Senior Director, Pricing & Monetization

Available Locations: Austin, TX, San Francisco, CA
About the Pricing Team
The Pricing & Monetization team is a critical, cross-functional group operating at the intersection of Product, Go-to-Market (GTM), and Finance. We are passionate about driving commercial success by building innovative business models, optimizing the monetization of Cloudflare's product portfolio, and successfully launching new offerings.
We are seeking a visionary and dynamic leader passionate about GTM innovation, commercialization strategy, and program development to join one of the fastest-growing technology companies in the world.
What you'll do
As a Senior Director, Pricing and Monetization, you will structure and lead critical, cross-functional initiatives to implement commercial models that drive growth, maximize revenue and profit potential, and optimize our Go-to-Market motion.

• Strategy & Execution: Drive highly visible projects, working cross-functionally to structure complex problems, analyze opportunities, and deliver data-driven recommendations and impactful results.
• Monetization & GTM: Partner with Sales, Marketing, and Product leaders to define new business models, establish monetization strategies for groundbreaking new offerings, refine packaging and pricing for existing products, and set the vision for future GTM motions and supporting systems..
• Portfolio Optimization: Optimize the product portfolio by creating effective strategies and programs to increase cross-sell and up-sell.
• Governance & Implementation: Guide pricing proposals through Cloudflare's governance process from concept through full implementation.
• Financial Insights: Develop analytical insights in partnership with Finance to inform Cloudflare's overall revenue strategy, including the evolution of consumption-based pricing, customer lifetime value and cohort analysis, and discount optimization.
• Research: Conduct primary research (qualitative customer interviews, quantitative market research) and deliver logically reasoned, data-driven pricing recommendations to achieve strategic and financial goals.

You should possess a deep understanding of both the business and the data, capable of delivering proactive analysis and strategic insights. Strong executive communication, consensus-building capabilities, and a proven ability to thrive in an unstructured, collaborative environment are essential. Experience in management consulting and the technology market is highly valued.
Examples of desirable skills, knowledge and experience
To succeed in this role, you should be a seasoned leader with deep commercial and financial expertise, a passion for technology, and a proven track record of managing high-performing teams.

• Experience: 6-8 years of experience post-MBA in a combination of strategy and business operations within an Enterprise SaaS or technology company. Prior top-tier management consulting and/or corporate strategy experience in a technology company is highly desired.
• Commercialization & Problem Solving: Demonstrated success in commercialization strategy, driving large initiatives from framing the problem and conducting analysis to building business/operational plans and ensuring successful execution.
• Leadership & Coaching: Strong people development and influencing skills. Proven ability to build, lead, mentor, and empower a high-performing team.
• Communication & Collaboration: Excellent communication and interpersonal skills, with the ability to build trust and influence stakeholders at all levels, from individual contributors to executive leadership.
• Analytical Rigor: Strong data handling and financial skills, enabling you to work on sophisticated business issues without supervision and deliver proactive analysis and insights.
• Attitude & Drive: Self-starter with a "Can Do" attitude who thrives in a fast-paced, collaborative, and innovative high-growth environment. Personal interest in technology and Internet services is essential.

Education:

• Master of Business Administration required
• Bachelor's degree in Business, Finance, Engineering or an equivalent

Compensation
Compensation may be adjusted depending on work location.

• For Bay Area based hires: Estimated annual salary of $329,000 - $430,000

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