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