Senior Majors Account Executive

About the role

Cloudflare is actively seeking a Senior Majors Account Executive to spearhead the sales of its platform within the most strategic enterprise accounts. In this capacity, you will be responsible for cultivating and safeguarding high-profile relationships that are critical to the long-term vision of the customer. You will operate at the executive level, translating complex technical capabilities into clear business outcomes for decision-makers who define digital infrastructure strategy. This role demands ownership of the entire sales cycle, from initial discovery through to complex, multi-year contract execution. You will act as a trusted advisor, guiding clients through significant digital transformation initiatives where Cloudflare plays a foundational role. Success in this position hinges on your ability to navigate intricate stakeholder landscapes and align Cloudflare's solutions with overarching business objectives. You will be instrumental in expanding footprint within existing accounts and identifying new avenues for growth across the enterprise.

Key facts

Location: Hybrid

Engagement: Full-time

Team: Enterprise/Field Sales

Compensation: Estimated annual compensation of $340,000 to $360,000 (base plus variable under Sales Compensation Plan)

Eligible for equity participation

What you'll do

• Own territory and account plans targeting multi-million dollar sales, consistently exceeding annual quotas through large-scale platform deals that define market presence.
• Deliver highly accurate forecasting and maintain disciplined pipeline management across strategic accounts to ensure predictable revenue outcomes.
• Map Cloudflare solutions to customer enterprise architecture spanning business, data, applications, and technology layers to uncover latent requirements.
• Build and manage executive sponsorship programs with direct engagement at CIO, CISO, and CTO levels to secure buy-in and champion advocacy.
• Coordinate cross-functional virtual teams including Product Managers, VPs, and SVPs to align resources and close major opportunities efficiently.
• Advise customers on digital transformation initiatives and identify where Cloudflare fits within broader market shifts to future-proof their infrastructure.
• Define quarterly team goals and metrics while removing roadblocks across departments to maintain momentum and focus.
• Communicate strategic themes across global teams and provide constructive feedback to improve organizational performance and sales methodologies.
• Manage complex deal structures and negotiations, ensuring terms align with both customer needs and company objectives.
• Leverage deep product knowledge to address intricate customer inquiries and position Cloudflare as the definitive platform of choice.

Requirements

• 10+ years selling complex, multi-million dollar B2B technology solutions with a consistent record of exceeding quota and delivering value.
• Deep familiarity with Cloudflare products and the wider security market landscape, including emerging threats and trends.
• Strong grasp of enterprise architecture frameworks and cloud operating environments to effectively discuss technical implementations.
• Experience running executive sponsorship programs and influencing C-suite buyers through compelling value propositions.
• Track record leading virtual teams with senior leadership involvement, demonstrating the ability to drive results remotely.
• Excellent communication, negotiation, and presentation abilities to articulate vision and resolve complex issues.
• Bachelor's degree required as a foundational element of professional expertise and business acumen.

Nice to have

• MBA or advanced technical degree that provides additional depth in strategic thinking or specialized technology domains.
• Proficiency with Salesforce, Tableau, G-suite, Microsoft suite, and MEDDPICC methodology to enhance sales execution and analytics.

Practical notes

• Extensive travel is required to meet with customers, executives, and internal teams to build relationships and close deals.
• Compensation may vary based on work location, reflecting regional market conditions and operational considerations.
• This role is based in Houston, US, operating under a hybrid model that balances remote flexibility with in-office collaboration.
• The position is full-time and requires a long-term commitment to driving enterprise growth in a dynamic environment.
• All applicants must meet the stated requirements without exception, as these form the baseline for success in this capacity.
• No additional benefits or stipends beyond those outlined in the official benefits package are provided.
• The role involves significant responsibility and autonomy, requiring self-motivation and disciplined execution.
• Prospective hires should be prepared to engage with executive-level stakeholders and contribute to high-impact strategic initiatives from day one.