Principal Strategy Manager, Developer Acquisitions

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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, Texas | San Francisco, CA | New York, NY

About the role

Cloudflare is looking for a Principal Strategy Manager, Developer Acquisitions to join our Developer Platform GTM team. This team is responsible for growing Cloudflare’s developer business across top-of-funnel, product-led growth, revenue, and customer expansion.

This role will focus on high-priority strategic initiatives for the Developer Platform business, including the evaluation and integration of acquired products, teams, or businesses when applicable. You will help ensure that strategic opportunities are assessed through a Developer GTM lens and, when they move forward, are integrated successfully into Cloudflare’s operating model while continuing to deliver for customers.

This role sits on the Developer GTM team. You will partner closely with Deal Strategy, Product, Finance, Legal, Sales, Support, Engineering, and other teams while owning the Developer GTM perspective: the business case, revenue trajectory, customer and operational health, and GTM integration plan.

We are looking for someone with experience running complex, cross-functional programs in fast-paced environments. Ideal candidates have a background in M&A integration, business operations, GTM strategy, or strategic program management, and are comfortable operating across finance, legal, product, sales, and engineering to drive outcomes.

What you'll do

Strategic Evaluation & Business Case Support

Partner with Deal Strategy and Developer Platform leaders to evaluate strategic opportunities from a Developer GTM lens, including market positioning, revenue quality, customer overlap, product-market fit, and go-to-market synergy.

Build and maintain financial models for relevant business cases, including revenue forecasts, cost structures, and integration cost estimates.

Support developer-side diligence workstreams, including customer health, product usage patterns, competitive positioning, team assessment, and operational risks.

Translate diligence findings into clear GTM implications, risks, and recommendations for leadership.

Integration Planning & Execution

Own the Developer GTM integration plan for relevant strategic initiatives, in partnership with Deal Strategy, Integration, Product, and functional teams.

Define what needs to be integrated, when, and in what order, with a focus on business continuity, customer experience, and revenue outcomes.

Function as the primary Developer GTM point of contact for acquired teams during transition periods, ensuring they have what they need to continue operating while integration proceeds.

Coordinate across Sales, Billing, Support, Legal, Finance, Product, Security, and Engineering to resolve blockers and maintain operational continuity.

Support operational integration from the Developer GTM perspective, including GTM systems, billing and payments, vendor migration, customer communication, accounts receivable/payable, contracts, and security workflows.

Business Health & Operating Rhythm

Own post-integration business health tracking for relevant initiatives, including growth, revenue, customer churn, usage trends, cost structure, and margin trajectory.

Drive follow-up GTM motions to grow the customer base, improve adoption, and identify opportunities to cross-sell Cloudflare platform capabilities.

Provide regular updates to leadership on integration progress, business performance, risks, and recommended actions.

Build repeatable playbooks and processes so future Developer Platform strategic initiatives can move more efficiently from evaluation through execution.

Desirable Skills, Knowledge, and Experience:

6+ years of experience in business operations, GTM strategy, M&A integration, strategic programs, or program management, with demonstrated ownership of complex cross-functional initiatives.

Experience with at least one acquisition integration or similarly complex strategic initiative, preferably in a technology, SaaS, developer tools, or infrastructure context.

Strong financial modeling skills, including revenue models, scenario analyses, integration cost estimates, and business health dashboards.

Ability to manage operational complexity, including vendor migrations, billing system transitions, contract management, compliance workflows, and customer communications.

Excellent cross-functional communication. You will work with Legal, Finance, Product, Sales, Engineering, Support, Security, and HR, often simultaneously, and need to drive alignment without positional authority.

Strong sense of ownership. This role requires someone who treats the business outcomes as their own, follows up relentlessly, and does not wait for instructions.

Data-driven, proficient in Excel/Google Sheets, and...