Principal, Replicate Model Marketplace

Available Location: San Francisco Austin TX

About Cloudflare

At Cloudflare our mission is to help build a better Internet. Our global network powers trillions of requests per month delivering security performance and reliability without added complexity. Cloudflares Developer Platform - including Workers Workers AI R2 KV Durable Objects Pages and our growing AI capabilities - enables developers to build deploy and scale applications globally.

About Replicate at Cloudflare

Replicate is now part of Cloudflares Developer Platform making it easy to run AI in the cloud. Replicate offers a library of thousands of models that developers can run with a single line of code or deploy private models without managing servers or GPUs.

Built by engineers from Docker GitHub NVIDIA and Scale AI Replicate brings a deep focus on API design performance and developer experience. While Replicate operates with startup speed and mindset it is now scaling as part of Cloudflare to help build a large durable AI platform for developers.

About the Role

Your mission is to make Cloudflare the best place to discover run and scale models from the Replicate ecosystem. This role owns partner strategy and execution end-to-end setting direction landing integrations and driving measurable adoption across Workers AI and the Replicate Marketplace. Operating with significant autonomy youll take partnerships from initial conversations through to models live in production. Youll work closely with Replicate Product and Engineering leaders and Cloudflares Marketing Legal and Finance teams acting as the connective tissue between ecosystem strategy and platform execution.

What Youll Do

Own the Replicate Ecosystem

• Define and execute the ecosystem strategy for Replicate as part of Cloudflares Developer Platform.
• Serve as the primary owner for relationships with model providers.

Build and Curate the Model Marketplace

• Identify recruit and onboard top-tier model providers across image video multimodal speech code and compact LLMs.
• Maintain a data-driven top-X model provider list aligned to developer demand performance and cost.

Negotiate and Close Deals

• Lead negotiations covering pricing revenue share rights SLAs benchmarks and licensing.
• Partner closely with Legal and Finance to structure scalable durable agreements that protect Cloudflares flexibility and margin.

Ship Fast and at High Quality

• Run a repeatable launch pipeline (validation performance and cost checks documentation demos quickstarts).
• Ensure models are easy to discover one-click usable and production-ready within Workers AI and the Replicate Marketplace.

Own Economics and Adoption

• Set volume tiers credits and pass-through vs. markup logic.
• Track unit economics margin and model-level profitability.
• Drive co-marketing and GTM efforts focused on real usage and deployments not vanity metrics.

Operate the Relationships

• Run QBRs roadmap previews incident response and escalation with key ecosystem partners.
• Act as a trusted counterpart to both model providers and internal teams.

Provide Industry Awareness

• Stay sharp on whats happening in generative AI and new model launches. Spot trends early and ensure we are the go-to platform for developers looking for the widest selection of models in one place.

Who You Are

• Principal-level partner leader: 812 years in AI ecosystems partnerships BD or a model marketplace; youve signed and scaled name-brand providers end-to-end.
• Technically credible: Fluent in APIs tokens context windows throughput caching GPUs and performance tradeoffs; comfortable sparring with engineers and holding the line with lawyers.
• Opinionated and pragmatic: You can call hype defend quality and cost tradeoffs and make hard prioritization decisions.
• Bias to ship: You move fast operate independently and thrive in ambiguity.
• Strong communicator: Clear writer effective negotiator calm in escalation and trusted cross-functional partner.

Why This Role Matters

• Youll define how AI models are discovered and consumed on Cloudflare.
• Youll shape the Replicate ecosystem as it scales globally.
• Youll operate with startup autonomy backed by Cloudflares platform and reach.

Compensation

Compensation may be adjusted depending on work location.

• For Bay Area based hires: Estimated annual salary of $295000 - $328000

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.