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

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. Available Locations - US About the Role 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. 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. Responsibilities - 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. Desirable Skills, Knowledge, and Experience - 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 Sect

Desirable Skills, Knowledge, and Experience: 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).

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.