This is a high-ownership, high-impact role where strategic thinking and swift execution directly translates into scalable commercial success. We're looking for someone with a strong background in tech sales and business development, with a keen understanding of developer-centric products or at minimum, a desire to learn the space.

The best candidate will be someone who can zoom out and understand market trends and business objectives, but also run sales calls, build content, maintain deal trackers, provide enablements, and more. This is an ideal opportunity for someone who thrives in fast-paced environments, has seen success in sales roles, and can navigate multiple priorities across cross-functional teams.

As a Developer Platform Deal Strategist, you will:

• Support Complex Deals: Provide strategic guidance and direct support to sellers on complex, high-value Developer Platform deals, helping structure proposals, pricing, and terms to meet both customer needs and Cloudflare's business objectives.

• Evangelize and Co-Sell: Join customer and partner calls to provide guidance on workloads, products, commercial structures, and the overall value proposition of the Developer Platform.

• Optimize Deal Workflows: Partner with Sales, Legal, Finance, and Product teams to streamline the deal review, approval, and contracting processes, ensuring efficiency and scalability for Developer Platform transactions.

• Develop Pricing Strategies: Collaborate with Product and GTM teams to refine and implement pricing strategies, packaging, and licensing models that align with the value proposition of Developer Platform products and encourage adoption and expansion.

• Enable Sales Teams: Develop and deliver training, playbooks, and best practices for the sales organization on how to effectively position, price, and negotiate Developer Platform solutions.

• Analyze Deal Performance: Monitor and analyze deal trends, win/loss rates, and pricing effectiveness to identify opportunities for improvement and inform future commercial strategies.

• Market Feedback Loop: Act as a conduit between sales teams and product/GTM, funneling market insights and customer feedback on pricing, packaging, and commercial terms to inform product roadmap and GTM strategies.

• Program Support: Support strategic programs like Cloudflare for Startups and the Workers Launchpad accelerator from a deal strategy and commercialization perspective.

• Strategic Vision Contribution: Contribute to the long-term strategic vision for Developer Platform commercialization, including market segmentation, sales motion optimization, and competitive positioning.

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Responsibilities:

• Collaborate with AI platform developers, security architects, and internal stakeholders to distill feature asks, gather feedback, and ensure product-market fit for AI agent identity.
• Define and own the product strategy and roadmap for AI agent-specific capabilities, including agent-to-agent authentication and delegated authority.
• Identify and prioritize the development of new features such as dynamic session management for AI, "on-behalf-of" token exchange, and agent-specific audit logs.
• Work closely with engineering and architecture teams to define protocols (e.g., extensions to OAuth/OIDC) and deployment models that align with modern AI orchestration frameworks.
• Drive cross-functional execution with design, engineering, and documentation teams to deliver high-quality features on time.
• Track industry trends in LLMs, agentic frameworks (e.g., LangChain, AutoGPT), and emerging AI security standards to develop differentiated solutions.
• Leverage product data to continually improve agent lifecycle management and drive adoption within the developer community.
• Serve as the subject matter expert for AI Identity, enabling marketing and technical sales teams with the tools needed to position Okta for AI use cases.

Required Experience:

• 5+ years of technical product management experience in enterprise-scale SaaS products, or an equivalent background demonstrating core PM competencies.
• Strong knowledge of Identity and Access Management (IAM) protocols such as OAuth2, OIDC, and SAML.
• Hands-on experience with AI/ML frameworks or building products that leverage Large Language Models (LLMs).
• Analytical and decisive: Ability to drive action even with incomplete or ambiguous information in the rapidly evolving AI landscape.
• Excellent communication skills: Ability to work cross-functionally with research, design, engineering, and customer success teams.
• Technical background: Bachelor’s degree in Computer Science, Computer Engineering, or equivalent experience that allows you to influence technical design decisions.

Preferred Experience:

• Experience with developer-centric products, such as building with SDKs, APIs, or no-code/low-code integration platforms.
• Familiarity with Zero Trust architecture and how it applies to non-human entities and automated workloads.
• Prior experience in a "Zero to One" product environment, launching new products from initial concept to GA.
• Advanced degree in a technical or business field.

Annual Salary Range: $146,000-$200,000 CAD

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