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.

We are seeking an exceptionally accomplished and visionary 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.

Responsibilities

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.

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Location

San Francisco

Employment Type

Full time

Location Type

Hybrid

Department

People

Deadline to Apply

February 16, 2025 at 3:00 AM EST

Compensation

• San Francisco $216K – $295K • Offers Equity

The base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. If the role is non-exempt, overtime pay will be provided consistent with applicable laws. In addition to the salary range listed above, total compensation also includes generous equity, performance-related bonus(es) for eligible employees, and the following benefits.

• Medical, dental, and vision insurance for you and your family, with employer contributions to Health Savings Accounts

• Pre-tax accounts for Health FSA, Dependent Care FSA, and commuter expenses (parking and transit)

• 401(k) retirement plan with employer match

• Paid parental leave (up to 24 weeks for birth parents and 20 weeks for non-birthing parents), plus paid medical and caregiver leave (up to 8 weeks)

• Paid time off: flexible PTO for exempt employees and up to 15 days annually for non-exempt employees

• 13+ paid company holidays, and multiple paid coordinated company office closures throughout the year for focus and recharge, plus paid sick or safe time (1 hour per 30 hours worked, or more, as required by applicable state or local law)

• Mental health and wellness support

• Employer-paid basic life and disability coverage

• Annual learning and development stipend to fuel your professional growth

• Daily meals in our offices, and meal delivery credits as eligible

• Relocation support for eligible employees

• Additional taxable fringe benefits, such as charitable donation matching and wellness stipends, may also be provided.

More details about our benefits are available to candidates during the hiring process.

This role is at-will and OpenAI reserves the right to modify base pay and other compensation components at any time based on individual performance, team or company results, or market conditions.

About the Team

OpenAI’s mission is to build safe artificial general intelligence (AGI) which benefits all of humanity. This long-term undertaking brings the world’s best scientists, engineers, and business professionals into one lab together to accomplish this.

In pursuit of this, our Recruiting team’s focus is to build talent-dense, high-impact teams that are aligned with OpenAI’s cultural values and mission. Our vision is to pioneer the future of recruiting and connect brilliant people with the transformative potential of AI.

About the Role

As the Recruiting Manager for our Applied AI Engineering teams, you will lead and mentor a team of recruiters and sourcers dedicated to hiring exceptional technical staff that build our most advanced AI products.

You will be responsible for setting the recruiting strategy, optimizing operational processes, supporting and engaging your team, and ensuring a seamless candidate experience. Your leadership will shape OpenAI’s talent future, fostering strong relationships with candidates, hiring managers, and the technical community.

This role reports to our head of recruiting for our engineering, product, design, data science teams and more.

Your key responsibilities will include:

• Lead and Inspire: Drive the development of a high-performing technical recruiting team. Mentor and support your team in developing relationship management techniques, fostering an environment of innovation, collaboration, and continuous improvement.

• Strategic Vision: Partner with organization leaders to design and execute comprehensive hiring strategies that align with OpenAI’s growth and long-term technical ambitions.

• Relationship-Driven Recruiting: Develop lasting relationships with key technical leaders, hiring managers, and external partners, positioning OpenAI as the employer of choice for top-tier talent.

• Candidate Experience Excellence: Elevate the candidate experience at every touchpoint, reflecting OpenAI’s values and technical rigor. You’ll ensure every candidate interaction leaves a positive, lasting impression.

• Data-Informed Decision Making: Leverage data to optimize recruiting efforts, making informed, strategic adjustments to improve efficiency, quality, and team performance, and drive operational rigor.

• Diversity and Inclusion: Champion our commitment to building a diverse and inclusive workforce by implementing strategies that attract talent from underrepresented communities.

What We’re Looking For:

• 15+ years of recruiting experience, with at least 7+ years in a management role.

• Strong background in technical recruiting for engineering and machine learning roles.

• Visionary Leadership: Proven ability to lead, mentor, and inspire a team of recruiting professionals, helping them grow and succeed in a high-stakes, fast-paced environment.

• Relationship Builder: Exceptional interpersonal skills, with the ability to build deep relationships with both internal stakeholders and external talent in highly specialized fields.

• Strategic and Analytical Mindset: You approach recruiting with a strategic lens, using data and market insights to shape decisions and continuously refine your approach.

• Technical Acumen: Strong understanding of the technical landscape, with the ability to engage credibly with both candidates and hiring managers.

• Diversity Advocate: A commitment to driving diversity in hiring, ensuring that OpenAI continues to attract talent from all backgrounds.

Location and Workplace

This role is based in our Mission Bay, San Francisco office. We chose this location due to proximity to our engineering and product leaders.  We use a hybrid work model: three days in the office per week with optional work

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