Available Location: Hybrid, New Jersey About the Role We are seeking an exceptionally accomplished and visionary Senior Majors Account Executive to join our Enterprise/Field Sales team. In this expert-level role, you will be the driving force behind Cloudflare's most strategic customer engagements, leading the charge in securing and expanding critical platform sales within focused accounts. The ideal candidate possesses unparalleled sales leadership, a profound grasp of enterprise architecture across all four pillars (business, data, applications, technology), and the ability to articulate how Cloudflare seamlessly integrates into modern cloud operating models. As a Senior Majors Account Executive, you will demonstrate the highest level of sales proficiency, ensuring highly accurate forecasting, strategic pipeline management, and consistently exceeding attainment targets. You will be a recognized subject matter expert, providing in-depth education to customers and partners alike on Cloudflare's extensive product ecosystem and its place within the broader security landscape. This role demands the ability to apply executive sponsorship programs, actively engaging with CIOs, CISOs, and CTOs, and leading virtual teams that include VPs and SVPs to navigate and close complex, transformative opportunities. You will shape our customers' digital transformation journeys, identifying opportunities within broader market trends and positioning Cloudflare as their indispensable strategic partner. What You'll Do - Executive-Level Strategic Revenue Leadership: Own and execute the most critical territory and account plans, consistently exceeding multi-million dollar sales targets and annual quotas by architecting and closing large-scale platform sales within highly focused, strategic accounts. - Precision Forecasting & Pipeline Mastery: Lead with unparalleled accuracy in forecasting and demonstrate complete mastery of proactive pipeline management. Provide visionary insights and strategic guidance that shapes the direction of the sales organization. - Enterprise Architecture & Business Model Expertise: Exhibit an expert-level understanding of customer Enterprise Architecture across all four pillars (business, data, applications, technology), seamlessly mapping these to customer business models. Articulate precisely how Cloudflare fits into and optimizes a modern cloud operating model. - C-Suite Engagement & Executive Sponsorship: Lead and orchestrate complex customer engagements across numerous business units simultaneously, connecting the dots to solidify platform sales. Actively apply and manage executive sponsorship programs, ensuring direct engagement and influence with CIOs, CISOs, and CTOs. - Cross-Functional Leadership & Influence: Drive and lead highly complex virtual teams that include Product Managers, VPs, and SVPs to manage and close the most strategic customer opportunities. Proactively identify and resolve organizational roadblocks, leveraging company-wide learnings to ensure the most efficient delivery. - Digital Transformation Visionary: Serve as Cloudflare's leading voice on digital transformation, engaging deeply with customers on their key drivers for change (e.g., new offering development, customer capabilities). Expertly spot and seize opportunities for Cloudflare within broader market trends that influence these critical decisions. - Organizational Communication & Feedback: Connect themes from across departments and global locations to craft critical, crystal-clear messaging. Review performance and output across multiple organizations, providing feedback and solutions to enhance the entire organization's performance. Deliver challenging news within a constructive learning context. - Long-Term Strategic Impact: Consistently articulate how decisions will impact Cloudflare years into the future, willing to trade short-term gains for significant long-term organizational benefit. Build trust by openly sharing learnings and modeling Cloudflare's highest expectations and standards. - Define Goals & Drive Efficiency: Play a key role in defining team goals and metrics each quarter, rigorously reviewing results. Deeply understand interdependencies within and across teams, proactively addressing roadblocks to achieve results with maximum efficiency. - Company-Wide Innovation & Problem Solving: Consistently and proactively address internal and external needs, driving urgency across the department and company to offer solutions that optimize efficiency. Constructively and humbly challenge the status quo to drive positive change and innovation company-wide, leveraging new insights for continuous iteration. - Inclusive Leadership & Future-Proofing: Serve as an exemplary leader, consistently bringing in diverse perspectives to not only address today's needs but also anticipate and solve future problems, contributing significantly to the greater good of Cloudflare. Examples of Desirable Skills, Knowledge, and Experience - 10+ years of expert-level experience selling complex, multi-million dollar technology solutions in a B2B enterprise model, with an irrefutable