General Tech
Business Insiderabout 3 hours ago
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In the AI era, be a builder or a seller, not a measurer

AI

Cloudflare CEO Matthew Prince says AI is reshaping companies by prioritizing builders and sellers over measurers, as evidenced by Cloudflare's layoffs of middle managers and operations staff while increasing engineering hires by 45%.

In the AI era, be a builder or a seller, not a measurer

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The Big Picture
BNP Paribas analysts found that Cloudflare cut 20% of its workforce earlier this year but increased its engineering ranks by 45% to 1,894. CEO Matthew Prince explained that AI is changing which roles companies value: builders (engineers) and sellers remain essential, while measurers (middle managers, operations, finance, marketing) are being automated. Cloudflare's layoffs focused on measuring roles, with operations consolidated and finance automated. Prince believes AI will not kill tech jobs overall—open tech roles are up 14%—but will shift investment toward core building work. This restructuring reflects a broader trend where AI handles tracking and coordination, making measurers redundant.
Why It Matters
This article reveals a structural shift in how AI is reshaping tech companies: builders and sellers are becoming more valuable, while roles focused on measurement and management are being automated. Cloudflare's layoffs of middle managers and operations staff, paired with a surge in engineering hires, illustrate a broader trend where AI replaces coordination tasks but amplifies demand for core product creation and customer-facing roles. For tech workers, the insight is clear—career resilience lies in developing skills that directly build or sell, rather than those that merely track and report.

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Manager Bill Lumberg, played by Gary Cole (left), checks in with his employee in the movie Office Space.
Manager Bill Lumberg, played by Gary Cole (left), checks in with his employee in the movie Office Space.
Manager Bill Lumberg, played by Gary Cole (left), checks in with his employee in the movie Office Space.

ZUMA Press Wire via Reuters Connect

BNP Paribas analysts recently spotted a striking contradiction. Even though Cloudflare cut 20% of its workforce earlier this year, the tech company's engineering ranks have surged.

Cloudflare employed 1,308 engineers in December. That figure has climbed to 1,894, a 45% jump, according to data BNP crunched from LinkedIn.

I ran the numbers past Cloudflare CEO Matthew Prince, who confirmed the trend. So why would a company slash so many jobs while ramping up engineering hiring? His answer reflects how AI is changing the structure of companies across the tech industry, and potentially beyond.

Prince's first takeaway: AI ain't killing tech jobs. That's backed up by other data. Open tech roles posted by tech companies are up 14% so far this year, according to TrueUp, a tech jobs marketplace. Open hardware engineering roles have jumped 52%.

Instead, AI is changing which jobs companies value most.

Prince says three broad groups make up most modern companies: builders, sellers, and measurers. Builders create products. Sellers persuade customers to buy them. Measurers track, audit, manage, report on, and coordinate the business.

Builders are secure in an AI world, according to Prince. In fact, he said, if Cloudflare's builders (engineers) become far more productive with AI, he will hire even more of them.

Sellers also remain essential because customers still want to buy from people they trust, who understand their problems and can fix them.

Measurers are where the AI axe is falling, Prince said, because this new technology increasingly handles these functions constantly and thoroughly. Most of Cloudflare's layoffs earlier this year focused on these measuring roles:

  • Operations shrank into a single group.
  • Finance was consolidated through more automation.
  • Marketing was slashed because, like in many companies, this department was riddled with measurers, the CEO said.

The result: fewer people tracking things and more investment in people actually doing the core work of building the business.

That's a healthier reset than most AI doomer predictions — even if that's cold comfort for those caught in the transition.

Sign up for BI's Tech Memo newsletter here. Reach out to me via email at abarr@businessinsider.com.

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