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.
What You'll Do
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
What We're Looking For
- 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