track record of consistently exceeding quota and closing transformative platform deals. - Unparalleled in-depth knowledge of Cloudflare's entire product suite and the broader security landscape, coupled with the ability to educate both customers and partners at an expert level. - Mastery in understanding Customer Enterprise Architecture (Business, Data, Applications, Technology) and adept at mapping Cloudflare solutions to complex business models and modern cloud operating environments. - Proven ability to apply and manage executive sponsorship programs, with extensive experience engaging directly and influencing CIOs, CISOs, and CTOs. - Demonstrated success in leading and orchestrating virtual teams comprising VPs and SVPs to manage and close the most strategic customer opportunities. - Recognized authority on digital transformation, with a deep understanding of market trends and the ability to strategically position Cloudflare as a critical partner in driving customer innovation. - Exceptional strategic communication, negotiation, and presentation skills, capable of delivering impactful messaging to the highest levels of customer and internal leadership. - A visionary leader who consistently makes decisions for the long-term benefit of Cloudflare, even if it means trading off short-term gains. - Proven ability to define team goals and metrics, drive cross-departmental efficiency, and proactively address roadblocks for optimal results. - A humble yet assertive leader who consistently challenges the status quo and drives positive, innovative change across the organization. - Expert-level proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC, etc.). - Bachelor's degree required, with an MBA or advanced technical degree highly preferred. - Ability to travel extensively as required to engage with key customers, executive leadership, and internal teams. Compensation Compensation may be adjusted depending on work location. - Estimated annual salary of $350,000- $380,000 (base/variable) This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. Equity This role is eligible to participate in Cloudflare's equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits - Medical/Rx Insurance - Dental Insurance - Vision Insurance - Flexible Spending Accounts - Commuter Spending Accounts - Fertility & Family Forming Benefits - On-demand mental health support and Employee Assistance Program - Global Travel Medical Insurance Financial Benefits - Short and Long Term Disability Insurance - Life & Accident Insurance - 401(k) Retirement Savings Plan - Employee Stock Participation Plan Time Off - Flexible paid time off covering vacation and sick leave - Leave programs, including parental, pregnancy health, medical, and bereavement leave

Location: Sydney / MelbourneAbout the Department Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community. About this RoleDigital Native AEs at Cloudflare sell into the most innovative companies in ANZ. In targeting high-growth, technologically advanced, and venture-backed companies, AEs are positioned to drive in-depth product discussions while communicating and demonstrating value quickly to customers. This is a hunting role within the digital native segment focusing on the acquisition of prospective Digital Native accounts and often selling to founder level. The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive/founder levels, and across Security, Network, Development and Infrastructure teams. Key Responsibilities - Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list. - Drive new business acquisition (new customer logos) within your territory. - Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts. - Understand customer use-cases and how they pair with Cloudflare's portfolio solutions in order to identify new sales opportunities. - Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates. - Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations. - As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews. - Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers. - Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer. - Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare. Requirements: - 8-12 years closing experience selling B2B SaaS (technical product preferred) - Skilled in out-bounding to key stakeholders within fast-paced organizations & mapping Cloudflare innovations to business objectives - Working or tangential knowledge of the cloud infrastructure and/or security space - Track record of exceeding annual targets and track record of growth within current organization - Strong interpersonal communication (verbal and written) and organizational skills - Self-motivated; entrepreneurial spirit - Comfortable working in a fast paced dynamic environment - Demonstrated analytical and quantitative abilities - Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite) Examples of desirable skills, knowledge and experience: - Understanding of cloud infrastructure ecosystem and cloud security is highly preferred. - Experience working in a start-up environment. - Technical competence strongly preferred.

