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Senior Manager, Solutions Engineer, Named Accounts - North California

July 17, 2026

About the position

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: North California What you’ll do as a Senior Solutions Engineering Manager, Named Accounts As a Senior Solutions Engineering Manager for US Named Accounts at Cloudflare, you will lead a high-performing, geographically distributed team of Solutions Engineers partnering with our most strategic enterprise clients. You will work side-by-side with Enterprise Sales directors, Product Management, Engineering, and Customer Support to drive full-sales lifecycle technical activities and secure revenue targets. We are looking for an empathetic leader with an AI-native curiosity to streamline workflows and a player-coach mindset who isn't afraid to roll up their sleeves and dive into the technical details. Ultimately, you will foster a collaborative, transparent team culture dedicated to turning complex edge security, performance, and serverless challenges into scalable customer successes that help build a better Internet.

Responsibilities

Lead and Scale the US Named Team: Oversee the hiring, technical onboarding, continuous enablement, and pre-sales performance of a highly skilled team of Enterprise Solutions Engineers across the United States.
Drive Strategic Revenue Goals: Partner directly with Named Account Sales Executives and leadership to effectively manage complex sales cycles, coordinate technical proof activities (PoCs), and accurately forecast pipeline progression.
Shadow and Coach Technical Fieldwork: Step into the field as a player-coach to shadow customer engagements, establish technical best practices, and guide your team in breaking down complex concepts into digestible business value.
Champion Cross-Functional Alignment: Build deep operational relationships with Cloudflare's core Product, Engineering, Customer Success, and Support teams to establish reliable escalation pathways and accelerate feature request implementations for top-tier accounts.
Facilitate Hive-Mind Knowledge Sharing: Cultivate internal communication channels to ensure scalable technical solutions, architectural frameworks, and unique team discoveries are seamlessly shared across regional SE teams to prevent repeating mistakes.
Manage Team Health and Morale: Keep a constant pulse on your team's individual capacity, strengths, and career development goals, maintaining an open environment where transparent feedback and critical insights are actively welcomed.
Driving Enterprise Adoption: Accelerating the sales cycle by helping customers move past \"AI hype\" into production-ready, high-ROI use cases.
Technical Excellence: Building a team that is viewed by customers not just as vendors, but as trusted consultants with thorough understanding of AI and how Cloudflare can be positioned to help.

Requirements

Proven Technical Leadership: Minimum of 5+ years of experience directly managing and scaling a pre-sales Solutions Engineering team, coupled with 10+ years of related technology industry experience.
Enterprise Pre-Sales Track Record: A documented history of success driving technical pre-sales within the US Enterprise or Named Accounts market, showing strong alignment with sales methodologies like MEDDPICC.
Deep Architectural Expertise: Strong foundational knowledge of fundamental Internet protocols and cloud architectures, including OSI Model layers 1-7, DNS, BGP, TCP/IP, and SSL/TLS.
Communication: Exceptional ability to demystify complex AI concepts (like fine-tuning vs. RAG, or compute costs) for C-level executives, while remaining highly technical with data scientists.
Oversee the design and delivery of high-impact technical validation events (custom demos, hackathons, and scoped PoCs).
Ensure solutions adhere to enterprise-grade standards regarding AI ethics, data privacy, governance, and latency/cost optimization.
Customer Lifecycle: Clear understanding of the entire customer lifecycle management and ensure the team is properly aligned
Cross-Functional Influence: Demonstrated operational and analytical skills required to influence matrixed organizations, handle critical customer escalations, and manage distributed team resources effectively.
AI/ML Expertise: Proven, hands-on experience with AI/ML frameworks (e.g., PyTorch, TensorFlow), LLM orchestration tools (e.g., LangChain, LlamaIndex), vector databases, and MLOps pipelines.
Cloud & Architecture: Strong understanding of cloud infrastructure (AWS, Azure, or GCP) and how to deploy scalable AI workloads.

Nice-to-haves

Advanced Portfolio Exposure: Familiarity with modern, emerging technical landscapes such as Zero Trust security architectures, serverless computing (Workers), and post-quantum cryptography.
Diverse Domain Background: Prior foundational experience working across overlapping technical disciplines like software engineering, product management, financial consulting, or enterprise project delivery.
Serve as the subject matter expert on Generative AI, Large Language Models (LLMs), MLOps, and data architecture.
The position requires up to 50% travel for attending meetings with prospects or customers, participating in conferences and industry events, and collaborating with Cloudflare colleagues.

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
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...