are aligned on where to focus, who to engage, what Cloudflare can uniquely offer, and how to advance each priority opportunity.
• Strategic customer meetings and executive engagements are well prepared, purposeful, and followed by clear action.
• Customer, market, and competitive insight reaches the teams making account, product, investment, and GTM decisions.
• Cross-functional partners understand their role in each strategic account and follow through on commitments.
• Common patterns across strategic accounts become repeatable plays, enablement, and operating rhythms.
• Leadership has a trusted partner who can turn account-level insight and priorities into coordinated execution and measurable progress.