Director – Pricing Strategy @ Cloudflare

Director – Pricing Strategy

Plg

Posted on 2/16/2023

INACTIVE

1,001-5,000 employees

Website

Web performance & security platform

Company Overview

Cloudflare's mission is to help build a better Internet. The company specializes in providing a content delivery network and DDoS mitigation services.

Locations

Remote in USA

Experience Level

Entry

Junior

Mid

Senior

Expert

Desired Skills

Business Strategy

Marketing

Market Research

Sales

Communications

Financial analysis

Requirements

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

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

About Us

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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!

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

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.

Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.

1.1.1.1: We released 1.1.1.1 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 actual race, 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.