Federal Account Executive, DoD

About Us

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million Internet properties, for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. 

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! 

About the Department

Cloudflare’s US Public Sector and Federal teams are rapidly expanding to build on the momentum and investments that we have made in this critical market.  Aligned to our mission and that of our customers we have a tremendous opportunity to partner with the US Government to tackle their biggest challenges associated with connecting, protecting, and building the applications to serve and protect.

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What you'll do

We are looking for an experienced hunter and seller with 5+ years of selling to the Department of Defense. The ideal candidate will possess both a sales and technical background that enables them to drive engagement at all levels with technical and non-technical buyers and Cloudflare looks to rapidly expand our customer engagement, market presence, and strategic opportunity capture within the DoD.

As a DoD Account Executive, your primary responsibility will be devising and deploying comprehensive account/territory strategies, and driving sales within the DoD to meet or exceed revenue targets. You'll also craft compelling value propositions for Cloudflare services to cater to the specific needs of the defense sector.

Additional responsibilities will include:

• Manage contract negotiations tailored to the DoD guidelines and protocols
• Maintain a robust sales pipeline, particularly focused on defense initiatives
• Fostering and sustaining long-term strategic relationships with pivotal defense accounts. 

Examples of desirable skills, knowledge and experience

• Minimum 3 years of experience selling technical solutions or products to the Department of Defense
• High level of motivation with a competitive “hunter” mentality
• Experience in security and networking sales are a plus
• Experience managing longer, complex sales cycles`
• Basic understanding of computer networking and “how the internet works”
• Aptitude for learning technical concepts/terms Strong interpersonal communication and organizational skills.
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment
•  Prior experience in liaising with and selling to the DoD is essential

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: We created Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so