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Practising for the listing Principal, Customer Strategy & Storytelling. Its requirements are filled in below. When you have an answer you like, paste it with your CV in Career Mirror to see which of the job's skills it shows.

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Principal, Customer Strategy & Storytelling
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.

Available Locations

• Austin, US

• New York, US

• San Francisco, US

About the Role

The Developer Platform is the fastest growing set of products in Cloudflare. As part of our explosive growth, we are looking for a Principal, Customer Strategy & Storytelling to establish, scale, and architect the stories we tell about the Developer Platform inside and outside the company.

This is a high-impact, foundational individual contributor role within Developer GTM. You will unearth compelling customer transformations, translate complex technical breakthroughs into magnetic narratives, and architect programs that showcase the value of Cloudflare’s developer platform and AI infrastructure to both internal teams and the global ecosystem. As an early member of this team, you will have the autonomy to experiment, to learn what resonates, and to establish scalable operating rhythms and success metrics. Your work will showcase the value of Cloudflare's developer platform and AI infrastructure both internally and to the global ecosystem.

Responsibilities

• Narrative Creation: Identify and develop compelling customer stories demonstrating how Cloudflare’s Developer Platform delivers transformational, measurable outcomes for cutting-edge startups and global enterprises. Build repeatable frameworks for customer identification and story development.Marketing Partnership: Partner with Marketing to bring customer stories to life through long form content, campaign materials, thought leadership, executive presentations, and novel channels.

• Sales & Partner Enablement: Create the first draft of robust enablement assets for technical sales organizations, sellers, and partner networks. Once we see that our stories equip teams to accelerate sales, you will hand off and support.

• Bridging Audiences : Showcase our best technical wins authentically to developer communities while simultaneously translating those into narratives for commercial impact for enterprise buyers and executives.

• Advocacy & Ecosystem Building : Cultivate trusted relationships with strategic customers, executive sponsors, and account teams to build a thriving network of customer champions who amplify Cloudflare's product story.

• Strategic Insights : Surface emerging customer use cases, customer trends, and strategic insights to inform business strategy.

• Impact & Measurement: Measure program effectiveness through customer advocacy participation, storytelling adoption, and commercial impact.

What Success Looks Like

First 30 days:
Establish key relationships, consume an inordinate amount of content about our customers and existing stories, identify a few priority narratives. You’ve shipped your first customer story.

First 6 months:
Translate and distribute your first stories across internal and external channels. Launch a repeatable customer storytelling motion across DevGTM, including the cross-functional processes for identification and engaging account teams. We are hitting a new level of narrative (this is not a case study factory) and telling the story in novel ways. You’ve shipped a way for customer stories to be easier to find for our field teams, and they hit their goals faster because of it.

First year:
Build a scalable customer engagement and storytelling capability that is measurably supporting Dev GTM’s growth. Your partnership is sought after, because it has created such compelling narratives through our field teams, owned channels, and executive voices that our program makes waves in the AI ecosystem.

Desirable Skills, Knowledge, and Experience

At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every single box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply.

• Customer Experience : 8-10 Years Experience in Customer Success, Customer Strategy, Strategic Account Management, or Customer Marketing.

• Customer Presence. Excellent internal and external relationship building and stakeholder management.

• Program Builder. Demonstrated experience working cross functionally to deliver results. Proven success building new programs and processes in fast-growing organizations.

• Technical Fluency: 5+ Years experience working on developer-first products with a highly technical customer base. Comfort working with that audience, telling their stories. An instinct for what will “hit” on Hacker News paired with commercial acumen for enterprise buyers.

• Storytelling Excellence: Exceptional one-to-many (writing, communication, decks) and one-to-one (stakeholder management) communication skills.

• Entrepreneurial Mindset: Comfort navigating ambiguity and driving initiatives independently. A love of the chaos and comfort doing unscalable things.

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area based hires: Estimated annual salary of $164,000 - $200,000

• For NYC based hires: Estimated annual salary of $156,000 - $190,000

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 and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states.

1.1.1.1 : We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

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Requirements found

Marketing Sales Writing

What this posting asks for

Level: Lead / staff — The title says "Principal".

Main responsibilities

Narrative Creation: Identify and develop compelling customer stories demonstrating how Cloudflare’s Developer Platform delivers transformational, measurable …
Sales & Partner Enablement: Create the first draft of robust enablement assets for technical sales organizations, sellers, and partner networks. Once we see …
Bridging Audiences : Showcase our best technical wins authentically to developer communities while simultaneously translating those into narratives for comme…
Advocacy & Ecosystem Building : Cultivate trusted relationships with strategic customers, executive sponsors, and account teams to build a thriving network o…
Strategic Insights : Surface emerging customer use cases, customer trends, and strategic insights to inform business strategy.
Impact & Measurement: Measure program effectiveness through customer advocacy participation, storytelling adoption, and commercial impact.
What Success Looks Like
First 30 days:
Establish key relationships, consume an inordinate amount of content about our customers and existing stories, identify a few priority narratives. You’ve shi…
First 6 months:

