Senior Majors Account Executive (Google) - San Francisco/Bay Area

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Locations • SF / SV Bay Area, US 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 engagement with Google, securing and expanding platform partnerships across this key account. 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 • You have recent experience in the past three years selling into Alphabet (Google). • 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, Tab