Job Title Account Executive, North Carolina Job Description About The Position | Major goals and objectives and location requirementsThe D/Cipher-MNI Sales Account Executive is responsible for assessing the market potential of prospective accounts and building meaningful relationships with local, regional, and national businesses to understand and solve their marketing challenges. This role is ideal for a proven sales professional and marketing leader who thrives in a consultative, relationship-driven environment and is motivated to grow and maintain a high-performing territory. The D/Cipher-MNI Sales Account Executive will identify, develop, and expand client relationships through face-to-face meetings, strategic prospecting, industry events, branding initiatives, presentations, and by penetrating organizations at the highest decision-making levels. This role works closely with clients, advertising agencies, and internal teams to design and execute integrated advertising and marketing programs that align with client objectives and deliver measurable results against key performance indicators (KPIs) including the following key responsibilities: ● Develop and manage a robust sales territory by building brand equity, driving business development, and selling advertising solutions throughout regional markets. ● Bring a deep understanding of end-to-end digital media products and media solutions in order to confidently position customized, results-driven strategies. ● Cultivate and grow high-level relationships with clients and advertising agencies using a consultative, insight-driven sales approach, driving new growth from new brand and agency accounts. ● Identify and unlock revenue opportunities within existing brand and agency relationships to drive incremental growth. ● Provide ongoing client management, including regular performance reviews, marketing plan optimization, educational events, and client entertainment. ● Deliver consistent updates to management on sales pipeline, percent-to-goal, territory performance, opportunities, and regional challenges. ● Conduct thorough client needs analyses to uncover marketing pain points and develop targeted strategies to address them. ● Consistently exceed annual revenue goals. This role is remote, however we prefer candidates who are located in the NC area due to client needs. Travel to the office will be required as appropriate given business needs. About The Team: | The Team and/or Brand.D/Cipher is People Inc.’s in-house Media platform and activation team, fueled by the rich user engagement data of People Inc., the nation’s largest publisher. D/Cipher helps advertisers make informed media buying decisions on and off People Inc. content. Media Now Interactive (MNI), part of the People Inc. family, has been a trusted partner to regional and national agencies and brands for over 55 years, and is an integral distribution channel for the People Media offerings. The D/Cipher-MNI team provides a single point of contact for multiplatform, customized, and targeted advertising solutions. From research and strategy to execution and analysis, the team offers a comprehensive suite of digital products, services, and integrated opportunities designed to efficiently and effectively reach audiences in select markets. About the Position’s Contributions - Weight % | Accountabilities, Actions, and Expected Measurable Results - 55%: Achieve revenue goals established by the company for both existing and developmental accounts. Sell advertising and digital solutions while providing ongoing service to advertising agencies and direct clients. Evaluate the advertising revenue potential of assigned accounts and communicate advertiser marketing needs to sales management, research, production, and promotion teams to develop impactful, customized presentations. Maintain strong, positive relationships with clients and internal stakeholders. - 20%: Proactively prospect new business opportunities across the territory, including B2C and B2B clients, through consistent outreach, face-to-face meetings, presentations, events, entertainment, and other business development efforts. - 10%: Collaborate with internal D/Cipher-MNI teams—including planning, marketing, research, account management, and ad-ops—to develop integrated media plans and compelling sales support materials. - 10%: Leverage published data and industry insights to approach advertisers with informed sensitivity to their business challenges. Present solutions to key decision-makers using written and visual materials. Manage and execute client-selected solutions while delivering exceptional customer service. - 5%: Provide timely and accurate monthly, quarterly, and ad-hoc reports to management. Maintain accurate performance records and generate additional reporting as required. Perform other duties as assigned. Minimum Qualifications and Job Requirements Education: ● College degree preferred, or equivalent work experience. Experience: ● Minimum of 3+ years of relevant digital media and/or advertising technology sales experience. ● Proven track record of sales success and development of effective sales presentations. Specific Knowledge, Skills, Certifications, and Abilities● Business development specialist with a demonstrated ability to grow client and agency relationships through prospecting, lead generation, and deep organizational engagement. ● Exceptional presentation, communication, and interpersonal skills. ● Experience in advertising or media sales with the