Senior Majors Account Executive - Minnesota

About Cloudflare

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code.

About the Role

We are seeking an exceptionally accomplished and visionary Senior Majors Account Executive to join our Enterprise/Field Sales team. In this expert-level role, you will be the driving force behind Cloudflare's most strategic customer engagements, leading the charge in securing and expanding critical platform sales within focused accounts. The ideal candidate possesses unparalleled sales leadership, a profound grasp of enterprise architecture across all four pillars (business, data, applications, technology), and the ability to articulate how Cloudflare seamlessly integrates into modern cloud operating models.

Responsibilities

• Executive-Level Strategic Revenue Leadership: Own and execute the most critical territory and account plans, consistently exceeding multi-million dollar sales targets and annual quotas by architecting and closing large-scale platform sales within highly focused, strategic accounts.
• Precision Forecasting & Pipeline Mastery: Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management. Provide visionary insights and strategic guidance that shapes the direction of the sales organization.
• Enterprise Architecture & Business Model Expertise: Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), seamlessly mapping these to customer business models. Articulate precisely how Cloudflare fits into and optimizes a modern cloud operating model.
• C-Suite Engagement & Executive Sponsorship: Lead and orchestrate complex customer engagements across numerous business units simultaneously, connecting the dots to solidify platform sales. Actively apply and manage executive sponsorship programs, ensuring direct engagement and influence with CIOs, CISOs, and CTOs.
• Cross-Functional Leadership & Influence: Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities. Proactively identify and resolve organizational roadblocks, leveraging company-wide learnings to ensure the most efficient delivery.
• Digital Transformation Visionary: Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change. Expertly spot and seize opportunities for Cloudflare within broader market trends that influence these critical decisions.
• Organizational Communication & Feedback: Connect themes from across departments and global locations to craft critical, crystal-clear messaging. Review performance and output across multiple organizations, providing feedback and solutions to enhance the entire organization’s performance.
• Long-Term Strategic Impact: Consistently articulate how decisions will impact Cloudflare years into the future, willing to trade short-term gains for significant long-term organizational benefit.
• Define Goals & Drive Efficiency: Play a key role in defining team goals and metrics each quarter, rigorously reviewing results. Deeply understand interdependencies within and across teams, proactively addressing roadblocks to achieve results with maximum efficiency.
• Company-Wide Innovation & Problem Solving: Consistently and proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimize efficiency.
• Inclusive Leadership & Future-Proofing: Serve as an exemplary leader, consistently bringing in diverse perspectives to not only address today's needs but also anticipate and solve future problems.

Desirable Skills, Knowledge, and Experience

• Experience: 10+ years of expert-level experience selling complex, multi-million dollar technology solutions in a B2B enterprise model, with an irrefutable track record of consistently exceeding quota and closing transformative platform deals.
• Product Knowledge: Unparalleled in-depth knowledge of Cloudflare's entire product suite and the broader security landscape, coupled with the ability to educate both customers and partners at an expert level.
• Enterprise Architecture: Mastery in understanding Customer Enterprise Architecture (Business, Data, Applications, Technology) and adept at mapping Cloudflare solutions to complex business models and modern cloud operating environments.
• C-Suite Engagement: Proven ability to apply and manage executive sponsorship programs, with extensive experience engaging directly and influencing CIOs, CISOs, and CTOs.
• Team Leadership: Demonstrated success in leading and orchestrating virtual teams comprising VPs and SVPs to manage and close the most strategic customer opportunities.
• Digital Transformation: Recognized authority on digital transformation, with a deep understanding of market trends and the ability to strategically position Cloudflare as a critical partner in driving customer innovation.
• Communication: Exceptional strategic communication, negotiation, and presentation skills, capable of delivering impactful messaging to the highest levels of customer and internal leadership.
• Tools: Expert-level proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC, etc.).
• Education: Bachelor's degree required, with an MBA or advanced technical degree highly preferred.
• Travel: Ability to travel extensively as required to engage with key customers, executive leadership, and internal teams.

Compensation & Benefits

• Salary Range: $294,000 - $380,000 (Estimated annual salary for Minnesota-based hires)
• Equity: Eligible to participate in Cloudflare’s equity plan and Employee Stock Participation Plan (ESPP).
• Health & Welfare: Medical/Rx, Dental, and Vision Insurance, Flexible Spending Accounts, Commuter Spending Accounts, Fertility & Family Forming Benefits, On-demand mental health support, and Global Travel Medical Insurance.
• Financial Benefits: Short and Long Term Disability Insurance, Life & Accident Insurance, and 401(k) Retirement Savings Plan.
• Time Off: Flexible paid time off covering vacation and sick leave, plus parental, pregnancy health, medical, and bereavement leave.