Senior National Account Manager overseeing National Hardware sales within the Retail Channel. Manage products and drive business development, leading a team and collaborating internally.
About the role
- Partnerships Manager responsible for executing strategy in the Replicate model marketplace at Cloudflare. Focused on partnerships and integrations to enhance AI model accessibility and performance.
Responsibilities
- 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.
- 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.
- 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.
- 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.
- 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.
- Run QBRs, roadmap previews, incident response, and escalation with key ecosystem partners.
- Act as a trusted counterpart to both model providers and internal teams.
- 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.
Requirements
- 8+ years in AI ecosystems, partnerships, BD, or a model marketplace; you’ve signed and scaled name-brand providers end-to-end.
- Fluent in APIs, tokens, context windows, throughput, caching, GPUs, and performance tradeoffs; comfortable sparring with engineers and holding the line with lawyers.
- Ability to call hype, defend quality and cost tradeoffs, and make hard prioritization decisions.
- Ability to move fast, operate independently, and thrive in ambiguity.
- Clear writer, effective negotiator, calm in escalation, and trusted cross-functional partner.
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
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