Competencies an interviewer will look for

Technical skill Core
In the posting: “Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code.” · “Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S.” · “Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a …”
Show it by: Names the tools, languages or systems used and how; Explains a technical choice and its trade-off.
Customer focus Core
In the posting: “Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individu…” · “As part of our explosive growth, we are looking for a Principal, Customer Strategy & Storytelling to establish, scale, and architect the stories we tell abou…” · “You will unearth compelling customer transformations, translate complex technical breakthroughs into magnetic narratives, and architect programs that showcas…”
Show it by: Puts the customer's need in their own words; Shows a result for the customer, not only for the company.
Planning and organisation Core
In the posting: “Sales & Partner Enablement: Create the first draft of robust enablement assets for technical sales organizations, sellers, and partner networks.” · “Proven success building new programs and processes in fast-growing organizations.” · “This role is eligible to participate in Cloudflare’s equity plan.”
Show it by: Shows how priorities were set when everything was urgent; Mentions deadlines met and how.
Data and analysis Core
In the posting: “As an early member of this team, you will have the autonomy to experiment, to learn what resonates, and to establish scalable operating rhythms and success m…” · “Strategic Insights : Surface emerging customer use cases, customer trends, and strategic insights to inform business strategy.” · “We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.”
Show it by: Uses a number to describe the situation or the result; Explains what the data showed and what was done with it.
Adaptability and learning Core
In the posting: “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.” · “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, y…” · “Entrepreneurial Mindset: Comfort navigating ambiguity and driving initiatives independently.”
Show it by: Describes learning something new quickly and using it; Shows a change of plan and how they adjusted.
Stakeholder management Core
In the posting: “Build repeatable frameworks for customer identification and story development.Marketing Partnership: Partner with Marketing to bring customer stories to life…” · “Bridging Audiences : Showcase our best technical wins authentically to developer communities while simultaneously translating those into narratives for comme…” · “Advocacy & Ecosystem Building : Cultivate trusted relationships with strategic customers, executive sponsors, and account teams to build a thriving network o…”
Show it by: Shows how they aligned people with different goals; Explains how they handled a 'no' from someone senior.
Teamwork and collaboration Core
In the posting: “Build repeatable frameworks for customer identification and story development.Marketing Partnership: Partner with Marketing to bring customer stories to life…” · “Launch a repeatable customer storytelling motion across DevGTM, including the cross-functional processes for identification and engaging account teams.”
Show it by: Says what they did inside a team, not only what 'we' did; Shows how a disagreement was handled.
Ownership and accountability Core
In the posting: “As an early member of this team, you will have the autonomy to experiment, to learn what resonates, and to establish scalable operating rhythms and success m…” · “Entrepreneurial Mindset: Comfort navigating ambiguity and driving initiatives independently.”
Show it by: Takes a task from start to finish without being chased; Owns a mistake and what was changed after it.
Problem solving Supporting
In the posting: “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, y…”
Show it by: Describes a real problem, the options considered and the one chosen; Shows how the cause was found, not just the fix.
Communication Supporting
In the posting: “Storytelling Excellence: Exceptional one-to-many (writing, communication, decks) and one-to-one (stakeholder management) communication skills.”
Show it by: Adapts the message to the listener; Gives an example of explaining something clearly in writing or speech.
Leadership and mentoring Supporting
In the posting: “Build repeatable frameworks for customer identification and story development.Marketing Partnership: Partner with Marketing to bring customer stories to life…”
Show it by: Describes setting direction or a standard others followed; Names someone they coached and what changed for them.

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Practice questions

Tell me about yourself. Dedicated step-by-step practice.
If an interviewer asks something improper How to respond to questions about age, family, origin or health.
Built from this posting (8):
Walk me through a piece of work where you used your strongest technical skill. What exactly did you do? From this posting
Describe a time you went out of your way to solve a customer's problem. From this posting
You have three urgent tasks due today and time to finish only two. How do you decide? From this posting
Tell me about a time you used data or numbers to make a decision. From this posting
How have you used marketing in your work? Walk me through one real example. From this posting
Tell me about a problem you solved using sales. From this posting
Tell me about a time you helped someone on your team get better at their work. From this posting
Tell me about a difficult problem you solved at work. How did you find the cause? From this posting
This posting reads as Software engineering: its questions come first.
Tell me about the hardest bug you have tracked down. How did you find the cause? Software engineering
Describe a technical design decision you made and the trade-off behind it. Software engineering
Tell me about a time you disagreed with a teammate in a code review. Software engineering
Production is down and you are the first engineer to notice. What do you do in the first 30 minutes? Software engineering
How do you decide what to test before you ship a change? Software engineering
Walk me through a feature you built from start to finish. What tools and languages did you use? Software engineering
Tell me about a time you helped a less experienced engineer get unstuck. Software engineering
Your estimate for a feature turns out to be badly wrong halfway through. What do you do? Software engineering
Tell me about a sale or agreement you are proud of.
Describe a time you handled an upset customer or colleague.
Tell me about a time you had several deadlines at once. How did you decide what to do first?
Give an example of a mistake you caught before it caused a problem.
Tell me about a time you taught someone how to do something.
Describe a time you took the lead without being asked.
Tell me about a time you had to explain something complicated in simple terms.
Describe a process you improved.
Do you have any questions for us?
Why do you want to work here?
Why is there a gap in your employment? Difficult question
Why did you leave your last job? Difficult question
Why are you changing careers? Difficult question
What is your greatest weakness? Difficult question
What are your salary expectations? Difficult question
You seem overqualified for this role. Why do you want it? Difficult question
Improper-question practice: How old are you? / Do you have children? / Where are you from originally?
A customer is angry about a delay you did not cause. What do you do?
How do you keep track of many open customer requests?
Tell me about a time you could not give a customer what they wanted.
You find that the inventory count does not match the system. What do you do?
Tell me about a time a shipment or delivery went wrong.
How do you make sure safety rules are followed on a busy shift?
Two managers ask you to book the same room at the same time. What do you do?
How have you used spreadsheets in your work?
Tell me about a time you had to enter or check a lot of data accurately.
A prospect says your price is too high. How do you respond?
How do you keep your pipeline organised?
Tell me about a technical problem you solved on your own.
You find a bug right before a release. What do you do?
Walk me through how you would check whether a report's numbers are right.