Principal Federal AE - DoD & Cloud Security

Cloudflare; United States; Remote; USD 324,000 - 446,000; Full time

Benefits offered by this job

Equity

Health benefits

401(k)

Employee Stock Participation

Job summary

Cloudflare is seeking a seasoned Principal Named Federal Account Executive focused on DoD to drive adoption across defense agencies. You will develop strategic plans, engage at technical and executive levels, and close multi-year deals that advance Cloudflare’s security and cloud networking solutions.

The ideal candidate has deep DoD sales experience, strong program office relationships, and a proven ability to navigate procurement cycles while collaborating with internal teams and partners to

Qualifications

• 7+ years of IT sales to the DoD, including Combatant Commands (COCOM/STRATCOM/TRANSCOM/SOCOM).
• Strong knowledge of DoD procurement, contracts (GSA, SEWP, OTAs, BPAs, IDIQs).
• Experience closing multi-million-dollar deals in federal sales.
• Familiarity with DoD cybersecurity, Zero Trust, cloud adoption, networking and security.
• Ability to engage CIOs, CISOs, PMs and IT decision-makers.
• Experience working with FSIs, channel partners, and resellers.
• TS/SCI clearance preferred but not required.

Responsibilities

• Drive growth within DoD agencies and identify new business opportunities.
• Develop and execute strategic account and territory plans to hit revenue targets.
• Build relationships with DoD IT leaders, program offices, and contracting officers.
• Manage multi-year sales cycles, including contract negotiations.
• Navigate federal procurement processes and funding cycles.
• Collaborate with public sector partners and system integrators to expand market presence.
• Maintain a robust pipeline and forecast revenue.
• Stay current on DoD cybersecurity policies and Zero Trust initiatives.

Skills

DoD sales

Federal procurement

Executive engagement

Zero Trust security

Public sector sales

Channel partners

Job description

Cloudflare is seeking a seasoned Principal Named Federal Account Executive focused on DoD to drive adoption across defense agencies. You will develop strategic plans, engage at technical and executive levels, and close multi-year deals that advance Cloudflare’s security and cloud networking solutions.

The ideal candidate has deep DoD sales experience, strong program office relationships, and a proven ability to navigate procurement cycles while collaborating with internal teams and partners to