Senior Named Account Executive, Federal (USAF)

Position Overview

Location: Remote U.S. Cloudflare is on a mission to help build a better Internet by powering millions of websites and applications for a diverse range of customers—from individual developers to Fortune 500 companies. We are seeking a seasoned Senior Named Federal Account Executive (AE) (focused on the USAF) to drive Cloudflare’s adoption across defense agencies. In this role, you will develop and execute strategic account plans, drive pipeline growth, and close sales within DoD agencies while engaging both technical experts and executive stakeholders.

Key Responsibilities

• Drive Cloudflare's growth within DoD agencies by 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.
• Collaborate with 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.

Required Qualifications

• 5+ years of experience selling IT solutions to the Department of Defense.
• Deep understanding of DoD procurement processes, contract vehicles (e.g., GSA, SEWP, OTAs, BPAs, 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, 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, channel partners, and resellers.
• Ability to thrive in a fast-paced, high-growth environment and work autonomously.

Preferred Qualifications

• TS/SCI clearance (preferred but not required).

Benefits & Perks

• 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.
• Equity: This role is eligible to participate in Cloudflare's equity plan.
• Benefits: Cloudflare offers a complete package including 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 Global Travel Medical Insurance), financial benefits (Short and Long Term Disability Insurance, Life & Accident Insurance, 401(k) Retirement Savings Plan, Employee Stock Participation Plan), and flexible paid time off covering vacation, sick leave, and various leave programs.