Head of GTM, AI Inference

Sales & BusinessHybridposted 9mo ago

About Us

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.

Available Locations

New York, US
San Francisco, US

About the Role

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 need someone to own the go-to-market strategy for this business.

As Head of GTM, AI Inference, you will be the connective tissue between our cutting-edge AI infrastructure, our product teams, and the global market. You'll 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 pursue the right customers and partners -- not just the most obvious ones.

This is not a role where you execute a playbook someone else wrote. You'll write the playbook, pressure-test it against real market signals, and rewrite it as the landscape shifts. You'll need to be as comfortable building a financial model for inference unit economics as you are running a strategic sales conversation with an AI-native startup's CTO.

Responsibilities

Market Strategy & Positioning

Own Cloudflare's GTM strategy for AI inference, defining how we compete beyond the commoditized GPU/hour model that dominates the market
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 size the customer and partner segments where Cloudflare's inference model creates disproportionate value -- and have the discipline to deprioritize segments where it doesn't
Own and drive promotional strategies with key model partners to accelerate the adoption of new models and inference capacity.

Strategic Sales & Revenue

Partner directly with Workers AI prospects and high-value accounts evaluating Cloudflare for GPU capacity and inference workloads
Lead strategic sales conversations that go beyond feature comparison -- 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

Market Intelligence & Cross-Functional Leadership

Serve as Cloudflare's primary listener and synthesizer for inference market signals: pricing shifts, competitive moves, model ecosystem changes, and emerging workload patterns
Broker internal conversations across Product, Strategy, Engineering, and GTM leadership to translate market intelligence into 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 whether a customer is running models on our infrastructure or consuming them through our marketplace

Analytics & Business Rigor

Build the analytical foundations for the inference business: unit economics models, customer segmentation frameworks, win/loss analysis, and pipeline forecasting
Define and track the metrics that matter for an inference business at our stage -- going beyond vanity metrics to signal real product-market fit and revenue quality
Use data to challenge assumptions, including your own, and to make the case for strategic pivots when the market warrants them

Desirable Skills, Knowledge, and Experience

Significant experience in GTM strategy, revenue leadership, or strategic sales within AI infrastructure, cloud compute, or developer platforms
Deep understanding of the AI inference landscape: model serving economics, GPU capacity dynamics, the competitive field from hyperscalers to startups
Strong analytical foundation -- you can build a model, interrogate a data set, and translate numbers into strategy. Experience in investment banking, management consulting, or a quantitative operating role is a plus
Demonstrated ability to sell strategically at a senior level -- not just closing deals, but shaping how a product is sold and to whom
Track record of operating at the intersection of product and go-to-market, influencing roadmap and positioning decisions with market evidence
Extreme comfort with ambiguity and speed. This market moves weekly; you must synthesize quickly, make decisions with imperfect data, and course-correct without drama
Excellent written and verbal communication. You'll be presenting to Cloudflare's executive team, briefing product leadership, and running prospect conversations -- often in the same day
Entrepreneurial instinct. You've either built something yourself or operated in an environment where you had to figure it out without a large support structure

Bonus Points

Experience at an AI infrastructure company (inference provider, model marketplace, GPU cloud) or as a technical co-founder
Familiarity with Cloudflare's developer platform and network architecture
Background that blends finance/analytics with hands-on GTM execution -- the "recovered investment banker" who chose to go build rather than advise

Compensation

Compensation may be adjusted depending on work location.

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!

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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.