The Challenge
Cloudflare's Developer Platform is reshaping how builders create AI-native applications. As Director of Growth Programs, you'll architect the ecosystem strategy that makes Cloudflare the default launchpad for every student, founder, and innovator globally.
Your Mission
Map and prioritize high-leverage partnership channels (top 20 educational institutions, accelerators, VC firms) with clear TAM and engagement models
Design and launch 2-3 pilot partnership programs (e.g., university ambassador network, startup accelerator bundle) with success metrics
Establish baseline metrics for developer acquisition funnel and identify top 3 levers for top-of-funnel growth
Build operating rhythm with Developer GTM leadership and align cross-functional stakeholders (product, marketing, content, partnerships)
Scale 3 pilot programs to 50+ active partners, driving 15K+ qualified developer signups with measurable conversion to paid accounts
Launch integrated ecosystem content strategy (case studies, guides, webinars) that drives 40% increase in organic developer discovery
Establish strategic partnerships with 5+ major VC firms and 10+ top accelerators, embedding Cloudflare into their standard tech stacks
Build repeatable partner onboarding and success playbooks that reduce time-to-value by 60% and improve partner NPS above 50
KPIs You'll Own
Developer Signups via Ecosystem
Track qualified developer signups attributed to partnership channels monthly, with cohort retention at 30+ days.
Partner Activation Rate
Percentage of signed partnerships actively referring developers and building with Cloudflare tools.
Top-of-Funnel Cost per Developer
CAC via partnership channels vs. paid marketing to justify ecosystem investment.
Partnership Revenue Influence
ARR influenced by ecosystem partnerships within 12-month cohort lookback.
Content Performance
Organic traffic, shares, and backlinks from ecosystem-focused content pieces.
Tools & Stack
Your Team
Your Manager
Head of Developer GTM
Current Team
Startup-stage team; likely 3-5 growth marketers, content creators, and partnership coordinators reporting to or collaborating with this role
New role-Director-level hire to scale and systematize partnership ecosystem
The Package
Salary
$200K-$260K base
Variable
15-20% target bonus tied to partnership metrics and developer acquisition
Equity
0.05-0.15% stock options (estimated for director-level at scaled startup)
Remote
On-site in Austin, TX (with optional access to New York or San Francisco offices)
Benefits & Perks
Company Intelligence
Cloudflare operates one of the world's largest networks, protecting and accelerating millions of websites and applications globally. The Developer Platform (Workers, Workers AI, R2, KV) empowers builders to deploy globally at scale without hardware or code changes. Culture prioritizes curiosity, AI-native thinking, and shipping fast over perfect roadmaps.
Founded
2009
Team Size
3000+
Funding
Public (NYSE: NET)
Customers
Millions of websites, SMBs to Fortune 500 companies
Culture
Builders over bureaucracy. Values iteration, AI partnership, and lifting up the entire team. Ranked Top Company Culture (Entrepreneur) and Most Innovative (Fast Company).
Is This Role For You?
- You've built and scaled 5+ strategic partnerships that drove measurable top-of-funnel growth and revenue at a B2B SaaS or developer-focused company
- You understand the developer ecosystem deeply: you know where students, founders, and indie builders discover tools and why they choose one platform over another
- You're comfortable operating in ambiguity; you can take a blank canvas (ecosystem strategy) and build the playbook from first principles
- You're a connector and storyteller who can inspire partners to evangelize Cloudflare, not just integrate it
- You obsess over metrics: CAC, activation, retention, and attribution tie every decision you make
- You need a fully scoped roadmap and clear org structure; this is a startup-within-a-startup with lots of undefined space
- You're a traditional corporate partnership manager focused on legal contracts and governance; this role rewards scrappy experimentation
- You lack direct P&L ownership experience or can't tie partnerships back to revenue and user growth in measurable ways
Interview Process
Screening Call (30 min)
Head of Developer GTM explores your partnership strategy experience and fit with Cloudflare's culture.
Deep Dive Case Study (60 min)
Walk through a partnership program you've built: strategy, execution, metrics, learnings. Expect detailed questions on ROI.
Ecosystem Strategy Workshop (90 min)
Whiteboard exercise: design a developer acquisition strategy for Cloudflare's platform using partnerships. Present to 2-3 cross-functional leaders.
Executive Panel (45 min)
Meet with Head of Developer GTM, VP Marketing, or equivalent. Discuss vision for developer platform dominance and cultural fit.
Reference Calls (async)
2-3 calls with prior partners, managers, or stakeholders who can speak to your execution and relationship-building.
Ready when you are
Interested in this role?
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About Growth Marketing roles
Growth marketers drive user acquisition, activation, and retention through data-driven experimentation. They sit at the intersection of product, data, and marketing — running A/B tests, building funnels, and scaling what works.