Cloudflare

Partnerships Manager, Replicate Model Marketplace

Cloudflare

full-time

Posted on:

Location Type: Hybrid

Location: San Francisco • California • United States

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Salary

💰 $295,000 - $328,000 per year

Job Level

SeniorLead

About the role

  • Define and execute the ecosystem strategy for Replicate as part of Cloudflare’s Developer Platform.
  • Serve as the primary owner for relationships with model providers.
  • 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.
  • Lead negotiations covering pricing, revenue share, rights, SLAs, benchmarks, and licensing.
  • Partner closely with Legal and Finance to structure scalable, durable agreements that protect Cloudflare’s flexibility and margin.
  • 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.
  • 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.
  • Run QBRs, roadmap previews, incident response, and escalation with key ecosystem partners.
  • Act as a trusted counterpart to both model providers and internal teams.
  • Stay sharp on what’s 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.

Requirements

  • 8+ years in AI ecosystems, partnerships, BD, or a model marketplace; you’ve signed and scaled name-brand providers end-to-end.
  • Fluent in APIs, tokens, context windows, throughput, caching, GPUs, and performance tradeoffs; comfortable sparring with engineers and holding the line with lawyers.
  • Ability to call hype, defend quality and cost tradeoffs, and make hard prioritization decisions.
  • Ability to move fast, operate independently, and thrive in ambiguity.
  • Clear writer, effective negotiator, calm in escalation, and trusted cross-functional partner.
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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
APIstokenscontext windowsthroughputcachingGPUsperformance tradeoffsdata-driven decision makingnegotiationmodel-level profitability
Soft skills
effective negotiatorclear writercalm in escalationtrusted cross-functional partnerability to operate independentlythrive in ambiguityability to make hard prioritization decisionsability to call hypeleadershipinterpersonal skills