The Impact You’ll Be Contributing to Moloco:

Moloco’s Growth Data Science team leverages data and experimentation to uncover growth opportunities for our customers — helping them acquire more valuable users at a lower cost. As a Team Lead, you will manage and mentor a team of data scientists while also taking on hands-on data science work - providing the opportunity to both shape team strategy and stay close to customer impact.

This team focuses on supporting gaming companies in China, working directly with premium clients to optimize their user acquisition campaigns and scale their growth with Moloco’s machine learning–powered advertising platform.

What You’ll Do

Team Leadership:

• Lead, coach, and develop a team of high-performing data scientists, fostering growth in both business and technical know-how.
• Set priorities, review work quality, and ensure impactful delivery aligned with Moloco and client objectives.
• Collaborate closely with global stakeholders across Sales, Product, Engineering and Go-To-Market teams to bring customer needs into Moloco’s broader growth and product strategies.

Strategic customer support:

• Partner with Sales teams to develop compelling growth narratives, join client meetings, and present insights to C-level stakeholders at leading gaming companies.
• Design, run, and analyze experiments to support campaign optimization.
• Generate insights and provide actionable recommendations to improve UA efficiency, engagement, and retention for gaming clients.
• Verifying the data we obtain from ad exchanges and mobile-app tracking solutions to confirm our campaign models are trained with the most accurate engagement data.

What We’re Looking For

Minimum Requirements:

• 7+ years of experience in data science, analytics, or related roles, including hands-on use of Python and SQL.
• Proven experience designing and running experiments (A/B testing, causal inference, etc).
• Strong statistics foundation (experimental design, hypothesis testing, regression, time-series analysis).
• Fluent in Mandarin Chinese and English, with excellent communication skills (verbal, written, and presentation).
• Experience working directly with clients, especially in campaign or growth optimization contexts.
• Strong collaborator with experience working across global, cross-functional teams.
• Demonstrated ability to own projects end-to-end and think strategically while executing tactically.
• Master’s degree in a quantitative field (or equivalent practical experience).

Preferred Qualifications:

• Prior people management experience leading technical teams (managing data scientists or analysts).
• Deep familiarity with the gaming industry and user acquisition strategies.
• Willingness to travel occasionally within China to meet with clients.

The Impact You’ll Be Contributing to Moloco:

• Data Science and Analytics (DSA) is a global team of data scientists and analysts. As a Data Scientist, Growth Analytics intern, you will work with data products, e.g. raw data, campaign facts, growth insights to help customers improve campaign performance and maximize their business goals with Moloco.

The Opportunity:

• Moloco Data Scientist, Growth Analytics interns contribute in the following areas, all while working cross-functionally to help meet our client’s needs and advance our machine learning models. 
  • Data Analysis: data gathering, analysis and effective communication of presentations and recommendations to multiple levels of stakeholders. You’ll be responsible for creating custom visual displays of quantitative information through writing queries, scripts, and developing automated reports and dashboards to provide insights at scale.
  • Data validation: verifying the data we obtain from ad exchanges and mobile-app tracking solutions to confirm our campaign models are trained with the most accurate engagement data.
  • Campaign optimization: engaging in the life cycle of campaigns, from monitoring  daily performance to partnering with sales teams on bespoke analysis for clients.
  • Business Collaboration: collaborate with key stakeholders to help Moloco focus on decisions that improve our products and services, with a focus on client growth.  

How Do I Know if the Role is Right For Me?

• Current student in a Bachelor's or Master’s program and able to complete an internship of at least 6 months.
• Statistics: must have strong knowledge and experience in experimental design,  hypothesis testing, and various statistical analysis such as regression or time-series analysis.
• Programming: experience in Python and SQL is required.
• Comfortable balancing multiple projects simultaneously and effectively prioritizing work based on business needs.
• Excellent verbal and written communication skills, with ability to present information and analysis results effectively to technical and less technical stakeholders..
• Ability to build positive relationships within the data science & analytics community, as well as with our business stakeholders and clients.
• Work effectively with cross-functional and cross-cultural partners.
• Have an interest in data, metrics, analysis, and trends from the mindset of helping a customer-centric business. Know when to apply statistical measurement vs 80-20 analysis for business growth.
• Ability to manage multiple projects at the same time while paying attention to detail.
• Distinctive problem-solving skills, good at articulating product questions, pulling data from large datasets and using statistics to arrive at a recommendation.
• Proven ability to own projects end-to-end, even when you have to get creative: you do more than completing delegated tasks.

