Senior Major Account Executive

Job description

About Us

At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other 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!

Available Location: Netherlands (remote)

About the Role

The digital borders of the European Union and NATO are under constant pressure. State-sponsored attacks, hybrid warfare, and the race for AI supremacy have rendered legacy perimeter defenses obsolete. We aren’t just looking for a Public Sector salesperson; we are looking for a Sovereign Architect for the institutions that govern and protect us.

Cloudflare protects the Internet for the most targeted organizations on earth. With a massive global network that doubles as a localized data privacy engine, we are uniquely positioned to solve the Public Sector’s “Impossible Trinity”: Scale, Speed, and Sovereignty.

Now, we need a Senior Challenger to bring this capability to EU Institutions and NATO. You will challenge the reliance on legacy government contractors and help Public Sector leaders rethink their national and collective defense from the network up.

What You’ll Do

“The Mission: Protect. Modernize. Lead”

This is not a “maintain and renew” role. You are the General Manager of Cloudflare’s strategic relationship with the most critical bodies in Europe. You will navigate complex procurement landscapes to build a digital shield around the EU and NATO.

1. Construct the Strategy (The Market Maker)

• You are a builder. You will identify how EU bodies and Defense organizations can leverage our network not just for security, but for Digital Sovereignty and operational resilience.
• You will navigate the complex web of Framework Agreements, Tenders, and Public Procurement to construct high-impact deals that modernize how these institutions operate.

1. Chorale the Policy Makers (The Challenger)

• You will engage Generals, CIOs, and Policy Leaders, challenging their assumptions about how to secure classified and sensitive data in a cloud-native world.
• You will guide stakeholders through the shift to Zero Trust and Data Localization, positioning yourself as a strategic advisor on cyber-resilience rather than just a vendor.
• You are credible in high-stakes environments, capable of articulating how Cloudflare’s architecture counters modern geopolitical cyber threats better than legacy hardware.

1. Orchestrate the Mission (The Leader)

• You are the Mission Commander. You will mobilize a cross-functional “village”—including Public Policy, Legal, Solutions Engineering, and Product—to navigate the unique compliance and technical needs of the EU and NATO.
• You will act as an Eco-System Thinker, working with specialized Global Systems Integrators (GSIs) and local partners who hold the keys to government contracts.
• You will own the long-game, managing multi-year sales cycles with the tenacity of an entrepreneur building a business within a business.

Examples of Desirable Skills, Knowledge, and Experience

“The Candidate: Diplomat & Disruptor”

We are looking for a rare combination: the polish of a diplomat and the hunger of a disruptor.

• The Experience: You bring 7+ years of enterprise sales experience, with a heavy focus on the Public Sector, EU Institutions, or Defense (NATO). You understand the procurement language of Brussels and the security demands of Mons.
• The Mindset: You are Entrepreneurial. You don’t wait for an RFP to drop; you shape the requirements before they are written.
• The Technical Aptitude: You are a Sovereignty Thinker. You understand the nuances of GDPR, EU Cloud Certification (EUCS), and the importance of data residency. You can explain how a global network can still be locally compliant.
• The Approach: You are a Challenger. You are comfortable pushing back on “how it’s always been done” in government IT, advocating for modern, scalable, and cost-effective solutions.
• Clearance: Ideally, you hold or are eligible for NATO/EU Security Clearance.

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: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries 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: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we’ve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

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 actualrace, 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. Examples of reasonable 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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.