Cloudflare · 1 day ago
Ecosystem Partnerships Manager
San Francisco Bay Area, CA
Full-time
Onsite
Lead/Staff
$295K/yr - $328K/yr
8+ years expCloudflare is on a mission to help build a better Internet, operating one of the world's largest networks that powers millions of websites. The Principal Ecosystem Partnerships Manager will define and execute the partner strategy for Cloudflare's AI Developer Platform, managing the entire partnership lifecycle and ensuring models are production-ready for developers.
AnalyticsEnterprise SoftwareSecurityWeb Hosting
Responsibilities
Define and execute the overarching partner strategy for Cloudflare's AI Developer Platform
Identify, recruit, and onboard top-tier model providers across image, video, multimodal, speech, code, and LLMs
Lead complex negotiations covering pricing, revenue share, SLAs, and licensing
Own a repeatable launch pipeline (validation, performance and cost checks, documentation, and quickstarts)
Set volume tiers and pricing logic while tracking unit economics and model-level profitability
Lead business reviews, roadmap previews, and incident response with key partners
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
Qualification
Required
Typically 8+ years of experience in AI ecosystems, partnerships, or business development
Proven track record of signing and scaling high-profile providers
Deeply comfortable discussing APIs, tokens, context windows, throughput, and GPU performance tradeoffs
Ability to hold technical discussions with engineers and legal discussions with counsel
Strong product intuition and ability to distinguish between hype and sustainable value
Ability to make hard prioritization decisions based on quality and cost
Strong bias for action, moving quickly and operating independently in ambiguous environments
Clear writing and effective negotiation skills
Ability to remain calm during escalations and build trust across diverse functional teams
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
Company
Cloudflare
Cloudflare is a web performance and security company that provides online services to protect and accelerate websites online.
1001-5000 employees
H1B Sponsorship
Cloudflare has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (117)
2024 (115)
2023 (66)
2022 (98)
2021 (83)
2020 (37)
Funding
Current Stage
Public CompanyTotal Funding
$2.08BKey Investors
Franklin TempletonFidelityUnion Square Ventures
2025-06-13Post Ipo Debt· $1.75B
2019-09-12IPO
2019-03-12Series E· $150M
Leadership Team
Matthew Prince
CEO & Co-Founder
Lee Holloway
Co-Founder & Lead Engineer
Recent News
Winnipeg Free Press
2026-01-09
San Francisco Chronicle
2026-01-09
2026-01-09
Company data provided by crunchbase