Senior Majors Account Executive - Phoenix

Cloudflare•San Francisco, CA

About The Position

Cloudflare is seeking an experienced and strategic Senior Majors Account Executive to join its Enterprise/Field Sales team in Phoenix, Arizona. The role leads strategic customer engagements, securing and expanding platform partnerships across key accounts. The successful candidate will bring sales leadership, an understanding of enterprise architecture across business, data, applications, and technology, and the ability to explain how Cloudflare fits into modern cloud operating models. The position is responsible for predictable sales performance, healthy pipeline growth, and revenue objectives. It serves as a trusted-advisor role, educating customers and partners about Cloudflare’s evolving product ecosystem and security capabilities. The account executive will use executive sponsorship programs, work with senior leaders including CIOs, CISOs, and CTOs, and coordinate with cross-functional teams to advance and close complex opportunities. Travel may be required to support customer and internal relationships. The role may require access to information protected under U.S. export control laws, and an offer may be conditioned on authorization to receive controlled technology without export-license sponsorship.

Requirements

Demonstrated success in B2B enterprise sales, including closing complex, multi-year technology agreements and transformative platform deals while consistently exceeding quota.
Deep understanding of enterprise cloud platforms, network security, and modern IT architecture.
Ability to align solutions with customer enterprise architecture across business, data, applications, and technology, and map Cloudflare solutions to complex business models and modern cloud operating environments.
Experience engaging executive stakeholders and managing executive sponsorship initiatives.
Strong collaboration skills and experience working with cross-functional leadership teams.
Familiarity with digital transformation trends and ability to translate market insights into customer solutions.
Strong presentation, negotiation, and written communication skills for technical and business audiences.
Thoughtful decision-making focused on sustainable, long-term business success.
Experience setting performance indicators and facilitating cross-team alignment.
Proficiency with enterprise sales tools and methodologies such as Salesforce, Tableau, and MEDDPICC or similar frameworks.
Relevant professional experience in technology sales or enterprise consulting.
Willingness to travel as needed to foster customer and internal team relationships.

Nice To Haves

Advanced degrees or continuous technical learning are welcomed.

Responsibilities

Develop and execute account plans to meet and exceed revenue goals by structuring enterprise-grade platform partnerships within key accounts.
Maintain accurate sales forecasts and proactively manage the pipeline, sharing insights to support broader sales strategy.
Understand customer enterprise architecture across business, data, applications, and technology, and connect Cloudflare solutions to customer business outcomes.
Manage complex customer engagements across multiple business units and build relationships with executive sponsors and C-level stakeholders.
Partner with cross-functional teams, including Product Managers and executive leadership, to advance strategic deals and resolve operational friction.
Advise customers on digital transformation, market shifts, and positioning Cloudflare as a strategic partner.
Connect insights across global departments, communicate clearly, provide constructive feedback, and support continuous team growth.
Make decisions aligned with long-term organizational value, building trust through open communication and knowledge sharing.
Partner with teams to set clear metrics, address operational roadblocks, and improve cross-departmental workflows.
Identify customer and internal needs proactively, foster positive change, and contribute to continuous team improvement.
Champion diverse perspectives to solve complex business challenges and support an inclusive team environment.

Benefits

Medical/Rx insurance
Dental insurance
Vision insurance
Flexible Spending Accounts
Commuter Spending Accounts
Fertility and family-forming benefits
On-demand mental health support and Employee Assistance Program
Global Travel Medical Insurance
Short- and long-term disability insurance
Life and accident insurance
401(k) Retirement Savings Plan
Employee Stock Participation Plan
Flexible paid time off covering vacation and sick leave
Leave programs, including parental, pregnancy health, medical, and bereavement leave
Equity plan participation
Sales incentive compensation under the Sales Compensation Plan