* This internship is targeted for this summer term or earlier.
* This position does not support work-from-home arrangements.

The Impact You’ll Be Contributing to Moloco:

• Data Science and Analytics (DSA) is a global team of data scientists and analysts. As a Data Scientist, Growth Analytics intern, you will work with data products, e.g. raw data, campaign facts, growth insights to help customers improve campaign performance and maximize their business goals with Moloco.

The Opportunity:

• Moloco Data Scientist, Growth Analytics interns contribute in the following areas, all while working cross-functionally to help meet our client’s needs and advance our machine learning models. 
  • Data Analysis: data gathering, analysis and effective communication of presentations and recommendations to multiple levels of stakeholders. You’ll be responsible for creating custom visual displays of quantitative information through writing queries, scripts, and developing automated reports and dashboards to provide insights at scale.
  • Data validation: verifying the data we obtain from ad exchanges and mobile-app tracking solutions to confirm our campaign models are trained with the most accurate engagement data.
  • Campaign optimization: engaging in the life cycle of campaigns, from monitoring  daily performance to partnering with sales teams on bespoke analysis for clients.
  • Business Collaboration: collaborate with key stakeholders to help Moloco focus on decisions that improve our products and services, with a focus on client growth.  

How Do I Know if the Role is Right For Me?

• Current student in a Bachelor's or Master’s program and able to complete an internship of at least 6 months.
• Statistics: must have strong knowledge and experience in experimental design,  hypothesis testing, and various statistical analysis such as regression or time-series analysis.
• Programming: experience in Python and SQL is required.
• Comfortable balancing multiple projects simultaneously and effectively prioritizing work based on business needs.
• Excellent verbal and written communication skills, with ability to present information and analysis results effectively to technical and less technical stakeholders..
• Ability to build positive relationships within the data science & analytics community, as well as with our business stakeholders and clients.
• Work effectively with cross-functional and cross-cultural partners.
• Have an interest in data, metrics, analysis, and trends from the mindset of helping a customer-centric business. Know when to apply statistical measurement vs 80-20 analysis for business growth.
• Ability to manage multiple projects at the same time while paying attention to detail.
• Distinctive problem-solving skills, good at articulating product questions, pulling data from large datasets and using statistics to arrive at a recommendation.
• Proven ability to own projects end-to-end, even when you have to get creative: you do more than completing delegated tasks.

* This internship is targeted for this summer term or earlier.
* This position does not support work-from-home arrangements.

The Impact You’ll Be Contributing to Moloco:

Moloco is seeking a strong communications leader to help build and execute our APAC communications strategy across both external and internal programs.

As Moloco continues to rapidly grow and add prominent customers, strong talent, and new technology capabilities, how we show up in key APAC markets will shape our regional reputation and our ability to attract and retain the best talent across the region. We're looking for someone who brings both big-picture narrative thinking and hands-on craft; someone who is equally comfortable crafting narratives, coaching leaders, pitching journalists directly, and managing complex agency partnerships across multiple markets.

This role requires someone who believes that external and internal communications are two sides of the same coin, and who has both the global perspective and the local market fluency to bring that belief to life across a diverse and dynamic region.

In this role, you will go beyond traditional PR to create a dynamic, creative approach to regional storytelling: shaping narratives through earned media, executive thought leadership, owned content, and strategic partnerships, while ensuring employees across the region feel informed, connected, and aligned with Moloco's global strategy.

This role partners closely with key leaders across the region and the broader organization, and reports to Moloco's Head of Communications.

The Opportunity:

• Help define and own Moloco's APAC communications strategy, leading the day-to-day of our external and internal communications programs across the region and evolving the function as the company scales.
• Partner with senior leaders across the region on communications strategy, coaching them on how to share Moloco's story effectively with both external audiences and internal teams.
• Build a modern regional external communications strategy that combines earned media, owned content, social and influencer engagement, and strategic storytelling partnerships tailored to local market dynamics.
• Localize and implement internal communications programs that connect APAC employees to the broader organization, reinforcing culture, strategy, and a sense of shared momentum.
• Personally pitch and cultivate relationships with journalists, analysts, and influencers across key APAC markets and beats.
• Manage and optimize agency relationships across multiple markets, ensuring message consistency while adapting to local dynamics.
• Navigate cultural and regulatory differences in communications approaches across APAC, with particular fluency in key markets including Korea and China.
• Anticipate issues and coordinate across Communications, Legal, and regional leadership to ensure timely, accurate, and trusted communications in a fast-moving, high-stakes environment.
• Oversee local reputation-critical communications and serve as primary regional spokesperson when needed

How Do I Know if the Role is Right For Me?