ability to develop, present, and sell high-level media strategies and marketing plans to C-level executives and agency teams. ● Highly driven and entrepreneurial, with a passion for success, strong business acumen, excellent time management skills, and a strong work ethic. ● Proven history of exceeding revenue goals and consistently overachieving. ● Knowledge of competitive media strengths and weaknesses preferred. ● Excellent organizational, multitasking, and problem-solving abilities. ● Ability to thrive in a collaborative, competitive, and fast-paced environment. ● Professional demeanor with strong customer service skills. ● Self-starter capable of working independently and adapting quickly to varying sales situations. ● Valid U.S. driver’s license required. Approximate Travel Requirement: 40% It is the policy of People Inc. to provide equal employment opportunity (EEO) to all persons regardless of age, color, national origin, citizenship status, physical or mental disability, race, religion, creed, gender, sex, sexual orientation, gender identity and/or expression, genetic information, marital status, status with regard to public assistance, veteran status, or any other characteristic protected by federal, state or local law. In addition, the Company will provide reasonable accommodations for qualified individuals with disabilities. Accommodation requests can be made by emailing hr@people.inc. The Company participates in the federal E-Verify program to confirm the identity and employment authorization of all newly hired employees. For further information about the E-Verify program, please click here: https://www.e-verify.gov/employees Pay Range Salary: Remote: $95,000.00 - $115,000.00 The pay range above represents the anticipated low and high end of the pay range for this position and may change in the future. Actual pay may vary and may be above or below the range based on various factors including but not limited to work location, experience, and performance. The range listed is just one component of People Inc's total compensation package for employees. Other compensation may include annual bonuses, and short- and long-term incentives. In addition, People Inc. provides to employees (and their eligible family members) a variety of benefits, including medical, dental, vision, prescription drug coverage, unlimited paid time off (PTO), adoption or surrogate assistance, donation matching, tuition reimbursement, basic life insurance, basic accidental death & dismemberment, supplemental life insurance, supplemental accident insurance, commuter benefits, short term and long term disability, health savings and flexible spending accounts, family care benefits, a generous 401K savings plan with a company match program, 10-12 paid holidays annually, and generous paid parental leave (birthing and non-birthing parents), all of which may vary depending on the specific nature of your employment with People Inc. and your work location. We also offer voluntary benefits such as pet insurance, accident, critical and hospital indemnity health insurance coverage, life and disability insurance. #NMG#

Who we are Samsara (NYSE: IOT) is the pioneer of the Connected Operations™ Cloud, which is a platform that enables organizations that depend on physical operations to harness Internet of Things (IoT) data to develop actionable insights and improve their operations. At Samsara, we are helping improve the safety, efficiency and sustainability of the physical operations that power our global economy. Representing more than 40% of global GDP, these industries are the infrastructure of our planet, including agriculture, construction, field services, transportation, and manufacturing — and we are excited to help digitally transform their operations at scale. Working at Samsara means you’ll help define the future of physical operations and be on a team that’s shaping an exciting array of product solutions, including Video-Based Safety, Vehicle Telematics, Apps and Driver Workflows, and Equipment Monitoring. As part of a recently public company, you’ll have the autonomy and support to make an impact as we build for the long term. About the role: As a Core AE, you will be helping our largest and most strategic enterprise sized customers consolidate outdated technologies, digitize workflows, and unlock game-changing data insights that will transform their businesses. We are helping the companies that literally keep our lights on, put food on our tables, and build our communities to become safer, more efficient, and more sustainable. Typical sales will be $100k to $500k, and typically involve POCs, multiple stakeholders, managing trials, multi-faceted pricing negotiations, and selling to executives and CXOs. This is a remote position open to candidates residing in the US and requires working in EST and CST timezone. You should apply if: - You want to impact the industries that run our world: Your efforts will result in real-world impact—helping to keep the lights on, get food into grocery stores, and most importantly, ensure workers return home safely. - Your mantra is #alwaysbeprospecting: The world of operations is vast. Your customers are often out in the field and the best way to catch them is live on the phone. Samsara’s top reps do constant research to find companies and contacts to expand their pipeline. - You have innate curiosity in how businesses work: One day you’ll meet with someone in waste management and the next you may be learning about the inner