Senior Majors Account Executive - New York or New Jersey

Cloudflare - San Francisco, CA

Full-time - Senior

Remote - San Francisco, CA

Professional, Scientific, and Technical Services

About the position

The Senior Majors Account Executive at Cloudflare is responsible for managing a focused set of high-revenue accounts, specifically targeting companies with over $1 billion in annual revenues. This role involves developing strategic partnerships with C-level clients and senior technical decision-makers to drive business growth and customer satisfaction. The position requires a consultative sales approach, strong relationship-building skills, and the ability to lead internal teams to deliver tailored solutions that meet customer needs. The Senior Majors Account Executive will also be accountable for achieving new business and expanding existing customer relationships, all while contributing to Cloudflare's mission of building a better Internet.

Responsibilities

• Proactively manage and grow a portfolio of assigned Majors Account level clients.
• Close new and expansion business monthly, quarterly, and annually, meeting or exceeding assigned quota.
• Manage customer relationships and assume ownership of deadlines and deliverables to ensure Cloudflare is correctly positioned to win business.
• Develop C-level and Decision Maker relationships within accounts for the purpose of establishing strategic alignment to customer's transformative objectives.
• Develop pipeline by maintaining a high level of activity/outreach directly and indirectly, deeply understanding the customers' goals and objectives, and analyzing where Cloudflare can add value.
• Maintain accurate forecasts and report to the sales leader on the status of and expansion opportunities for weekly sales meetings.
• Accountable to reverse closure steps and establish jointly owned timelines with customers.
• Organize and deliver executive level presentations, proposals, and commercial terms with customers.
• Leverage the Executive Briefing Center and process to establish key sponsorships and support of accounts with Cloudflare Executives.
• Build and maintain relationships with channel partners to establish joint value propositions and customer value.
• Participate in team meetings and deliver GTM guidance on how to better partner with Strategic Accounts.

Requirements

• Demonstrate proficiency in Cloud Networking and Security Technology with industry awareness.
• Demonstrated track record of meeting and exceeding quota.
• Expert sales acumen in discovery, positioning, competition, negotiation, closing, and expansion.
• Ability to lead a multidisciplinary team over a long-term account horizon.
• Able to identify key players in organizations and possess the ability to convert business issues into solutions.
• Strong closing skills are essential.
• Clear concise communicator verbally and in writing.
• Ability to build meaningful relationships quickly.
• Acts with integrity and honesty in all situations.
• Demonstrates a positive attitude internally and externally.
• Expert at building rapport and owning the room.
• A lifelong learner committed to learning new skills and practicing key skills with discipline.
• Aggressiveness in execution and planning.
• Ability to take successes and challenges in stride.
• Discipline to work without instant gratification.
• Self-starter with an entrepreneurial spirit.
• Bold in actions and never satisfied with complacency.
• Strong will and fortitude to work a plan in the face of challenge.

Nice-to-haves

• Experience in selling to large enterprises.
• Familiarity with the MEDDPIC sales framework.
• Previous experience in a technology sales role.

Benefits

• Competitive salary and performance bonuses.
• Health, dental, and vision insurance.
• 401(k) retirement plan with company matching.
• Flexible work hours and remote work options.
• Professional development opportunities.
• Paid time off and holidays.