• 8-10 years of strategic communications experience, with significant experience spanning both external and internal communications at a high-growth or public tech company.
• Proven track record leading communications in APAC markets, with deep understanding of regional media landscapes, cultural nuances, and local market dynamics — particularly across Korea and/or China.
• Demonstrated B2B communications expertise, with the ability to reach technical buyers, business decision-makers, and C-suite executives across global markets.
• Experience running both external and internal communications as an integrated discipline, with clear impact on brand reputation, media presence, and employee alignment.
• Active media relationships and exceptional writing ability, with a willingness to personally execute high-priority initiatives alongside managing the broader function.
• High judgment and discretion, with experience navigating sensitive communications in a fast-moving, high-stakes environment.
• Genuine curiosity about AI and how it's changing the way we work, as well as an eagerness to bring that curiosity into how we build and run our communications function.

========================================================================================================

Expression of Interest

We’re always looking to connect with exceptional talent interested in joining Moloco. This posting allows you to share your profile for future opportunities, even if there isn’t a current role aligned with your experience.

If you’re excited to build, scale, and innovate in a fast-moving environment, we encourage you to submit your resume. 

========================================================================================================

The Impact You’ll Be Contributing to Moloco

As a Senior Growth Manager, you will own end-to-end growth strategy and outcomes for a portfolio of major advertisers, acting as a trusted external programmatic expert in the Greater China region. You will drive scalable growth, influence client decision-making through data and insights, and shape solutions that help advertisers unlock long-term value from Moloco’s platform.

What You’ll Do

Client Success & Relationship Management

• Own end‑to‑end strategy, execution, and commercial outcomes for a portfolio of key advertisers, including setting account‑level growth plans that ladder up to regional targets
• Deeply understand advertiser marketing objectives and translate how Moloco’s programmatic solutions drive KPIs and measurable business outcomes.
• Lead multiple senior-level client partnerships, business reviews, and strategy discussions with minimal oversight.
  Build deep credibility with clients by acting as their go-to advisor and programmatic expert.

Growth & Revenue

• Identify repeatable growth patterns across accounts and apply scalable strategies to drive portfolio-level impact.
• Drive upsell and cross-sell initiatives aligned with client performance goals, collaborating closely with Sales and internal partners to expand account value.
• Use data-driven storytelling to influence client decisions and unlock incremental revenue opportunities.
• Forecast and monitor performance, proactively identifying optimization levers and growth risks.
• Design and drive portfolio‑level upsell and cross‑sell strategies, prioritizing accounts with the highest upside and strategic value.
• Lead data‑driven negotiations and trade‑off discussions with clients (e.g., budget, pricing, tests) to unlock incremental and durable revenue.

Strategy & Execution

• Independently assess campaign performance, identify non-obvious insights, and recommend strategic tradeoffs aligned with long-term client growth.
• Translate complex data into clear, compelling narratives for clients and internal stakeholders.
• Design customized, data-driven strategies tailored to each client’s business objectives.
• Solve ambiguous and complex client challenges by structuring problems, forming hypotheses, and driving aligned solutions across stakeholders.

Cross-Functional Collaboration

• Influence Sales, Product, Data Science, and Engineering partners to prioritize and deliver solutions that unlock client and revenue growth.
• Provide structured market and client feedback to inform product roadmap decisions and future innovations.
• Proactively convene and lead cross‑functional working sessions (Sales, Product, DS, Eng) to diagnose complex performance issues and agree on a unified plan.
• Translate recurring client and market patterns into structured feedback that informs Sales and Product roadmaps for your segment.

What You’ll Need to Succeed

Experience & Expertise

• 7+ years of experience in mobile advertising, account management, customer success, or a client-facing role within programmatic advertising.
• Proven track record of owning and growing complex, high-impact advertiser relationships.
• Strong experience in data-driven campaign optimization, performance analysis, and strategic planning.

