Principal Customer Engineer, Majors
$20k - $50k • Distributed
Posted 9h ago
Job Location
Distributed
Tech Stack
Remote Work Policy
On-site
Categories
Applied AI Engineer
About the job
Cloudflare is seeking builders who are passionate about improving the Internet and possess an AI-native curiosity to create solutions using the latest tools. This role emphasizes iteration and leveraging AI to ship faster and make improvements. The ideal candidate values curiosity over bureaucracy and sees AI as a partner in solving complex problems to advance the Internet. This position is focused on driving technical go-to-market strategy, acting as a trusted technical advisor and architect throughout the customer journey, from pre-sales validation to onboarding, deployment, and lifecycle expansion. The role involves a quota-carrying responsibility, utilizing AI-augmented workflows to focus on high-value architectural design and measurable business outcomes.
Responsibilities
- Partner with Account Executives to lead technical discovery, capture business requirements, and map customer infrastructure to Cloudflare architectures.
- Define, scope, and execute technical evaluations for Proof of Concepts (PoCs).
- Deliver technical presentations and demonstrations showcasing Cloudflare's solutions.
- Address technical objections, security compliance questions, and architectural requirements during the sales cycle.
- Oversee technical onboarding and implementation, serving as the primary engineering contact for customers.
- Design migration and onboarding blueprints tailored to customer environments.
- Monitor customer health scores and telemetry to ensure rapid time-to-value and resolve integration bottlenecks.
- Carry a variable quota tied to new business acquisition and account growth.
- Ensure deep platform adoption, retain revenue, and identify cross-sell/up-sell opportunities.
- Lead technical Quarterly Business Reviews (QBRs) to demonstrate ROI to executives.
- Act as a trusted technical advisor throughout the customer lifecycle, maintaining relationships with key stakeholders.
- Provide thought partnership on architecture, AI control layers, security posture, and deployment confidence.
- Leverage AI agents, LLMs, and internal platforms to automate routine tasks.
- Partner with the Enablement Team to design and govern technical resources.
- Educate internal teams and customers on best practices and technical guides.
Requirements
- Experience in technical validation, customer adoption, and value realization.
- Proven ability to manage commercial accountability and drive expansion opportunities.
- Demonstrated experience as a trusted technical advisor.
- Proficiency in leveraging AI orchestration and workflow automation.
- Experience in education and enablement of technical resources.
- Ability to travel up to 20-50%.