Major Account Executive

Responsibilities

• Architect and execute advanced territory and account plans to exceed multi-million-dollar sales targets and annual quotas, focusing on new business acquisition and expansion within complex enterprise environments.
• Lead strategic pipeline management and provide accurate forecasts with clear insights to sales leadership.
• Develop deep knowledge of customers’ IT architectures, applications, and third-party technologies; align Cloudflare Reference Architectures to customer environments and drive platform solutions.
• Orchestrate multiple complex customer engagements across business units and influence technical executives.
• Lead virtual teams of in-region specialists, Product Managers, Deal Desk, and Legal through complex opportunities.
• Act as an authority on digital transformation and position Cloudflare as an enabler of strategic customer initiatives.
• Articulate strategic value propositions connected to customer business outcomes.
• Lead complex contract negotiations and close new business and expansion opportunities.
• Build executive-level customer relationships that support adoption, retention, and expansion.
• Coach team members and share organizational learnings to improve execution.

Requirements

• 10+ years of experience selling complex technology solutions in a B2B enterprise model, with a track record of exceeding multi-million-dollar quotas.
• Deep expertise in cloud networking, security, and edge computing technologies.
• Ability to understand complex customer IT architectures and map them to reference architectures.
• Experience leading and influencing cross-functional teams, including Solution Engineers, Product Managers, and Legal.
• Exceptional strategic communication, presentation, negotiation, and closing skills.
• Experience closing large, complex, six-figure and multi-million-dollar deals.
• Expertise in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts.
• Knowledge of digital transformation trends and their impact on enterprise customers.
• Strong coaching and mentorship abilities.
• Self-motivated, entrepreneurial, resilient, and effective in a fast-paced environment.
• Proficiency with Salesforce, Tableau, G Suite, Microsoft Office, and the MEDDPICC framework.
• Bachelor’s degree required; a technical background such as engineering, computer science, or MIS is highly preferred.
• Ability to travel as required.
• French and English language proficiency.

Compensation and Benefits

• Estimated annual salary for France-based hires: €169,000–€232,000, including on-target incentive compensation under the Sales Compensation Plan.
• Classified as CSP 3-1 with a coefficient of 170 under the SYNTEC Collective Bargaining Agreement.
• Eligible for Cloudflare’s equity plan.