Skills & Mindset

• Exceptional communication, storytelling, and presentation skills, with comfort engaging senior and C-level client stakeholders.
• Strong analytical and problem-solving skills, with the ability to translate data into strategic action.
• Familiarity with MMPs, mobile ecosystems, ad tech fundamentals, and analytics tools.
• High ownership mentality with the ability to operate independently in fast-moving, ambiguous environments.
• Collaborative team player who can influence without authority and adapt within a scaling organization.
• Act as a day‑to‑day mentor for Growth Managers and Associates, offering concrete feedback on campaign strategies, client narratives, and internal processes.

Additional Requirements

• Fluency in English and native-level Chinese.
• Experience working with cross-regional teams and global stakeholders.
• Strong attention to detail, with high standards for client-facing materials and data storytelling.

How You Work: 

• Your ethos is ownership
• You thrive in ambiguity and enjoy partnering with others to shape vague requirements into clear roadmaps with pragmatic tradeoffs.
• You take shared accountability for the end-to-end journey; communicating progress, surfacing risks early, and following through to ensure your work creates measurable value.
• You demonstrate strong judgment under uncertainty. 
• You prioritize based on long-term impact, over short-term noise, making deliberate decisions when information is incomplete.
• You explicitly weigh tradeoffs like speed vs. quality and remain agile enough to adjust your approach thoughtfully as new information/data emerges.
• You lead through clarity and active listening. 
• You reduce ambiguity for the team by asking the right questions upfront, tailor your communication to your audience, document your decisions, and bring helpful structure to complex discussions. 
• You provide thoughtful, evidence-based feedback when needed and align behind decisions once they are made.
• You collaborate early, instead of solving in isolation.
• You build trust across the organization by listening first and navigate conflicting needs with empathy, creating buy-in around priorities and scope. 
• You navigate technical tensions productively, disagreeing thoughtfully while maintaining momentum and strengthening professional relationships.
• You fall in love with the problem, not the solution
• You build for the long run, looking beyond immediate tasks to understand root causes, second-order effects, and the long-term health of our ML ecosystem. 
• When something breaks, you don’t just patch it; you seek structural improvements that prevent recurrence and elevate the technical bar for the entire organization.
• You prioritize customer impact and take action to make it real.
• You prioritize effective solutions that drive business impact over technical elegance, spotting opportunities that others might overlook. 
• You have the initiative to turn ideas into outcomes and the agency to identify and fix gaps, even when they aren’t yet on the formal roadmap.

The Opportunity 

Moloco is a machine learning-powered performance advertising platform trusted by top mobile marketers to deliver real business outcomes. As we expand our creative capabilities, we’re looking for a strategic, hands-on Lead Designer to drive best-in-class creative execution across ad formats for top-tier mobile gaming and app clients. 

As Lead Designer, you will set the bar for visual quality, creative performance, and design efficiency across Moloco Studio’s ad creative output and collaborate closely with performance marketers, product managers, and data scientists to deliver high-performing campaigns at scale.

You will also help with creative project management, ideating new ad concepts, managing timelines, and ensuring quality across both internal and outsourced production pipelines. This role requires strong communication, creative judgment, and organizational skills as you brief and manage external vendors while continuously improving internal workflows. You will play a key role in developing scalable systems, piloting innovative creative formats, and identifying opportunities to evolve our team structure and creative strategy.

To be considered for this position, you must include your resume and portfolio.

Key Responsibilities

• Own and lead the end-to-end design process of high-performing ad creatives (static, video, playables), while setting creative direction and ensuring alignment with performance goals
• Champion creative best practices, advocate for innovation in ad formats, and guide team-wide design quality and experimentation
• Manage timelines and deliverables across in-house and outsourced creative projects
• Brief, review, and QA work from vendors and freelance partners
• Develop new ad concepts informed by game genre, audience, and campaign goals
• Monitor creative performance (IPM, ROAS, CTR) and iterate based on data
• Create and maintain reusable templates, style guides, and visual systems
• Collaborate with Sales, Product, and DS to align on strategy and priorities
• Identify workflow inefficiencies and drive the adoption of tools or systems, such as automation or testing platforms, to improve creative productivity and scalability.
• Mentor designers and contribute to hiring and onboarding efforts

