Principal Named Account Executive, Federal (COCOM/STRATCOM/TRANSCOM)

Position Title: Principal Named Account Executive, Federal (COCOM/STRATCOM/TRANSCOM) Locations: Remote U.S. About the Role 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. 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 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). 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. Compensation For California (excluding Bay Area), Washington, Washington DC, NY and NJ based hires: Estimated annual On Target Earnings of $324,000 - $446,000 For Colorado based hires: Estimated annual On Target Earnings of $294,000 - $405,000 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 Equal Employment Opportunity Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Example accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at View email address on click.appcast.io or via mail at 101 Townsend St. San Francisco, CA 94107. #J-18808-Ljbffr Cloudflare