Senior Majors Account Executive - Phoenix

Available Locations

• Phoenix, AZ

About the Role

We are seeking an experienced and strategic Senior Majors Account Executive to join our Enterprise/Field Sales team. In this pivotal role, you will lead Cloudflare’s strategic engagements, securing and expanding platform partnerships across key accounts. The ideal candidate brings strong sales leadership, a deep understanding of enterprise architecture (business, data, applications, technology), and the ability to articulate how Cloudflare integrates into modern cloud operating models.

As a Senior Majors Account Executive, you will drive predictable sales performance, foster healthy pipeline growth, and deliver on revenue objectives. You will act as a trusted advisor, educating customers and partners on Cloudflare’s evolving product ecosystem and security capabilities. This role involves leveraging executive sponsorship programs, partnering with senior leaders (including CIOs, CISOs, and CTOs), and collaborating with cross-functional teams to navigate and successfully close complex customer opportunities.

Responsibilities

• Strategic Revenue Leadership: Develop and execute account plans to meet and exceed revenue goals by structuring enterprise-grade platform partnerships within key accounts.
• Predictable Pipeline & Forecasting: Maintain accurate sales forecasting and proactive pipeline management, sharing insights to support broader sales strategy.
• Enterprise Architecture Alignment: Demonstrate a strong understanding of customer Enterprise Architecture across business, data, applications, and technology pillars, connecting Cloudflare solutions directly to customer business outcomes.
• Executive & C-Suite Engagement: Manage complex customer engagements across multiple business units, building strong relationships with executive sponsors and C-level stakeholders.
• Cross-Functional Collaboration: Partner effectively with cross-functional teams—including Product Managers and executive leadership—to advance strategic deals and resolve operational friction.
• Digital Transformation Guidance: Serve as a key advisor on digital transformation, helping customers navigate market shifts and position Cloudflare as a core strategic partner.
• Clear Communication & Feedback: Connect insights across global departments to deliver clear messaging, provide constructive feedback, and support continuous team growth.
• Long-Term Strategic Vision: Make balanced decisions aligned with long-term organizational value, building trust through open communication and knowledge sharing.
• Goal Setting & Operational Efficiency: Partner with teams to set clear metrics, address operational roadblocks, and improve cross-departmental workflows.
• Collaborative Problem Solving: Proactively identify customer and internal needs, fostering positive change and contributing to continuous team improvement.
• Inclusive Leadership: Champion diverse perspectives to solve complex business challenges and support a supportive, forward-thinking team environment.

Desirable Skills, Knowledge, and Experience

• Demonstrated track record of success in B2B enterprise sales, closing multi-year, complex technology agreements demonstrating a track record of consistently exceeding quota and closing transformative platform deals.
• Deep understanding of enterprise cloud platforms, network security, and modern IT architecture.
• Proven capability to align solutions with customer Enterprise Architecture (Business, Data, Applications, Technology) and enterprise business models mapping Cloudflare solutions to complex business models and modern cloud operating environments.
• Experience engaging with executive stakeholders and managing executive sponsorship initiatives.
• Strong collaborative skills with experience working alongside cross-functional leadership teams.
• Familiarity with digital transformation trends and the ability to translate market insights into customer solutions.
• Strong presentation, negotiation, and written communication skills across technical and business audiences.
• Thoughtful decision-making approach focused on sustainable, long-term business success.
• Experience setting clear performance indicators and facilitating cross-team alignment.
• Proficiency with enterprise sales tools and methodologies (e.g., Salesforce, Tableau, MEDDPICC, or similar frameworks).
• Relevant professional experience in technology sales or enterprise consulting; advanced degrees or continuous technical learning are welcomed.
• Willingness to travel as needed to foster strong customer and internal team relationships.

• Estimated annual salary of $280,000- $350,000 (base/variable)

This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.