Cloudflare · 1 day ago
Ecosystem Partnerships Manager
San Francisco, CA
Full-time
Onsite
Lead/Staff
$295K/yr - $328K/yr
8+ years expCloudflare is on a mission to help build a better Internet, and they are seeking a Principal Ecosystem Partnerships Manager to lead the partner strategy for their AI Developer Platform. This strategic role involves managing partnerships, executing marketplace curation, and ensuring models are production-ready for developers.
AnalyticsEnterprise SoftwareSecurityWeb Hosting
Responsibilities
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
Qualification
Required
Expert Partner Leader: You bring extensive experience (typically 8+ years) in AI ecosystems, partnerships, or business development, with a proven track record of signing and scaling high-profile providers
Technically Fluent: You are deeply comfortable discussing APIs, tokens, context windows, throughput, and GPU performance tradeoffs. You can hold your own in technical discussions with engineers and legal discussions with counsel
Strategic & Pragmatic: You possess strong product intuition and can distinguish between hype and sustainable value, making hard prioritization decisions based on quality and cost
Action-Oriented: You have a strong bias for action, moving quickly and operating independently even in highly ambiguous environments
Exceptional Communicator: You are a clear writer and an effective negotiator who remains calm during escalations and builds trust across diverse functional teams
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
Short and Long Term Disability Insurance
Life & Accident Insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave
Company
Cloudflare
Cloudflare is a web performance and security company that provides online services to protect and accelerate websites online.
1001-5000 employees
H1B Sponsorship
Cloudflare has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (117)
2024 (115)
2023 (66)
2022 (98)
2021 (83)
2020 (37)
Funding
Current Stage
Public CompanyTotal Funding
$2.08BKey Investors
Franklin TempletonFidelityUnion Square Ventures
2025-06-13Post Ipo Debt· $1.75B
2019-09-12IPO
2019-03-12Series E· $150M
Leadership Team
Matthew Prince
CEO & Co-Founder
Lee Holloway
Co-Founder & Lead Engineer
Recent News
2026-01-11
2026-01-11
2026-01-11
Company data provided by crunchbase