Job Description:

At Cloudflare, we are on a mission to help build a better Internet. We protect and accelerate any Internet application online without adding hardware, installing software, or changing a line of code.

The Solution Engineering organization is responsible for the technical sale of the Cloudflare solution portfolio, ensuring maximal business value, fit-for-purpose solution design and adoption roadmap for our customers.

As a Senior Solutions Engineer, Majors Accounts, you will be a customer-facing technologist within the Cloudflare Solutions Engineering team. You will have strong experience in large account pre-sales management as well as excellent verbal and written communications skills suited for executive-level engagement.

Your role will be to build passionate champions within the technology ranks at your accounts, drive sales for identified opportunities, and leverage your relationships with these technical champions to build a revenue pipeline where no opportunities yet exist.

Responsibilities:

• Build and maintain long-term technical relationships with the technical buyers (executives, managers, and individual contributors) at your assigned accounts, becoming a trusted advisor to those stakeholders.
• Deeply understand the business-critical issues that your accounts are facing, and provide meaningful solution designs to facilitate technical validation of Cloudflare as a part of the customer's infrastructure, including the coordination of Cloudflare colleagues throughout the sales and procurement cycle.
• Identify and drive technical conversations in every possible line of business within the accounts, engaging key technical buyers with the purpose of uncovering new areas of potential revenue & showing value to all possible parts of your accounts.
• Empower customers in their security and network transformation journeys, helping them to define strategies and architect necessary security controls aligned with Cloudflare product suites.
• Be the voice of the customer internally at Cloudflare, engaging with and influencing Cloudflare's Product and Engineering teams to meet your customers' needs.
• Represent and evangelize Cloudflare externally at Developer, Community, Technology, Cybersecurity, and other industry events with thought leadership and expertise.

Qualifications:

• Polished communication and executive presentation skills with the ability to drive a discussion with a broad range of stakeholders (from the web developer to the CISO).
• Relationship building: a proven track record of building deep technical relationships with engineers and senior executives in large and strategic accounts.
• Experience managing various stakeholder relationships to build consensus on security solutions/projects.
• Experience managing technical sales within large accounts.
• Developing champion-style relationships
• Driving technical wins
• Assisting with technical validation
• A deep understanding of core industry components of Cloudflare solutions (and a desire to learn more):
• Internet security technologies including DDoS and DDoS mitigation, Firewalls, TLS, VPN, DLP
• Networking technologies including TCP, UDP, DNS, IPv4 + IPv6, BGP routing, GRE, SD-WAN, MPLS, Global Traffic Management
• HTTP technologies including reverse proxy (e.g., WAF and CDN), forward proxy (secure web gateway), serverless application development
• Zero-trust network access (ZTNA & SASE) concepts including identity management and authentication
• Cloud computing technologies such as AWS, GCP, Azure, and others
• Some scripting or programming experience with one or more of JavaScript, Python, Golang, BASH
• Understanding of, or experience with, regulatory requirements such as FedRAMP, GDPR, PCI DSS, HIPAA, SOC-2, ISO/IEC.

Compensation:

For San Francisco-based hires: Estimated annual salary of $244,000 - $336,000.

Los Angeles-based hires: Estimated annual salary of $234,000 - $321,000.

This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation 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

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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.

As a Senior Solutions Engineer, you will be a customer-facing technologist within the Cloudflare Solutions Engineering team. You will have strong experience in large account pre-sales management as well as excellent verbal and written communications skills suited for executive-level engagement.

You will work within a high-profile pursuit team dedicated to certain strategic accounts, working closely with the strategic account executives attached to these accounts. Your role will be to build passionate champions within the technology ranks at your accounts, drive sales for identified opportunities, and leverage your relationships with these technical champions to build a revenue pipeline where no opportunities yet exist.

Key Responsibilities:

• Build and maintain long-term technical relationships with the technical buyers (executives, managers, and individual contributors) at your assigned accounts, becoming a trusted advisor to those stakeholders.

• Deeply understand the business-critical issues that your accounts are facing, and provide meaningful solution designs to facilitate technical validation of Cloudflare as a part of the customer’s infrastructure, including the coordination of Cloudflare colleagues throughout the sales and procurement cycle.

• Identify and drive technical conversations in every possible line of business within the accounts, engaging key technical buyers with the purpose of uncovering new areas of potential revenue & showing value to all possible parts of your accounts.

• Empower customers in their security and network transformation journeys, helping them to define strategies and architect necessary security controls aligned with Cloudflare product suites.

• Be the voice of the customer internally at Cloudflare, engaging with and influencing Cloudflare’s Product and Engineering teams to meet your customers’ needs.

• Represent and evangelize Cloudflare externally at Developer, Community, Technology, Cybersecurity, and other industry events with thought leadership and expertise.

Desirable Skills, Knowledge, and Experience:

• Polished communication and executive presentation skills with the ability to drive a discussion with a broad range of stakeholders (from the web developer to the CISO).

