Principal, Replicate Model Marketplace
at Cloudflare
Hybrid
At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.
We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!
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. Cloudflare’s 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 Cloudflare’s 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, 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.
What You’ll Do
Own the Replicate Ecosystem
- 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.
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 Cloudflare’s 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 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.
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.
Why This Role Matters
- 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.
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
What Makes Cloudflare Special?
We’re not just a highly ambitious, large-scale technology company. We’re 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, we've equipped more than 2,400 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 Cloudflare’s 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, we've 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. Here’s the deal - we don’t 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 you’d like to be a part of? We’d 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 person's, 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.