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

Cloudflare cut 20% of its workforce earlier this year but increased engineering headcount by 45%, from 1,308 to 1,894 engineers, according to BNP Paribas data. CEO Matthew Prince said AI is shifting value from 'measurer' roles like middle management and operations to 'builder' and 'seller' roles, as automation handles tracking and coordination.

BNP Paribas analysts recently spotted a striking contradiction. Even though Cloudflare cut 20% https://www.businessinsider.com/cloudflare-announces-1100-layoffs-amid-ai-focus-shift-2026-5 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 https://www.businessinsider.com/matthew-prince-search-engines-ai-cloudflare-google-2025-8 , 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 https://www.businessinsider.com/ai-isnt-killing-software-coding-jobs-booming-trueup-2026-4 . That's backed up by other data. Open tech roles posted by tech companies are up 14% https://www.businessinsider.com/ai-supposed-to-kill-tech-jobs-instead-demand-up-2026-6 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 https://www.businessinsider.com/meta-pms-ai-builders-tech-industry-2026-2 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: Middle managers were cut. 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 https://www.businessinsider.com/ai-job-impact-losses-shifting-sam-altman-mustafa-suleyman-comments-2026-6 — even if that's cold comfort for those caught in the transition. Sign up for BI's Tech Memo newsletter here https://www.businessinsider.com/subscription/newsletter/tech-memo . Reach out to me via email at abarr@businessinsider.com mailto:abarr@businessinsider.com .