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

ABOUT THE ROLE We are seeking a seasoned Principal Named Account Executive to drive Cloudflare's adoption across defense agencies. As a key member of our Public Sector sales team, you will be responsible for developing and executing a strategic account plan to drive pipeline growth and close sales within DoD agencies. 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'LL NEED - 7+ years of experience selling IT solutions to the Department of Defense, specifically to Combatant Commands: COCOM, STRATCOM, TRANSCOM, and SOCOM. - Deep understanding of DoD procurement processes, contract vehicles, 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, 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 REMOTE As a remote employee, you will have the flexibility to work from anywhere and be part of a mission-driven team helping DoD agencies enhance security, performance, and resiliency. BENEFITS - Competitive compensation, equity, and comprehensive benefits. - Opportunity to work with cutting-edge cloud security, networking, and Zero Trust solutions. - Collaboration with a passionate, high-performing Public Sector sales team. - Estimated annual On Target Earnings of $294,000 - $446,000, depending on location.