Note: The job is a remote job and is open to candidates in USA. Cloudflare is on a mission to build a better Internet, operating one of the world’s largest networks for a diverse range of customers. They are seeking a Senior Solutions Engineer to work with innovative start-ups and cloud-native businesses, leading technical discovery and engagement with engineering teams to promote the Cloudflare Developer Platform.
Responsibilities
- Lead technical discovery within the cloud-developer vertical — asking the right questions to uncover how a customer builds, what they're trying to ship, and where Cloudflare fits
- Engage early and often: join sales-led discovery calls from the outset, help qualify deals from the get-go, and stay embedded with customer teams (including in their Slack channels and working sessions) throughout the cycle
- Identify and map customer initiatives and business problems — especially around new product development and AI initiatives — to the Cloudflare platform
- Build relationships and technical champions within customer accounts, from founding engineers and developers up to the CTO
- Develop and present tailored technical content and demos for both hands-on developer audiences and senior technical leadership
- Lead demo and proof-of-concept / build activities for Cloudflare prospects and customers
- Evangelize the Cloudflare Developer Platform (Workers, Workers AI, Durable Objects, R2, D1, KV, Vectorize, Queues, Pages and more) — making the case for customers to build on Cloudflare, not just use it for storage or CDN
- Demonstrate your expertise with your peers through the creation of professional content, including reference architectures, demos, blog posts and other knowledge-sharing activities
- Represent and evangelize Cloudflare externally at Developer, Community, Technology and Industry events with thought leadership and expertise
- Apply in-depth vertical knowledge or domain expertise. Advise on best practices
Skills
- Previous experience as a Solutions Engineer or other customer-facing technical role, ideally selling to or working with developer-led, cloud-native, or startup organizations
- A genuine 'builder' mindset and the personality to match: you enjoy talking to developers, you're curious, and you naturally gravitate toward technical problem-solving conversations
- The ability to speak engineers' language credibly — you can hold your own on architecture, APIs, and platform design — without this being a hands-on, code-every-day developer role
- Strong technical discovery instincts: you know how to draw out requirements, qualify fit early, and separate real needs from noise
- A good mix of pre-sales / technical sales experience and comfort operating in an agile, fast-moving environment (joining Slack channels, iterating quickly, engaging in early-stage calls, and qualifying deals from the start)
- Solid communication, written and presentation skills, with the range to talk to both a hands-on developer and a CTO in the same day
- Ability to work on several projects and activities concurrently
- Highly driven, curious, team-oriented, and able to work with a sense of urgency
- You've built web applications before, or contributed to existing web applications in a meaningful way — enough to have real empathy for how developers work
- Polished communication and executive presentation skills with the ability to drive a discussion with a broad range of stakeholders (from the web developer to the CTO/CISO)
- Relationship building: a proven track record of building deep technical relationships with engineers and technical founders. Experience managing various stakeholder relationships to build consensus on technical solutions/projects
- Experience managing technical sales within accounts, including developing champion-style relationships, driving technical wins, and assisting with technical validation
- Bachelor's Degree or equivalent in relevant work experience
- The role requires up to 50% travel to attend meetings with prospects or customers, attend conferences and other industry events, and to collaborate with your Cloudflare teammates
- A deep understanding of the Cloudflare Developer Platform and core industry components (and a desire to learn more): The Cloudflare Developer Platform — serverless compute and application development with Workers, Durable Objects, Workers AI, R2, KV, D1, Vectorize, Queues, and Pages. Familiarity with building or architecting applications on a serverless/edge platform is a strong plus
- AI/GenAI application patterns — inference at the edge, RAG, vector databases, and how startups are operationalizing AI initiatives
- HTTP technologies including reverse proxy (e.g., WAF and CDN), forward proxy (secure web gateway), and serverless application development
- Internet security technologies including DDoS and DDoS mitigation, Firewalls, TLS, VPN, DLP
- Networking technologies including TCP, UDP, DNS, IPv4 + IPv6, BGP routing, GRE, SD-WAN, MPLS, Global Traffic Management
- Zero-trust network access (ZTNA & SASE) concepts including identity management and authentication
- Cloud computing technologies such as AWS, GCP, Azure and others
- Some scripting or programming familiarity with one or more of JavaScript/TypeScript, Python, Golang, BASH — enough to read code, build a demo, and converse with engineers (not to ship production software)
- Understanding of, or experience with, regulatory requirements such as FedRAMP, GDPR, PCI DSS, HIPAA, SOC-2, ISO/IEC
- An undergraduate degree in Computer Science, Engineering or a related field. Reminder: this is not a strict requirement at all. Candidates from all walks of life are welcome
- You can translate technical concepts and jargon for a wide variety of audiences: from systems engineers, to front-end developers, through to technical founders and C-levels
- You want to be constantly learning new things and teaching what you've learned to the broader team through internal and external blog posts, team demos, and product training sessions
- You have a knack for understanding problems and finding creative ways to solve them. Our product suite is ever-growing, and knowing how to identify which parts will solve a customer's particular problem is important
- You understand how to manage a project, work to deadlines, and prioritize between competing demands
Company Overview