Ecosystem Partnerships Manager

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 Cloudflares internal Product Engineering Legal and Finance teams and the broader AI ecosystem acting as the connective tissue between ecosystem strategy and platform execution.

What Youll Do

• Ecosystem Strategy: Define and execute the overarching partner strategy for Cloudflares 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 Cloudflares 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.

Who You Are

• 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: Previous product management engineering or equivalent technical experience required. 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.

Compensation

Compensation may be adjusted depending on work location.

Equity

This role is eligible to participate in Cloudflares 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

What Makes Cloudflare Special

Were not just a highly ambitious large-scale technology company. Were a highly ambitious large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014 weve equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflares enterprise customers--at no cost.

Athenian Project: In 2017 we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free so that their constituents have access to election information and voter registration. Since the project weve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Heres the deal - we dont store client IP addresses never ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something youd like to be a part of Wed love to hear from you!

This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other persons perceived or actual race color religion sex gender gender identity gender expression sexual orientation national origin ancestry citizenship age physical or mental disability medical condition family care status or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include but are not limited to changing the application process providing documents in an alternate format using a sign language interpreter or using specialized equipment. If you require a reasonable accommodation to apply for a job please contact us via e-mail at or via mail at 101 Townsend St. San Francisco CA 94107.