Minimum Qualifications

• 7 years of design experience in performance marketing, mobile gaming, or ad creative production (Video, Static, Playables)
• Proven experience managing projects from concept through delivery, with the ability to balance creative direction and executional detail
• Hands-on expertise with Adobe Creative Suite (Photoshop, Illustrator, After Effects, Premiere)
• Experience collaborating with or managing third-party vendors or freelancers on video and interactive creative production
• Strong understanding of KPIs like IPM, ROAS, CTR, retention, and how they influence creative decisions
• A high-quality portfolio showcasing performance-oriented ad creatives (videos, playables, end cards, statics)
• Track record of driving creative outcomes through leadership, stakeholder alignment, and collaborative problem-solving
• Ability to give and receive feedback constructively; values mentorship and team growth

Preferred Qualifications

• Prior experience at a DSP, mobile game publisher, or ad tech company
• Experience managing creative production across multiple vendors, geos, and formats
• Familiarity with marketing operations platforms (Asana, Confluence, Box) and performance analytics tooling
• Exposure to automation or creative AI platforms like Alison.ai, Replai, Creatify, Pencil, etc
• Excellent communication, presentation, and organizational skills with experience working cross-functionally
• Experience mentoring  designers or contributing to hiring and team growth strategy
• Understanding of localization workflows and creative formats across CTV, ASO, or UA channels
• Familiarity with A/B testing frameworks and creative optimization cycles within UA campaigns
• Experience working with game trailers, gameplay captures, or playables optimized for performance marketing

Available Location: Beijing, China

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

About this Role

This role within the enterprise / named account segment focuses on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts.   Within this named account segment, you will work a set of target accounts in the Digital Natives and or the Commercial sub-segments. This position targets companies with more than 2,500 employees or above $1 billion in revenue. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams.   

Key Responsibilities:

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined named and/or account list.
• Drive new business and strategic acquisition within your named accounts by identifying and winning new high-potential logos as well as driving customer expansion (upsell and cross sell Cloudflare solutions) and renewals within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Effectively scale the territory with partners 
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews. 
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

 Requirements

• Direct B2B sales experience, adept at new business acquisition and account management.
• Experience selling a technical, cloud-based product or service in the Banking/FSI and Logistics/Transportation verticals is preferred.
• Working knowledge of the cloud infrastructure and security space
• Solid understanding of computer networking and Internet functioning.
• Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.
• Strong interpersonal communication skills (both verbal and written) and organizational skills
• Self-motivated with an entrepreneurial spirit.
• Comfortable working in a fast-paced dynamic environment.
• Willingness to travel frequently to visit customers and prospects
• Bachelor's degree or equivalent professional experience.

Available Work Location: Shanghai, China

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

About this Role

This role within the enterprise / named account segment focuses on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts.   Within this named account segment, you will work a set of target accounts in the Digital Natives and or the Commercial sub-segments. This position targets companies with more than 2,500 employees or above $1 billion in revenue. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams.   

Key Responsibilities:

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined named and/or account list.
• Drive new business and strategic acquisition within your named accounts by identifying and winning new high-potential logos as well as driving customer expansion (upsell and cross sell Cloudflare solutions) and renewals within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Effectively scale the territory with partners 
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews. 
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

 Requirements

• Direct B2B sales experience, adept at new business acquisition and account management.
• Experience selling a technical, cloud-based product or service in the Banking/FSI and Logistics/Transportation verticals is preferred.
• Working knowledge of the cloud infrastructure and security space
• Solid understanding of computer networking and Internet functioning.
• Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.
• Strong interpersonal communication skills (both verbal and written) and organizational skills
• Self-motivated with an entrepreneurial spirit.
• Comfortable working in a fast-paced dynamic environment.
• Willingness to travel frequently to visit customers and prospects
• Bachelor's degree or equivalent professional experience.

Available Work Location: Shanghai, China 

What you’ll do

You are the technical keystone through the entire sales cycle - pre and post sales. You will work closely with our Enterprise prospects and customers in Greater China region to educate, empower, and ensure their success on the Cloudflare platform. You will leverage your technical expertise in Cloudflare’s global distributed network and technology to find best-fit solutions for prospects, to train and onboard new customers via video-conference, in person, or through documentation, and to support the long-term success of the customer. As an expert on web/mobile security and performance, you are a trusted source for developing new firewall rules from log files, crafting performance caching and delivery strategies, and creating or repurposing internal tools and scripts for customers.

