TRANSCOM)

Cloudflare•San Francisco, CA

12d•Remote

About The Position

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 develop and execute a strategic account plan, drive pipeline growth, and close sales within DoD agencies. You will work closely with Cloudflare’s internal teams, partners, and government stakeholders to articulate our value proposition and help customers achieve their mission objectives through Cloudflare’s security, performance, and reliability solutions.

Requirements

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.

Nice To Haves

TS/SCI clearance (preferred but not required).

Responsibilities

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.