Principal, Replicate Model Marketplace

Cloudflare•San Francisco, CA

6d•$295,000 - $328,000

About The Position

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.

Requirements

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.

Responsibilities

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.

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