Principal Leader, Product Growth

Available Locations: US - Remote
About the department
The Self-Serve Team is responsible for Cloudflare's PLG business that serves 6M+ customers across 20% of the internet. We run growth marketing and product experimentation across all product categories including Application Services, Cloudlfare One and Developer Platform, and all Plans such as Free, Pro, Business & Enterprise. We work to grow the business by understanding our customers' needs at every stage of their journey from Awareness to Activation to Expansion and Retention.
What you'll do
Cloudflare's free plan is not only core to Cloudflare's mission, it is also deeply strategic for our business. We are looking for a seasoned PLG leader with expertise in scaling a freemium business so that we can:

• Understand why customers choose (and don't choose) Cloudflare.
• Understand what our free customers love about our experience and where we can improve.
• Use this understanding to help to grow adoption of our free plan.

We are looking for a thoughtful and fast-paced leader who will bring a culture of relentless experimentation to improve the experience for our free customers.
Responsibilities

• Build and execute a plan to meaningfully grow our free customer base.
• Build out a customer insights program that deeply understands our free customers. This should go beyond surface level surveys and aim to really understand what customers love about our free experience and where we can do better.
• Develop a deep understanding of our product usage so that we can continue to increase the value we provided to our free customers.
• Use this understanding to build an ideal customer journey for our free customers.
• Work closely with our partners on the product team to drive towards this customer journey, including improving the signup flow and onboarding experience for our free customers.
• Stay on top of PLG trends and bring industry best practices to our team
• Become an expert in our data and systems. You should develop a fluency with the underlying data for all of our customers & products.
• This is a highly cross-functional role. You will need to be effectively partner with our Product, Marketing, BI, IT, and Sales teams.

Who you are

• Minimum of 10-15 years of product led growth experience at high growth technology companies
• Minimum of 5+ years of leadership experience
• Experience with PLG and data tools like Amplitude, BigQuery, and Iterable.
• Experience with customer survey tools (ideally Qualtrics)
• Strong analytical skills, ideally including proficiency in SQL and Tableau
• Willingness to roll up your sleeves, write queries, and work with large quantities of data.
• Experience driving long term cross-functional projects and thriving as the "glue person". This means you are exceptional at understanding complex problems and designing solutions.
• Just as importantly, you are able to mobilize a cross-functional team to execute the solution.
• You are highly motivated to make Cloudflare and your team successful.
• Demonstrative executive presence and ability to influence at all levels of the organization.
• Excellent verbal and written communication skills.

Compensation
Compensation may be adjusted depending on work location.

• For Colorado-based hires: Estimated annual salary of $192,000 - $234,000
• For New York City, Washington, and California (excluding Bay Area) based hires: Estimated annual salary of $197,000 - $241,000
• For Bay Area-based hires: Estimated annual salary of $206,000 - $252,000

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