Head of GTM, AI Inference

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 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. Responsibilities Market Strategy & Positioning • 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. 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, 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. • 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. 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 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. Desirable Skills, Knowledge, and Experience 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 mar