Senior Named Account Executive, Federal (COCOM/STRATCOM/TRANSCOM) - Cloudflare

About the Role

Cloudflare is seeking a seasoned Principal Named Federal Account Executive to drive adoption across defense agencies, specifically focusing on COCOM, STRATCOM, and TRANSCOM. You will develop strategic account plans, manage complex sales cycles, and engage with technical and executive leadership to deliver security, performance, and reliability solutions.

Responsibilities

• Strategic Growth: Identify and develop new business opportunities within DoD agencies.
• Account Planning: Build and execute comprehensive territory plans to achieve revenue targets.
• Relationship Management: Establish and expand relationships with DoD IT leaders, program offices, and contracting officers.
• Sales Execution: Manage complex, multi-year sales cycles, including contract negotiations and procurement strategies.
• Acquisition Expertise: Navigate federal acquisition processes, contract vehicles (GSA, SEWP, OTAs, BPAs, IDIQs), and funding cycles.
• Collaboration: Work closely with public sector partners and system integrators to expand market presence.
• Pipeline Management: Maintain a robust sales pipeline and provide accurate revenue forecasting.

Desirable Skills & Experience

• Experience: 7+ years of experience selling IT solutions to the Department of Defense (specifically COCOM, STRATCOM, TRANSCOM, SOCOM).
• Procurement Knowledge: Deep understanding of DoD procurement processes, contract vehicles, and budgeting cycles.
• Technical Fluency: Knowledge of DoD cybersecurity mandates, Zero Trust Architecture (ZTA), cloud adoption, and networking solutions.
• Stakeholder Engagement: Ability to engage with CIOs, CISOs, and program managers.
• Clearance: TS/SCI clearance is preferred but not required.
• Autonomy: Ability to thrive in a fast-paced, high-growth environment.

Why Join Cloudflare?

• Work with cutting-edge cloud security and Zero Trust solutions.
• Collaborate with a high-performing Public Sector sales team.
• Competitive compensation, equity, and comprehensive benefits package.
• Mission-driven work helping DoD agencies enhance security and resiliency.