As a Solutions Engineer, you are the technical customer advocate within Cloudflare. To aid your customers, you will work closely with every team at Cloudflare, from Sales and Product to Engineering and Customer Support. Your goal of customer success should drive you through the entire organization as you seek out and create scalable solutions for your customer’s needs.

What we're looking for 

Our Solutions Engineers come from a wide range of backgrounds: financial consulting, engineering, software development, product management, customer support & project delivery. We're serious about building a diverse team. When hiring we look for diversity of experience combined with genuine curiosity for our technology.

Ultimately, you are passionate about technology and have the ability to explain complex technical concepts in easy-to-understand terms. You are naturally curious, and an avid builder who is not afraid to get your hands dirty. You appreciate the diversity of challenges in working with customers, and look forward to helping them realize the full promise of Cloudflare. On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other.

Additional experience might include a combination of the skills below:

• Ability to manage a project, work to deadlines, and prioritize between competing demands;
• Hands on technically.
• Understanding of “how the internet works”. For example:
• Know the differences between TCP & UDP, and understand what kinds of applications may favor one over the other;
• Can explain the difference between authoritative DNS & recursive DNS;
• You understand the role of a firewall, why TLS (SSL) plays an increasingly important role on today's Internet, a solid understanding of HTTP and a willingness to dive deeper into the quirks of clients & servers alike;

Bonus Points

• Previous experience in a sales or consulting role covering East China region. 
• Fluency in Mandarin and English to support regional customers;
• Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) and a desire to expand those skills;
• You've built a web application before, or contributed to an existing application in a meaningful way;
• You can describe the differences between CSRF, XSS and SQLi in detail, and Cloudflare's role in defending against them;
• Understanding of, or experience with, regulatory requirements such a PCI DSS, HIPAA, and SOC-2;

Available Location: Beijing, China

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. 

About this Role

This role within the mid-market segment, focuses on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts.   Within this mid-market segment, you will work a set of target accounts in Cloudflare's Developer Platform and or the Commercial sub-segments. This position targets companies with up to 2,500 employees or $1 billion in revenue. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams.   

Key Responsibilities:

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list. 
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare Developer Platform services (eg. performance, scalability, cost efficiency and developer productivity).
• Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Effectively scale the territory with partners 
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews. 
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud alongside the Developer Platform where appropriate to maximize value in each customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

 Key Requirements

• Direct B2B sales experience, adept at new business acquisition and account management.
• Experience selling a technical, cloud-based product or service
• Working knowledge of the cloud infrastructure, application development and security space.
• Solid understanding of computer networking and Internet functioning.
• Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.
• Strong interpersonal communication skills (both verbal and written) and organizational skills
• Self-motivated with an entrepreneurial spirit.
• Comfortable working in a fast-paced dynamic environment.
• Willingness to travel frequently to visit customers and prospects
• Bachelor's degree or equivalent professional experience.

Available Location: Beijing, China

This role will be based in Beijing and will primarily cover customers in West China, with regular travel to the territory as needed.

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. 

About this Role

This role within the mid-market segment, focuses on both the acquisition of prospective customers, in addition to the expansion of existing customer accounts.   Within this mid-market segment, you will work a set of target accounts in the Digital Natives and or the Commercial sub-segments. This position targets companies with up to 2,500 employees or $1 billion in revenue. The ideal candidate will possess both a sales and technical background that enables them to drive engagement from administrative through executive levels within network operations, development and technical infrastructure teams.   

Key Responsibilities:

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list. 
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Effectively scale the territory with partners 
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews. 
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

 Key Requirements

• Direct B2B sales experience, adept at new business acquisition and account management.
• Experience selling a technical, cloud-based product or service
• Working knowledge of the cloud infrastructure  and security space
• Solid understanding of computer networking and Internet functioning.
• Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.
• Strong interpersonal communication skills (both verbal and written) and organizational skills
• Self-motivated with an entrepreneurial spirit.
• Comfortable working in a fast-paced dynamic environment.
• Willingness to travel frequently to visit customers and prospects
• Bachelor's degree or equivalent professional experience.