About Us 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. Principal Solutions Engineer.

Responsibilities

As a Solutions Engineer, you will serve as the advanced technical lynchpin through the entire sales cycle, orchestrating complex enterprise-grade engagements across both pre- and post-sales phases. You will act as an authoritative trusted advisor and technical customer advocate within Cloudflare, working closely with Account Executives, Product Management, Engineering, and Customer Success. Your mission is to find best-fit architectures for high-value prospects, guide major enterprises to their "time to first value," and design custom validation approaches for unvalidated complex scenarios.

You will work closely with our Enterprise prospects and customers to educate, empower, and ensure their success on the Cloudflare platform. Technical Validation Custom Architecture: Define technical success criteria collaboratively with customers and align technical validation activities directly to customer outcomes. Technical Strategic Ownership: You will take lead on the technical partnership with your accounts, maintaining deep proficiency in Cloudflare’s portfolio to effectively communicate our strategic value within high-complexity enterprise initiatives.

, MEDDPICC and BANT). Lead tailored product demonstrations and proofs-of-concept (PoCs) to secure the technical win. Enterprise Account Planning Deal Execution: Actively participate in account planning, stakeholder mapping, and multi-product roadmap development to expand footprint and drive upsell velocity in enterprise accounts.

Maintain a strong presence in opportunity reviews and pipeline management (Salesforce). Customer Advisory Strategic Guidance: Partner with existing clients as a dedicated account advisor, providing technical best practices on the implementation of Cloudflare products and strategic guidance on internet security, performance, and future-proofing architectures. Cross-Functional Ecosystem Collaboration: Develop deep relationships across Sales, Product, Engineering, and Support to coordinate feature requests/escalations and deliver robust ecosystem integrations.

Collaborate actively with external channel and alliance partners to expand territory footprint.