Principal Account Executive, SLED West (R1 Institutions and Higher Ed)

Cloudflare; San Francisco (CA); On-site; USD 90,000 - 120,000; Full time

Job summary

Cloudflare is seeking an experienced SLED Account Executive to build their Public Sector Sales team in California. You will develop and execute territory plans while managing relationships within the State and Local Government sector.

The ideal candidate will have at least 3 years of relevant experience, a strong technical background, and exceptional communication skills. Join Cloudflare in helping customers solve technical challenges while providing value and promoting inclusivity in the workplace.

Qualifications

• Minimum 3 years of experience selling technical solutions or products to the Public Sector.
• Experience managing longer, complex sales cycles.
• Basic knowledge of computer networking and the internet.
• Ability to learn technical concepts quickly.
• Self-motivated with an entrepreneurial spirit.

Responsibilities

• Develop and execute account/territory plans.
• Drive sales in defined territories to achieve revenue targets.
• Manage contract negotiations.
• Maintain a robust sales pipeline.
• Develop long-term strategic relationships with key accounts.

Skills

Sales experience

Technical understanding

Interpersonal communication skills

Organizational skills

Comfortable in dynamic environments

Job description

About the Role

We are looking for a seasoned sales professional to help build a Public Sector Sales team to cover the State and Local market for the territory. The ideal candidate will possess both a sales and technical background that enables them to drive engagement at all levels with technical and non‑technical buyers.

As an SLED Account Executive, you'll be responsible for developing and executing against a comprehensive account/territory plan as well as driving sales in a defined territory and/or account list to achieve revenue targets. The person in this role will also assist in creating and articulating compelling value propositions for Cloudflare services.

Additional Responsibilities

• Manage contract negotiations
• Maintain a robust sales pipeline
• Develop long‑term strategic relationships with key accounts.

Desirable Skills, Knowledge, and Experience

• Minimum 3 years of experience selling technical solutions or products to the Public Sector (SLED, Federal Government, Municipalities, etc.)
• Experience managing longer, complex sales cycles
• Basic understanding of computer networking and “how the internet works”
• Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)
• Strong interpersonal communication (verbal and written) and organizational skills.
• Self‑motivated; entrepreneurial spirit
• Comfortable working in a fast‑paced dynamic environment
• Experience selling to SLED customer base

Location

Bay Area/NorCal

About The Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations – all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

Equal Opportunity Employer

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. If you require a reasonable accommodation to apply for a job, please contact us via e‑mail at [e-mail] or via mail at 101 Townsend St., San Francisco, CA 94107.

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. 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.