Senior Named Account Executive, Federal - DoD

Locations: San Diego, CA, San Antonio, TX, or Denver, Colorado
About Us
At Cloudflare, we are on a mission to help build a better Internet. Today, we operate one of the world's largest networks, powering millions of websites and applications for customers ranging from individual developers to Fortune 500 companies. Cloudflare protects and accelerates any Internet-connected property without requiring additional hardware, software, or code changes.
We believe in hiring exceptional individuals who are curious, adaptable, and eager to grow. Our commitment to diversity and inclusion is fundamental to our success, and we welcome candidates from all backgrounds to join us.
About the Role
We are looking for a seasoned Federal Account Executive (AE) focused on the Department of Defense (DoD) 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 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.
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

• 5+ years of experience selling IT solutions to the Department of Defense (e.g., DISA, Army, Air Force, Navy, USMC, Combatant Commands, etc.).
• 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).

Why Join Cloudflare?

• Be part of a mission-driven team helping DoD agencies enhance security, performance, and resiliency.
• Work with cutting-edge cloud security, networking, and Zero Trust solutions.
• Collaborate with a passionate, high-performing Public Sector sales team.
• Competitive compensation, equity, and comprehensive benefits.

If you're ready to make an impact in the DoD space, apply today!
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. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
Equity
This role is eligible to participate in Cloudflare's equity plan.
Benefits
Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.
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 l