Ecosystem Partnerships Manager, Cloudflare
$295-328k
+ Equity
Web performance and security platform
Job no longer available
Web performance and security platform
1001+ employees
Job no longer available
$295-328k
+ Equity
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
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
What the job involves
- 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
- 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
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.
Salary benchmarks
We don't have enough data yet to provide salary benchmarks for this role.
Submit your salary to help other candidates with crowdsourced salary estimates.
Share this job
View 243 more jobs at Cloudflare