Major Account Executive (France)

• We are seeking a highly accomplished and Major Account Executive to join our Enterprise/Field Sales Team in France
• In this advanced role, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos
• The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e. g. , Head of/VP of Networking or Security)
• As an Major Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets
• You will be a subject matter expert, speaking fluently about Cloudflare’s products, features, benefits, and use cases across diverse customer segments
• This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales
• You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives
• Strategic
• Revenue

Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments

• Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes
• Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership
• Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers’ IT architectures, including applications and third-party technologies
• Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions
• Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization
• Strategically connect disparate needs to strengthen Cloudflare’s platform sale, actively involving and influencing technical C-level minus one executives
• Virtual
• Team

Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities

• Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery
• Digital
• Transformation

Authority: Act as an authority on digital transformation, understanding key drivers (e. g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions

• Position Cloudflare as a critical enabler of these transformations
• Compelling
• Value

Creation: Articulate highly compelling, strategic value propositions for Cloudflare’s services, directly linking them to customer business outcomes and strategic objectives

• Lead with a strong focus on the “why,” communicating the whole picture to both internal and external stakeholders
• Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties
• Demonstrate advanced closing skills across new business and expansion opportunities
• Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion
• Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work
• Share learnings proactively to build trust across the organization
• Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights
• Leverage company-wide learnings to improve department and team execution
• Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking

Benefits

• Competitive pay: We offer a competitive total rewards package, where every employee is an owner of our stock.
• Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
• Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
• Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
• Commuter program: We are flexible about where we work and value connecting at the office.

Our commuter benefits program is in place to support team members’ commute to work via public transportation without the extra cost burden.

• Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.
• Proficiency in advanced sales and business intelligence platforms (e. g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework application)
• Ability to travel as required to engage with key customers and internal teams
• Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve
• Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts
• Demonstrated success leading and influencing virtual cross-functional teams (e. g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure
• Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes
• Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e. g., SMBs, enterprise, vertical markets)
• Bachelor’s degree required, with a technical background (e. g., engineering, computer science, MIS) highly preferred
• Exceptional strategic communication and presentation skills, with a focus on articulating the “why” and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one)
• Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales
• 10+ years of advanced experience selling complex technology solutions in a B2B enterprise model, with a significant track record of consistently exceeding multi-million dollar quota targets
• Language Skills: French & English
• Highly self-motivated, entrepreneurial, and resilient, thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals
• Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals
• #J-18808-Ljbffr