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Senior Customer Engineer- (AI & Start-Ups). Los Angeles

Cloudflare· Solution Engineering
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Hybrid (Los Angeles)Full-timePosted 3mo ago

About the role

Senior Solutions Engineer within the Digital Native/AI & Start-Ups segment, focused on pre-sales technical discovery, architecture discussions, demos, PoCs, and evangelism of the Cloudflare Developer Platform to developers, startups, and CTOs.

Responsibilities

  • Lead technical discovery within the cloud-developer vertical — asking the right questions to uncover how a customer builds, what they're trying to ship, and where Cloudflare fits.
  • Engage early and often: join sales-led discovery calls from the outset, help qualify deals from the get-go, and stay embedded with customer teams (including in their Slack channels and working sessions) throughout the cycle.
  • Identify and map customer initiatives and business problems — especially around new product development and AI initiatives — to the Cloudflare platform.
  • Build relationships and technical champions within customer accounts, from founding engineers and developers up to the CTO.
  • Develop and present tailored technical content and demos for both hands-on developer audiences and senior technical leadership.
  • Lead demo and proof-of-concept / build activities for Cloudflare prospects and customers.
  • Evangelize the Cloudflare Developer Platform (Workers, Workers AI, Durable Objects, R2, D1, KV, Vectorize, Queues, Pages and more) — encouraging customers to build on Cloudflare.
  • Demonstrate expertise through creation of professional content (reference architectures, demos, blog posts) and external speaking.
  • Represent Cloudflare at Developer, Community, Technology and Industry events with thought leadership.
  • Apply in-depth vertical knowledge or domain expertise and advise on best practices.

Qualifications

  • Previous experience as a Solutions Engineer or other customer-facing technical role, ideally selling to or working with developer-led, cloud-native, or startup organizations.
  • A genuine "builder" mindset and curiosity; ability to speak engineers' language credibly without daily hands-on coding.
  • Strong technical discovery instincts; ability to draw out requirements and qualify fit early.
  • Mix of pre-sales/technical sales experience; comfortable operating in an agile, fast-moving environment (Slack channels, early-stage calls, rapid iteration).
  • Solid written and verbal communication skills; ability to converse with hands-on developers and CTOs.
  • Ability to manage multiple projects concurrently; high initiative and urgency.
  • Experience building web applications or contributing to web applications with empathy for developers.
  • Executive-level communication and presentation skills; ability to drive discussions with diverse stakeholders (developers to CTO/CISO).
  • Proven track record of building deep technical relationships with engineers and technical founders; experience managing technical sales within accounts.
  • Bachelor's Degree or equivalent in Computer Science, Engineering, or related field (not strictly required).
  • Willingness to travel up to 25-30% for meetings, conferences, and collaboration.

Skills

Required:Technical discovery and needs gatheringPre-sales / technical sales experienceCommunication and presentationStakeholder management

Benefits

  • Compensation may be adjusted depending on work location.
  • For San Francisco based hires: Estimated annual salary of $231,000 - $300,000+
  • Los Angeles based hires: Estimated annual salary of $221,000 - $267,000.
  • Salary is a mix of base & Commission for a total OTE.
Last updated Aug 26, 2026. Interested? Apply on the company site.

About Cloudflare

Connect, protect, and build everywhere | Cloudflare

Make employees, applications and networks faster and more secure everywhere, while reducing complexity and cost.

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