Director, Business Value (Global)

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 at Cloudflare. Come join us! 

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 cr