Lead DoD-focused account strategy and sales for Combatant Commands (COCOM/STRATCOM/TRANSCOM). Develop account plans drive multi-year pipeline negotiate contracts navigate federal procurement vehicles work with system integrators and partners and position Cloudflare security and cloud networking solutions to meet mission objectives.

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.
Locations: Remote U.S.
About Us
At Cloudflare we are on a mission to help build a better Internet. Today we operate one of the world's largest networks powering millions of websites and applications for customers ranging from individual developers to Fortune 500 companies. Cloudflare protects and accelerates any Internet-connected property without requiring additional hardware software or code changes.
We believe in hiring exceptional individuals who are curious adaptable and eager to grow. Our commitment to diversity and inclusion is fundamental to our success and we welcome candidates from all backgrounds to join us.
About the Role
We are looking for a seasoned Principal Named Federal Account Executive (focused on COCOM/STRATCOM/TRANSCOM) to drive Cloudflare's adoption across defense agencies. The ideal candidate will have a strong sales background with experience selling to DoD customers an understanding of federal procurement cycles and the ability to engage at both technical and executive levels.
As a Principal Federal AE you will develop and execute a strategic account plan drive pipeline growth and close sales within DoD agencies. You will work closely with Cloudflare's internal teams partners and government stakeholders to articulate our value proposition and help customers achieve their mission objectives through Cloudflare's security performance and reliability solutions.
What You'll Do

• Drive Cloudflare's growth within DoD agencies identifying and developing new business opportunities.
• Build and execute comprehensive account and territory plans to achieve revenue targets.
• Establish and expand strategic relationships with DoD IT leaders program offices acquisition teams and contracting officers.
• Manage complex multi-year sales cycles including contract negotiations and procurement strategies.
• Navigate federal acquisition processes contract vehicles and funding cycles to accelerate sales.
• Work closely with Cloudflare's public sector partners and system integrators to expand market presence.
• Maintain a robust sales pipeline and accurately forecast revenue.
• Stay up to date on DoD cybersecurity policies Zero Trust architectures and cloud modernization initiatives.

What You Bring

• 7+ years of experience selling IT solutions to the Department of Defense (specifically: Combatant Commands: COCOM STRATCOM TRANSCOM SOCOM.).
• Deep understanding of DoD procurement processes contract vehicles (e.g. GSA SEWP OTAs BPAs and IDIQs) and budgeting cycles.
• Experience navigating long complex federal sales cycles and closing multi-million-dollar deals.
• Knowledge of DoD cybersecurity mandates Zero Trust Architecture (ZTA) cloud adoption strategies and networking/security solutions.
• Ability to engage with technical stakeholders including CIOs CISOs program managers and IT decision-makers.
• Strong relationship-building skills and experience working with federal system integrators (FSIs) channel partners and resellers.
• Ability to thrive in a fast-paced high-growth environment and work autonomously.
• TS/SCI clearance (preferred but not required).

Why Join Cloudflare?

• Be part of a mission-driven team helping DoD agencies enhance security performance and resiliency.
• Work with cutting-edge cloud security networking and Zero Trust solutions.
• Collaborate with a passionate high-performing Public Sector sales team.
• Competitive compensation equity and comprehensive benefits.

If you're ready to make an impact in the DoD space apply today!
Compensation:
For California (excluding Bay Area) Washington Washington DC NY and NJ based hires: Estimated annual On Target Earnings of $324000 - $446000
For Colorado based hires: Estimated annual On Target Earnings of $294000 - $405000
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 l

What Makes Cloudflare Special?
We're not just a highly ambitious large-scale technology company. We're a highly ambitious large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.
Project Galileo: Since 2014 we've equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflare's enterprise customers--at no cost.
Athenian Project: In 2017 we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free so that their constituents have access to election information and voter registration. Since the project we've provided services to more than 425 local government election websites in 33 states.
1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here's the deal - we don't store client IP addresses never ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
Sound like something you'd like to be a part of? We'd love to hear from you!
Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.
This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.
Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other person's perceived or actual race color religion sex gender gender identity gender expression sexual orientation national origin ancestry citizenship age physical or mental disability medical condition family care status or any other basis protected by law. We are an AA/Veterans/Disabled Employer.
Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include but are not limited to changing the application process providing documents in an alternate format using a sign language interpreter or using specialized equipment. If you require a reasonable accommodation to apply for a job please contact us via e-mail at [email protected] or via mail at 101 Townsend St. San Francisco CA 94107.