Head of GTM, AI Inference

Location: New York, NY or San Francisco, CA 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 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 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 View email address on click.appcast.io or via mail at 101 Townsend St. San Francisco, CA 94107. #J-18808-Ljbffr WinsAbove