Principal Named Account Executive, Federal

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

• 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).

Compensation

• For California (excluding Bay Area), Washington, Washington DC, NY and NJ based hires: Estimated annual On Target Earnings of $324,000 - $446,000
• For Colorado based hires: Estimated annual On Target Earnings of $294,000 - $405,000
• This role is eligible to earn incentive compensation under Cloudflare’s Sales Compensation Plan.
• This role is eligible to participate in Cloudflare’s equity plan.

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
• 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 leave