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 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.

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: 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.

• For Bay Area based hires: Estimated annual salary of $295,000 - $328,000

Equity
This role is eligible to participate in Cloudflare's 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