Cloudflare's sales team and Enterprise pricing model are one of the least effective sales organisations I have encountered in this space. Given the technical nature of their product, it's extremely hard to explain even basic uses of the tool and things like Workers are near impossible to discuss with them. I was really unsurprised to see that OP had a failed Enterprise negotiation with them as I have had the exact same conversation at three different companies now and can imagine perfectly what you were told.
The current offerings of Enterprise and Enterprise Lite simply do not map to the reality of how people use the tool and scale businesses on top of it. I think in part due to Cloudflare's history essentially selling bandwidth and caching, the model is fixated on high binary traffic workloads and simply cannot comprehend the SaaS service model that runs on it and tools like Workers.
This is mostly a rant and hopefully a small +1 signal that this area needs major improvement - but I would also love to hear if anyone else has had interactions with Cloudflare Enterprise and how they found that process?
(Disclaimer: I'm a massive fan of Cloudflare, a user of their products and hold their stock)
I have seen this everywhere. Any large software company seems to operate with 2 completely different heads when it comes to technical sales support.
The "best" experience I've had was with GitHub Enterprise sales, but mostly because they just gave me access to the docs/binaries without much frustration. If I had a bunch of questions about the technology vs cost vs how we actually want use their product, it would have been a substantial nightmare.