# Principal Named Account Executive, Federal

**Company:** [Cloudflare](https://hotfix.jobs/companies/cloudflare)
**Location:** Remote
**Role:** Account Executive
**Salary:** $294k – $446k/yr
**Experience:** 7+ years
**Skills:** Dod Sales, Federal Procurement, Gsa, Sewp, Otas, Bpas, Idiqs, Zero Trust Architecture, Cloud Security, Networking Solutions
**Posted:** 2026-06-23

> Principal Named Account Executive focused on DoD Combatant Commands (COCOM/STRATCOM/TRANSCOM). Drive strategic sales, manage complex federal procurement cycles, and close multi-million-dollar deals with defense agencies.

## Job Description

## 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

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