Senior Named Account Executive, Federal (COCOM/STRATCOM/TRANSCOM)

Cloudflare is seeking a seasoned Principal Named Federal Account Executive to drive adoption of Cloudflare's security, performance, and reliability solutions across defense agencies, specifically focusing on COCOM/STRATCOM/TRANSCOM. The role involves developing and executing strategic account plans, driving pipeline growth, and closing sales within DoD agencies.

• 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.

• 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).

For California (excluding Bay Area), Washington, Washington DC, NY and NJ based hires: Estimated annual On Target Earnings of $324,000 - $446,000. For Colorado based hires: Estimated annual base salary of $147,000 - $202,500, with variable compensation of $147,000 - $202,500. This role is also eligible to earn variable compensation in accordance with Cloudflare's Sales Compensation Plan.

Cloudflare offers a complete package of benefits including health care, support for caregiving, and financial benefits. Specific benefits include 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, Short and Long Term Disability Insurance, Life & Accident Insurance, 401(k) Retirement Savings Plan, Employee Stock Participation Plan, Flexible paid time off covering vacation and sick leave, and leave programs including parental, pregnancy health, medical, and bereavement leave.

Applicants who progress to the offer stage may be asked to attend an in-person interview within one of the Cloudflare Offices or Hubs. This position may require access to information protected under U.S. export control laws, and any offer may be conditioned on authorization to receive software or technology controlled under these laws without sponsorship for an export license.