Head of GTM
Cloudflare
Head of GTM
Cloudflare
Secures websites and runs apps on its network
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.
At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in.
Cloudflare is building one of the most differentiated AI inference platforms in the market. We aren’t building another commoditized GPU-by-the-hour provider, but a globally distributed, serverless inference platform integrated into the world's largest developer ecosystem. We are looking for a leader to partner across our organization and own the go-to-market strategy for this business.
As Head of GTM, AI Inference, you will serve as key connective tissue between our cutting-edge AI infrastructure, our product teams, and the global market. You will work directly with Workers AI prospects evaluating Cloudflare as a source of GPU capacity, partner with product leadership to shape how we position and package our inference capabilities, and build the analytical frameworks that help us target the right strategic customers and partners.
In this role, you will help craft our operational playbook, test it against real market signals, and iterate as the landscape shifts. You will bring equal comfort building financial models for inference unit economics and engaging in strategic, consultative conversations with technical leaders and CTOs.
Lead Cloudflare's GTM strategy for AI inference, defining how we compete beyond the commoditized GPU/hour model.
Develop and continuously refine our positioning around Cloudflare's structural advantages: serverless GPU pricing, edge-distributed infrastructure, and integration with the broader developer platform (Workers, R2, D1, Agents SDK).
Identify and evaluate customer and partner segments where Cloudflare's inference model creates disproportionate value, prioritizing focus areas for maximum impact.
Guide promotional strategies with key model partners to accelerate the adoption of new models and inference capacity.
Partner directly with Workers AI prospects and high-value accounts evaluating Cloudflare for GPU capacity and inference workloads.
Lead strategic sales conversations, helping prospects understand the architectural and economic advantages of our approach.
Collaborate with Sales and Developer GTM leadership to build repeatable qualification frameworks and deal structures for inference revenue.
Serve as Cloudflare's primary listener and synthesizer for inference market signals: pricing shifts, competitive moves, model ecosystem changes, and emerging workload patterns.
Facilitate internal alignment across Product, Strategy, Engineering, and GTM leadership to translate market intelligence into clear product and commercial decisions.
Partner with the AI Gateway / Models Marketplace team to align strategy across both the hosting and consumption sides of the model ecosystem—ensuring our GTM motion is coherent across all channels.
Build the analytical foundations for the inference business: unit economics models, customer segmentation frameworks, win/loss analysis, and pipeline forecasting.
Define and track meaningful business metrics for an inference platform at our stage—focusing on sustainable growth, product-market fit, and revenue quality.
Utilize data-informed insights to guide strategy, test hypotheses, and adapt approach as market dynamics evolve.
At Cloudflare, we know that great candidates come from diverse backgrounds with non-linear paths. You don’t need to tick every single box to be right for this role. If you are excited about building a better Internet and ready to make an impact, please apply.
GTM & Domain Experience: Demonstrated leadership in GTM strategy, revenue growth, or strategic sales within AI infrastructure, cloud compute, or developer platforms.
AI Ecosystem Knowledge: Solid understanding of the AI inference landscape, including model serving economics, GPU capacity dynamics, and ecosystem players.
Analytical Aptitude: Ability to build financial models, analyze complex datasets, and translate quantitative insights into actionable strategy.
Strategic Communication: Strong written and verbal communication skills, with experience presenting insights to executive leadership, technical decision-makers, and prospective partners.
Adaptability: Comfort navigating fast-evolving markets, making informed decisions with imperfect data, and adjusting strategies as dynamics shift.
Experience at an AI infrastructure company (inference provider, model marketplace, GPU cloud) or background as a technical co-founder.
Familiarity with Cloudflare's developer platform, network architecture, and edge ecosystem.
A background combining financial/quantitative analysis with hands-on GTM execution.
Direct experience building collaborative frameworks across product and go-to-market teams.
Compensation may be adjusted depending on work location.
This role is eligible to participate in Cloudflare’s equity plan.
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.
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!
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.
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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.
Secures websites and runs apps on its network
Cloudflare operates a network that protects websites, delivers online content and runs applications closer to their users. Businesses connect websites and internal systems to its services to filter malicious traffic, control access and improve performance, with security and computing running on shared infrastructure. Developers combine application code, object storage and databases with the network used for content delivery and traffic protection. Cloudflare earns revenue from subscriptions and usage charges, with free plans for basic features and negotiated contracts for larger organizations. Cloudflare was founded in 2009 and is headquartered in San Francisco, California.
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