Director, Business Value (Global)

Available Locations: Austin, TX, Denver, CO, Seattle, WA
About the Role:
Cloudflare is seeking a strategic, data-driven, and customer-obsessed Director of Business Value Strategy to lead our global Value Advisory team. This role sits within our Revenue Operations team and plays a pivotal part in driving pipeline growth, customer value realization, and scalable business value practices across our global sales organization.
As the Director, you will define and execute the vision for Cloudflare's value advising program. You will manage a team of Business Value Advisors and partner cross-functionally with Sales Leadership, Marketing, Product, Finance, and Pricing Strategy to influence key customer decisions and unlock growth opportunities. You will lead the development of scalable tools and methodologies that quantify Cloudflare's business impact and help customers navigate complex digital transformation decisions with confidence.
This high-visibility role requires a seasoned value practitioner or consulting leader with strong executive presence, leadership capability, and a proven track record in driving strategic outcomes through business case development and value-based selling.
What You'll Do:

• Team Leadership & Development
  • Build, lead, and mentor a high-performing global team of Business Value Advisors.
  • Foster a culture of excellence, innovation, and collaboration within the team.
  • Establish KPIs and performance goals aligned with GTM and sales outcomes.
• Strategic Value Enablement
  • Develop and scale Cloudflare's business value strategy, including TCO, ROI, and value realization frameworks.
  • Own the creation and continuous improvement of scalable value tools, templates, and self-service frameworks for the global sales organization.
  • Embed business value methodologies into the broader GTM playbook to ensure alignment across all customer segments and regions.
• Executive Engagement & Sales Support
  • Support strategic deals by advising senior stakeholders and C-level executives on the business impact of Cloudflare solutions.
  • Act as an executive sponsor in key customer engagements, helping to accelerate complex enterprise deal cycles through credible and defensible business cases.
• Cross-Functional Collaboration
  • Partner with Product, Marketing, Pricing, and Finance teams to align value propositions with product capabilities and commercial models.
  • Collaborate with Sales Enablement to deliver ongoing training, content, and programs that drive field adoption of value selling.
• Insights & Operational Excellence
  • Lead reporting and analysis of business value assessments to drive insight into trends, ROI benchmarks, and product impact.
  • Establish governance and feedback loops to improve model accuracy, sales effectiveness, and post-sale value tracking.

Qualifications:

• 12+ years of experience in value engineering, business value consulting, or management consulting with deep exposure to enterprise cloud, SaaS, or cybersecurity markets.
• 5+ years of people management experience, preferably leading global or cross-functional teams.
• Strong understanding of cloud economics, TCO/ROI modeling, and digital transformation business drivers.
• Exceptional executive communication and storytelling capabilities; comfortable presenting to C-suite stakeholders.
• Experience building scalable value frameworks and operationalizing value programs in global sales environments.
• Strong analytical and modeling skills with fluency in Excel / Googlesheet, value tools, and reporting platforms.
• Strategic mindset with a bias for action and ability to thrive in a dynamic, high-growth environment.
• Bachelor's degree in Business, Engineering, Finance, or related field; MBA or equivalent preferred; or equivalent experience.

Compensation
Compensation may be adjusted depending on work location.

• For Colorado based hires: Estimated annual Salary of $208,000 - $254,000
• For Washington State based hires: Estimated annual salary of $245,000 - $299,000

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