Senior Named Account Executive, Federal (Army)

Cloudflare, Inc.; San Francisco (CA); Remote; USD 269,000 - 329,000; Full time

Job summary

A leading cybersecurity firm in San Francisco seeks a Senior Named Federal Account Executive to drive adoption across defense agencies. The ideal candidate will have extensive sales experience with the Department of Defense and strong relationship-building skills. This role involves navigating procurement processes and managing multi-year sales cycles to help enhance DoD security and performance. Competitive compensation and benefits are offered.

Benefits

Competitive compensation

Comprehensive benefits

Equity participation

Flexible paid time off

Qualifications

• 5+ years of experience selling IT solutions to the Department of Defense.
• Deep understanding of DoD procurement processes and contract vehicles.
• Ability to thrive in fast-paced, high-growth environments.

Responsibilities

• Drive Cloudflare's growth within DoD agencies by identifying new business opportunities.
• Manage complex, multi-year sales cycles and contract negotiations.
• Build and execute comprehensive account and territory plans.

Skills

Sales experience with DoD

Knowledge of federal procurement

Relationship-building skills

Ability to engage technical stakeholders

Experience with cybersecurity mandates

Job description

About Us

At Cloudflare, we are on a mission to help build a better Internet. 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. We protect and accelerate Internet properties without requiring additional hardware, software, or code changes. We value curiosity and empathy, commitment to growth, and a diverse, inclusive team. We hire based on potential and support our people throughout their time at Cloudflare. Locations: Remote U.S.

About the Role

We are looking for a seasoned Senior Named Federal Account Executive (AE) (focused on the Army) 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 Sr. 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.

What You'll Do

• 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.

What You Bring

• 5+ years of experience selling IT solutions to the Department of Defense (e.g., DISA, Army, Air Force, Navy, USMC, Combatant Commands, etc.).
• 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 Sector sales team.
• Competitive compensation, equity, and comprehensive benefits.

If you're ready to make an impact in the DoD space, apply today!

Compensation

For California (excluding Bay Area) based hires: Estimated annual On Target Earnings of $269,000 - $329,000

For Colorado based hires: Estimated annual On Target Earnings of $266,000 - $325,000

This role is eligible to earn incentive compensation under Cloudflare's Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

Equity

This role is eligible to participate in Cloudflare's equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun. Benefits vary by location.

Health & Welfare Benefits

• 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

Financial Benefits

• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave
• Leave programs, including parental, pregnancy health, medical, and bereavement

What Makes Cloudflare Special?

We are a highly ambitious, large-scale technology company with a soul. We are committed to protecting the free and open Internet.

Projects: Project Galileo — providing tools to journalism and civil society organizations; Athenian Project — protect state and local governments; 1.1.1.1 — a public DNS resolver with a privacy-first stance.

Sound like something you'd like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws. Offers may be conditioned on authorization to receive software or technology controlled under these laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to equal employment opportunity for all and value diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, 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 an accommodation to apply, please contact [e-mail] or mail to 101 Townsend St. San Francisco, CA 94107.