Replicate Model Marketplace Principal, Cloudflare
$295-328k
+ Equity
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$295-328k
+ Equity
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- Principal-level partner leader: 8–12+ years in AI ecosystems, partnerships, BD, or a model marketplace; you’ve 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
What the job involves
- 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, you'll take partnerships from initial conversations through to models live in production
- You'll work closely with Replicate Product and Engineering leaders and Cloudflare’s Marketing, Legal, and Finance teams, acting as the connective tissue between ecosystem strategy and platform execution
- 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
- You’ll define how AI models are discovered and consumed on Cloudflare
- You’ll shape the Replicate ecosystem as it scales globally
- You’ll operate with startup autonomy backed by Cloudflare’s platform and reach
Our take
Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with over 25 million global internet properties on its network.
Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.
This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.
And impressive third-quarter 2025 results show strong momentum, with revenue rising to $562 million from $430 million a year earlier. The company also raised its full-year guidance, underscoring confidence in continued growth. As demand for secure, cloud-based infrastructure keeps growing, Cloudflare's expanding platform and improving efficiency leave it well positioned to capture further gains in a rapidly growing market.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
- Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
- Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
- Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members' commute to work via public transportation without the extra cost burden.
- Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.
Company HQ
China Basin, San Francisco, CA
Leadership
Lee Holloway
(Co-Founder & Lead Engineer)Lee began their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.
Michelle Zatlyn
(Co-Founder, President & Co-Chair)Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.
Matthew Prince
(Co-Founder & CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare in 2009, where he has served as CEO ever since.
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