Note: The job is a remote job and is open to candidates in USA. Cloudflare is on a mission to help build a better Internet, operating one of the world’s largest networks. They are seeking a Principal Named Federal Account Executive to drive adoption across defense agencies, focusing on developing strategic account plans and engaging with DoD customers.
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
Skills
- 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)
Benefits
- Equity
- 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
- Leave programs, including parental, pregnancy health, medical, and bereavement l
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