Senior or Principal Pricing Manager

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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time e join us!

Available Locations:
Austin, TX, San Francisco, CA

The Pricing & Monetization team is a critical, cross‑functional group operating at the intersection of Product, Go‑to‑Market (GTM), and Finance. We are passionate about driving commercial success by building innovative business models, optimizing the monetization of Cloudflare’s product portfolio, and successfully launching new offerings.

We are looking for a dynamic leader interested in GTM innovation, commercialization strategy, and program development to join one of the fastest‑growing technology companies in the world.

As the Sr. Manager / Principal, Pricing and Monetization, you will own and lead product pricing for a key solution area while spearheading cross‑functional initiatives across the entire portfolio. You will help develop insights and commercial models that maximize revenue and profit potential, drive sustained growth, and optimize our Go‑to‑Market motion.

• Strategy & Execution: Lead projects, structuring complex problems, analyzing strategic opportunities, and delivering data‑driven recommendations that translate into measurable, impactful business results.
• Monetization & GTM: Collaborate with leaders in Sales, Marketing, and Product to refine business models, define monetization strategies for new offerings, optimize packaging and pricing for existing products, and help implement future GTM motions.
• Portfolio Optimization: Help to optimize the product portfolio by creating effective strategies and programs to increase cross‑sell and up‑sell.
• Governance & Implementation: Guide pricing proposals through Cloudflare’s governance process from concept through full implementation.
• Financial Insights: Develop analytical insights in partnership with Finance to inform Cloudflare's overall revenue strategy, including the evolution of consumption‑based pricing, customer lifetime value and cohort analysis, and discount optimization.
• Research: Conduct primary research (qualitative customer interviews, quantitative market research) and deliver logically reasoned, data‑driven pricing recommendations to achieve strategic and financial goals.

You should possess a deep understanding of both the business and the data, capable of delivering proactive analysis and strategic insights. Strong executive communication, consensus‑building capabilities, and a proven ability to thrive in an unstructured, collaborative environment are essential. Experience in management consulting and the technology market is highly valued.

To succeed in this role, you should be a seasoned leader with deep commercial and financial expertise, a passion for technology, and a proven track record of managing high‑performing teams.

• Experience: 6+ years of experience in a combination of strategy and business operations within an Enterprise SaaS or technology company. Prior top‑tier management consulting and/or…