Head of GTM, AI Inference

Cloudflare; San Francisco (CA); Hybrid; USD 130,000 - 180,000; Full time

Benefits offered by this job

Medical/Rx Insurance

401(k) Retirement Savings Plan

Flexible paid time off

Job summary

Cloudflare is looking for innovative leaders to develop the go-to-market strategy for their AI inference platforms. The role involves significant sales and market strategy responsibilities, driving promotional strategies with model partners and refining market positions.

Successful candidates will have deep expertise in AI infrastructure, strong analytical skills, and a proven track record in strategic sales. The role offers a competitive environment focused on innovative solutions and business rigor.

Qualifications

• Significant experience in GTM strategy or strategic sales.
• Deep understanding of the AI inference landscape.
• Strong analytical foundation and experience with data.

Responsibilities

• Own Cloudflare's GTM strategy for AI inference.
• Develop positioning around serverless GPU pricing.
• Partner directly with high-value accounts.

Skills

GTM strategy experience

AI infrastructure knowledge

Analytical skills

Sales leadership

Strategic communication

Education

Relevant degree in business or technology

Job description

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 need a leader to own the go-to-market strategy for this business, connecting our cutting‑edge AI infrastructure with our product teams and the global market.

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

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

Equal Opportunity Employer Statement

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 race, colour, religion, sex, 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. We provide reasonable accommodations to qualified individuals with disabilities.