Description

Cloudflare is seeking a Pricing Strategy Director to bring our offerings to life through compelling pricing and packaging strategies.

You will be responsible for developing strategies for our growing portfolio with a specific focus on our eCommerce and product led growth (PLG) activities.  You will collaborate cross-functionally with Product, Sales, Product Marketing, Sales, and Finance to align our organization behind our strategies to solve customer pain and deliver value.   A successful candidate will have a track record of delivering results in a fast-paced and dynamic business environment.  This is an individual contributor role, reporting to the global head of Pricing Strategy.

Job Responsibilities

• Understand the customer journey from initial trial to smaller purchases online to larger purchases through a direct sales team.  Optimize conversion strategies to drive overall growth (reach and revenue).
• Lead development of pricing strategies, incorporating customer willingness to pay, product strategy, competitive differentiation, and financial analysis.
• Analyze sales data, customer data, product usage data, and financial data to uncover actionable insights and build a shared fact base.
• Align the company behind a shared business strategy by collaborating with cross functional teams, including Product, Sales, Product Marketing, Finance, and Operations.
• Collaborate with eCommerce team and Sales team to develop product led growth strategies.  Test, learn, and optimize.  Develop pricing strategies to drive this growth motion (e.g., freemium, free trial, usage-based, tiered packaging).
• Partner closely with Sales to understand sales motion and customer feedback in our effort to build customer value, reduce unnecessary sales friction, and capture a reasonable share of that value.
• Partner closely with Product Management to understand product strategy, product roadmap, and key capabilities.  Support development of product strategy and roadmap with market research.
• Monitor and measure strategies to evaluate growth, uncover friction, and refine strategies over time.
• Present recommendations to leadership (including executive team) to gain alignment and approval of your strategies.

Qualifications

• A minimum 8 years of experience in pricing strategy leading software provider or top tier consulting firm, with at least 2 years of experience in product led growth strategies
• Bachelor’s degree required; MBA preferred
• Able to deconstruct a problem, understand root cause(s), identify and explore solutions, and develop a recommendation
• Excellent communication and influence, both written and oral, across all levels of the organization (executive to manager, multiple functions)
• High level of attention to detail and ability to prioritize multiple projects at once
• Self-motivated and thrives in a fast-paced environment
• Proficient in all applications of Google Suite including Docs and Slides

Compensation

Compensation may be adjusted depending on work location.

• For Colorado-based hires and Washington hires: Estimated annual salary of $187,000 - $229,000.
• For New York City-based and California (excluding Bay Area): Estimated annual salary of $210,000 - $256,000.
• For Bay Area-based hires: Estimated annual salary of $221,000 - $270,000.

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