• Relationship building: a proven track record of building deep technical relationships with engineers and senior executives in large and strategic accounts.

• Experience managing technical sales within large accounts.

• Developing champion-style relationships

• Driving technical wins

• Assisting with technical validation

• A deep understanding of core industry components of Cloudflare solutions (and a desire to learn more):

• Internet security technologies including DDoS and DDoS mitigation, Firewalls, TLS, VPN, DLP

• Networking technologies including TCP, UDP, DNS, IPv4 + IPv6, BGP routing, GRE, SD-WAN, MPLS, Global Traffic Management

• HTTP technologies including reverse proxy (e.g., WAF and CDN), forward proxy (secure web gateway), serverless application development

• Zero-trust network access (ZTNA & SASE) concepts including identity management and authentication

• Cloud computing technologies such as AWS, GCP, Azure, and others

• Some scripting or programming experience with one or more of JavaScript, Python, Golang, BASH

• Understanding of, or experience with, regulatory requirements such as FedRAMP, GDPR, PCI DSS, HIPAA, SOC-2, ISO/IEC

Compensation

For Maryland-based hires: Estimated annual salary of $208,000 - $254,000.

For New York City, New Jersey, and Washington D.C.-based hires: Estimated annual salary of $211,000 - $254,000.

This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan.

The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

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: 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 available,

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You'll own critical systems like Google Workspace, Kandji MDM, and the integrations that connect them, ensuring our infrastructure is secure, scalable, and reliable. This isn't a role where you only work on green-field projects. You'll balance strategic systems work with hands-on support during high-volume periods or when the team needs coverage, bringing a pragmatic approach to both infrastructure improvements and day-to-day operations.

Overview of responsibilities, ownership, and expertise:

Technical Skills:

• Drive configuration, optimization, and security hardening of enterprise systems including Google Workspace, Kandji MDM, and critical SaaS integrations
• Build automated provisioning workflows using SCIM, API integrations, and identity management platforms to streamline user lifecycle processes

Complexity and Impact of Work:

• Lead technical design and implementation of enterprise system integrations, ensuring scalability, security, and compliance with organizational standards
• Manage device management infrastructure including MDM policies, hardware provisioning workflows, and endpoint security configurations

Organizational Knowledge:

• Collaborate with Security and the broader Enterprise Technology teams on system audits, compliance requirements, and infrastructure improvements
• Deliver reliable systems administration and provide escalated technical support during high-volume periods or when IT Support coverage is needed

Communication and Influence:

• Listen to stakeholder needs and translate them into technical solutions that balance security, usability, and operational efficiency
• Contribute technical documentation, system architecture guidance, and knowledge sharing to elevate the team's capabilities

You may be a fit for this role if you have:

• 4+ years managing enterprise identity and systems platforms (Google Workspace, Okta, Azure AD, or similar) with deep hands-on configuration experience
• Strong expertise with MDM platforms (Kandji, Jamf, Intune) including policy management, device provisioning, Chrome OS management, and security configurations
• Proven experience implementing SSO integrations (SAML, OIDC) and SCIM provisioning across multiple SaaS applications
• Track record of building automations and integrations that reduce manual administration work, whether through APIs, scripting, or platform-native tools

Although not a requirement, bonus points if:

• Scripting or programming experience (Python, JavaScript, Bash) for custom integrations and automation
• Experience with Google Workspace API, Okta API, or other enterprise platform APIs for advanced automation
• Previous experience in fintech, crypto, or highly regulated industries

Additional Information About Anchorage Digital:

Who we are The Anchorage Village, what we call our team, brings together the brightest minds from platform security, financial services, and distributed ledger technology to provide the building blocks that empower institutions to safely participate in the evolving digital asset ecosystem.

As a diverse team of more than 600 members, we are united in one common goal: building the future of finance by providing the foundation upon which value moves safely in the new global economy.

Anchorage Digital is committed to being a welcoming and inclusive workplace for everyone, and we are intentional about making sure people feel respected, supported, and connected at work,regardless of who you are or where you come from.

We value and celebrate our differences and we believe being open about who we are allows us to do the best work of our lives.

Anchorage Digital is an Equal Opportunity Employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or veteran status.

Anchorage Digital considers qualified applicants regardless of criminal histories, consistent with other legal requirements.

“Anchorage Digital” refers to services that are offered either through Anchorage Digital Bank National Association, an OCC-chartered national trust bank, or Anchorage Lending CA, LLC a finance lender licensed by the California Department of Financial Protection and Innovation, License No. 60DBO-11976, or Anchorage Digital Singapore Pte Ltd, a Singapore private limited company, all wholly-owned subsidiaries of Anchor Labs, Inc., a Delaware corporation.

Protecting your privacy rights is important to Anchorage Digital, and we work to maintain the trust and confidence of our clients when handling personal or financial information. Please see our privacy policy notices here.

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