workings of a food distribution center. Our top sales team members seek to learn the ins and outs of the businesses they support in order to make a larger impact. - You are a life-long learner: Samsara sales are complex. You will need to learn about businesses where you previously had little knowledge. The payoff is big but you have to be willing to put in the work. - You build genuine relationships with your customers: The industries we serve have relied on pen-and-paper solutions for years and haven’t been met with the type of technology we offer. Our customers value earned trust and human relationships built over time. - You want to be with the best: Samsara’s high-performance Sales culture means you’ll be surrounded by the best and challenged to go farther than you have before. In this role, you will: - Develop Executive-Level relationships within strategic, named accounts - Own customer engagements end-to-end, from prospecting and qualification to close - Demonstrate excellent solution-based sales process in complex sales campaigns - Champion, role model, and embed Samsara’s cultural principles (Focus on Customer Success, Build for the Long Term, Adopt a Growth Mindset, Be Inclusive, Win as a Team) as we scale globally and across new offices Minimum requirements for the role: - 5+ years experience in a full-cycle, closing sales role - Proven track record of consistent quota over-achievement in complex accounts and $100k+ ARR transactions - Experience handling and owning enterprise deal sizes and C-Level relationships - Willing and comfortable with strategic outbound prospecting - Excellent interpersonal skills and demonstrated ability to thrive in a dynamic, fast paced environment - Willing and comfortable traveling to meet customers on a monthly basis An ideal candidate also has: - Experience working with line of business stakeholders (Operations, Finance, IT) - Awards for top achievement (President’s club, Winner’s circle, Top 10%) - Passion for the world of operations! Annual on-target earnings (OTE) range for full-time employees for this position is below and depends on your city of residence. Learn more about our total rewards and benefits below. Annual OTE Salary $194,600—$278,000 USD Total Rewards At Samsara, we build for the people who keep the global economy moving. We want owners, not passengers, which is why our rewards are designed to fuel high-impact builders. Our compensation program delivers above-market total compensation through a combination of base salary, performance-based bonus/variable pay, and equity (for eligible roles) in a high-growth public company. We meaningfully differentiate pay for our top performers, who have the opportunity to earn above-market compensation that can outpace the broader market over time. Beyond compensation, we provide the foundations that enable long-term success: a flexible, employee-led remote model, a professional development stipend, comprehensive health and parental leave plans, and more. If you’re ready to build for the long term and own the outcome, your journey starts here. Flexible Working At Samsara, we embrace a flexible working model that caters to the diverse needs of our teams. Our offices are open for those who prefer to work in-person and we also support remote work where it aligns with our operational requirements. For certain positions, being close to one of our offices or within a specific geographic area is important to facilitate collaboration, access to resources, or alignment with our service regions. In these cases, the job description will clearly indicate any working location requirements. Our goal is to ensure that all members of our team can contribute effectively, whether they are working on-site, in a hybrid model, or fully remotely. All offers of employment are contingent upon an individual’s ability to secure and maintain the legal right to work at the company and in the specified work location, if applicable. Belonging at Samsara At Samsara, we welcome everyone regardless of their background. All qualified applicants will receive consideration for employment without regard to race, color, religion, national origin, sex, gender, gender identity, sexual orientation, protected veteran status, disability, age, and other characteristics protected by law. We depend on the unique approaches of our team members to help us solve complex problems and want to ensure that Samsara is a place where people from all backgrounds can make an impact. Accommodations Samsara is an inclusive work environment, and we are committed to ensuring equal opportunity in employment for qualified persons with disabilities. Please email accessibleinterviewing@samsara.com or click here if you require any reasonable accommodations throughout the recruiting process. Our Commitment to Authenticity We use Tofu, a fraud detection tool, to validate the authenticity of applications and protect against identity fraud. This ensures we are connecting with real people and allows us to prioritize genuine candidates. Please see Samsara’s Candidate Privacy Notice for more information. Fraudulent Employment Offers Samsara is aware of scams involving fake job interviews and offers. Please know we do not charge fees to applicants at any stage of the hiring process. Official communication about your application will only come from emails ending in @samsara.com, @us-greenhouse-mail.io or @mail3.guide.co. For more information regarding fraudulent employment offers, please visit our blog post here.