Role Description We are looking for a seasoned Principal Named Federal Account Executive (focused on COCOM/STRATCOM/TRANSCOM) 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 Principal Federal AE, you will: - 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. Qualifications - 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). Benefits - Competitive compensation, equity, and comprehensive benefits. - 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

• Manage the end-to-end sales cycle for mid-market and enterprise prospects, from initial outreach to closing. • Conduct deep-dive technical discovery to understand a prospect's data environment, EHR footprint, and product architecture. • Independently scope and design technical solutions and integration workflows, reducing the need for Solutions Engineering support in the vast majority of deals. • Create and present high-impact technical demonstrations and architectural diagrams tailored to specific customer use cases. • Build and maintain a qualified pipeline of prospects within your assigned territory. • Collaborate with Product and Engineering teams to provide market feedback and handle rare, highly complex edge-case technical requirements. • Develop a deep understanding of the competitive landscape and articulate Redox’s technical superiority in the market. • Engage and negotiate with both technical (CTO, VP of Eng) and business (CEO, Procurement) stakeholders. • Manage, track, and report on all sales activities and technical scoping documentation within our CRM. • Work cross-functionally with Customer Success and Implementation to ensure a seamless transition from "closed-won" to "active-integration."

• Are you ready to kickstart an exceptional career in AI & Automation Sales? • We seek driven ambitious individuals with telesales experience who are ready to immerse themselves in the World of high-end AI and Automation Technology. • Fully qualified leads will be provided along with extensive training!

• Own a West Coast enterprise territory and drive net new logo acquisition • Build pipeline through outbound prospecting, cold calling, partner collaboration, and events • Run full enterprise sales cycles ($100K-$250K ACV, 3-9 months) from first contact to close • Engage CIOs, COOs, CFOs, and digital transformation leaders across target accounts • Lead discovery, executive presentations, technical POCs, and contract negotiation • Collaborate with partner ecosystem on co-sell opportunities • Maintain Salesforce CRM hygiene, pipeline forecasting, and weekly reporting • Travel across West Coast territory up to 50%