Operations Manager, Strategic Partnerships

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.

At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.

Cloudflare’s Strategic Partnerships team operates at the intersection of technology, media, and emergent AI business models. We sit at the tip of the spear—bridging what Cloudflare builds with executive market needs, navigating complex ecosystem shifts, and driving "zero-to-one" commercial and strategic initiatives.

We are seeking a Strategic Partnerships Operations Manager to bring structural rigor, operational efficiency, and scalable execution to our team. In this role, you will be the connective tissue between Strategic Partnerships and core internal functions like Product Management, Engineering, Sales, and Product Marketing.

You will design and run the team's operational backbone, build mechanisms to synthesize and scale external feedback back into our product roadmaps, and craft high-impact collateral for new solutions we bring to market. The ideal candidate possesses deep technical fluency, operates with high autonomy, and leverages modern AI tools to scale their impact.

• Design & Scale Team Cadences: Establish project management frameworks, tracking systems, and operational rhythms for the Strategic Partnerships organization to ensure visibility across high-stakes initiatives.
• Workflow Automation: Utilize modern AI tools and automated workflows to centralize partner data, streamline pipeline management, and reduce manual reporting overhead.
• Resource & Initiative Management: Serve as the central point of operational contact, tracking partner milestones, pilot launches, and cross-functional commitments.

• Synthesize Market Signals: Capture, structure, and synthesize qualitative and quantitative insights gathered from key executive partners, publishers, and AI platforms.
• Bridge Strategy, Product, & Sales: Build repeatable feedback loops with Product Management and Engineering to inform product roadmaps based on partner requirements and emerging ecosystem trends.
• Field & Enablement Alignment: Partner with Sales and Go-To-Market teams to ensure partner learnings, tactical objection handling, and market narratives are operationalized across customer-facing teams.

• Collateral Architecture: Create executive-ready product collateral—such as message houses, solution one-sheets, presentation decks, and enablement briefs—to commercialize strategic initiatives.
• Technical Storytelling: Translate complex technical infrastructure, AI Gateway mechanisms, crawler policies, and edge-computing capabilities into clear, compelling narratives for external partners and internal leaders.
• Launch & Pilot Enablement: Coordinate pilot rollouts and partnership launches, ensuring marketing, product documentation, and collateral are aligned for external execution.

• Execution-Driven & Structured: You bring order to ambiguous environment. You enjoy building processes from scratch and making team operations run like clockwork.
• Technically Fluent: You understand modern internet infrastructure, APIs, web crawling, and the AI/LLM ecosystem. You can comfortably engage with product managers and engineers on technical nuances.
• AI-Native Mindset: You actively use AI tools (e.g., ChatGPT, Claude, Gemini, workflow automation agents) in your daily work to multiply your output, synthesize data, and automate routine tasks.
• Master Communicator: You possess exceptional written and visual storytelling skills. You can distill dense technical details into crisp, polished executive collateral.
• Collaborative & Proactive: You thrive in cross-functional matrixed environments. You don't wait for a playbook—you build it while collaborating seamlessly across teams.

• Experience: 5+ years of experience in Business Operations, Strategic Partnerships, Product Marketing, Management Consulting, or Program Management within a high-growth tech environment.
• Technical Aptitude: Demonstrated ability to comprehend complex technical products, platform infrastructure, or developer tools.
• Track Record: Proven success in establishing cross-functional operating models and authoring external customer/partner collateral.
• AI Tooling Proficiency: Experience leveraging AI platforms and automation tools to scale personal and team workflows.
• Location: Based in or willing to work hybrid from Cloudflare’s San Francisco, CA, New York, NY or Austin, TX offices.

This role is eligible to participate in Cloudflare’s equity plan.

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement leave

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: Since 2014, we've equipped more than 2,400 journalism and civil society organizations in 111 countries 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: In 2017, we created the 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. Since the project, we've provided services to more than 425 local government election websites in 33 states.

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!

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs.  More details about this will be available at that stage of the interview process.

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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.