Job Description
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.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
Available Locations: San Francisco, CA
About the Role
As a Principal Ecosystem Partnerships Manager, your mission is to make Cloudflare the premier destination for discovering, running, and scaling AI models. This is a high-impact, strategic role where you will own the partner strategy and execution end-to-end. Operating with significant autonomy, you will navigate the entire partnership lifecycle from initial strategy and outreach to landing models in production. You will serve as the essential link between Cloudflare’s internal Product, Engineering, Legal, and Finance teams and the broader AI ecosystem, acting as the connective tissue between ecosystem strategy and platform execution.
What You’ll Do
- Ecosystem Strategy: Define and execute the overarching partner strategy for Cloudflare’s AI Developer Platform. Serve as the strategic lead for high-value model provider relationships.
- Marketplace Curation: Identify, recruit, and onboard top-tier model providers across image, video, multimodal, speech, code, and LLMs. Maintain a data-driven "Top-X" provider list aligned with developer demand and performance benchmarks.
- Negotiation & Deal Leadership: Lead complex negotiations covering pricing, revenue share, SLAs, and licensing. Partner closely with Legal and Finance to structure scalable, durable agreements that protect Cloudflare’s flexibility and margin.
- Launch Execution: Own a repeatable launch pipeline (validation, performance and cost checks, documentation, and quickstarts). Ensure models are easy to discover and production-ready for developers within the Workers AI Marketplace.
- Commercial Ownership: Set volume tiers and pricing logic while tracking unit economics and model-level profitability. Drive GTM efforts focused on driving actual deployment and usage.
- Operational Excellence: Lead business reviews, roadmap previews, and incident response with key partners. Act as a trusted counterpart to both external providers and internal leadership.
- Industry Insights: Stay ahead of generative AI trends and new model launches to ensure Cloudflare remains the go-to platform for the widest selection of high-performance models.
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