Head of Pricing & Monetization

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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

Cloudflare is looking for an experienced leader to lead the Pricing & Monetization function at Cloudflare. The VP of Pricing will lead the company’s pricing strategy, manage our deal desk and oversee our monetization initiatives. The ideal candidate will possess deep knowledge of evolving SaaS pricing models, contract structures, and a strategic vision for pricing across multiple product lines in businesses over $1B in revenue. The Pricing team is at the center of how we build and get our products into the market. This is a great opportunity for a seasoned pricing leader to help us scale to the next level.

Responsibilities include:

1. Strategic Pricing and Monetization Leadership:

• Develop and maintain the pricing strategy that aligns with company objectives and adapts to market trends. Be able to innovate on packaging of products to enhance competitive positioning and revenue growth
• Operationalize pricing changes and market insights in an efficient manner
• Oversee the global deal desk and ensure operational excellence and market competitiveness

• Lead the pricing team; set clear priorities and objectives, ensure high-quality deliverables, and foster continuous professional development.
• Define and evaluate key performance indicators to track pricing performance and enable continuous improvements.

• Partner closely with product managers, product marketing, sales, finance, IT and the executive team to guide monetization decisions
• Support strategic deal structuring and execution to drive significant sales initiatives.

• Conduct market research, both qualitative and quantitative, to inform pricing adjustments and new monetization opportunities. Create and maintain benchmarks, leveraging institutional knowledge across the company in a centralized and scalable manner.

• Oversee and enhance governance in pricing processes to manage risk effectively. Define and implement commercial policies, including segmentation, discount/promotions management, and strategic price agreements, ensuring compliance with relevant laws and regulations.

Requirements

• 10+ years of experience in strategy consulting, product management, or corporate strategy, including developing and implementing monetization and pricing strategies with significant experience working with SaaS business models
• Experience working with bundles and selling multiple product lines to many customer segments, globally
• Optimize pricing, packaging, and contracting strategies to enhance Cloudflare’s growth, profitability, and competitive positioning
• High aptitude to learn quickly, provide critical thinking on new and unknown tasks, and work well under pressure with appropriate attention to detail
• Excellent leadership and communication skills, both written and verbal. Be a great boss to your team while also being a strong leader cross-functionally. You show up to business discussions with a point of view and can quickly iterate on any input

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.

1.1.1.1: We released1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actualrace, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.