Client Executive, SLED

About the Role

We are seeking an exceptionally accomplished and visionary Client Executive to join our SLED (State, Local, and Education) Sales team, managing our most strategic accounts across Texas. This is a role for a true public sector sales master—a leader who will drive Cloudflare’s most complex platform adoptions across the State’s premier university systems, major research institutions, and largest municipal and county governments. The ideal candidate possesses unparalleled strategic influence, a profound understanding of localized public sector enterprise architecture, and the ability to proactively shape how Cloudflare advances modern, resilient cloud operating models for critical regional infrastructure and higher education.

As a Client Executive, you will consistently demonstrate the highest level of sales mastery, ensuring highly accurate forecasting, strategic pipeline management, and consistently exceeding attainment targets. You will be a recognized authority on public sector IT modernization, capable of contextualizing Cloudflare’s entire security, performance, and Zero Trust product suite within the broader risk-management, data privacy, and civic continuity strategies of the State’s largest public entities. This role demands the ability to influence and engage at the highest executive levels—including County/City CIOs and CISOs, Agency Directors, University Vice Chancellors, and Chief Financial Officers—while leading highly specialized cross-functional teams to secure enterprise-wide adoptions and forge transformative digital innovation partnerships.

What You'll Do

Strategic Regional Revenue & Contract Leadership

• Architect and execute strategies to consistently exceed ambitious multi-million dollar sales targets and annual quotas across the territory.
• Pioneer contract strategies utilizing localized and education-specific purchasing vehicles (e.g., DIR, OMNIA Partners, NASPO ValuePoint, and county-specific master service agreements) to streamline procurement and maximize Cloudflare's regional footprint.

Local Government & Institutional Architecture Alignment

• Apply mastery in understanding and influencing Enterprise Architecture across all four pillars (mission/business, data, applications, technology) within highly complex, decentralized public environments.
• Map Cloudflare’s capabilities directly to localized public sector challenges—ensuring robust protection for citizen and student PII, compliance with CJIS, FERPA, and FEDRamp, and seamless defense against ransomware or DDoS disruptions targeting critical regional infrastructure and public utilities.

TOLA Executive & Civic Stakeholder Engagement

• Lead and orchestrate multiple, simultaneous, highly complex engagements across the State’s premier public landscape, including major local governments (e.g., Texas, Oklahoma, Arkansas and Louisiana Agencies, The largest Counties and Cities) and higher education ecosystems (e.g., UT, Texas A&M, U of Houston, Texas State, U of N. Texas, ULS, LCTCS, OK State & U of OK.
• Expertly bridge the gap between centralized IT governance, decentralized municipal departments (e.g., public safety, transportation), and individual academic colleges to build consensus and drive enterprise platform sales.

Precision Forecasting & Public Fiscal Cycle Mastery

• Operates with unmatched accuracy in forecasting, proactively shaping and managing a strategic pipeline aligned with municipal fiscal years, university funding cycles, and regional budget approval timelines.
• Provide insights that set the stage for Cloudflare's future localized SLED direction, influencing company-wide product and engineering priorities for the regional government and education sectors.

Digital Transformation & Critical Infrastructure Protection

• Exhibit mastery in understanding the intricate nuances of digital transformation in the public square (e.g., securing digital citizen services, defending smart-city initiatives, protecting institutional intellectual property, and modernizing hybrid learning environments).
• Identify regional market shifts, regulatory compliance mandates, and public sector-specific needs to construct pioneering digital innovation partnerships between Cloudflare and TOLA’s leading institutions.

Examples of Desirable Skills, Knowledge, and Experience

• 12+ years of unparalleled experience selling complex, transformative technology solutions (Security, Networking, Cloud) into the SLED market, with an irrefutable track record of consistently exceeding multi-million dollar quotas within major local government and university ecosystems.
• Deep Texas territory expertise, with a strong, active network of existing relationships across Texas county/city IT leadership, major municipal agencies, administrators, and prominent universities across the TOLA region.
• Strong familiarity with public procurement protocols, including direct experience leveraging regional cooperative contracts (OMNIA, Sourcewell), DIR network resources, municipal RFP processes, and collaborative purchasing consortia.
• Mastery-level knowledge of Cloudflare's entire product suite (Zero Trust, SASE, Application Security, WAAP) and how it maps to SLED compliance frameworks, specifically CJIS, FERPA, FEDRamp, and the Higher Education Cloud Vendor Assessment Tool (HECVAT).
• Proven success in engaging and influencing at the highest executive levels of regional government and academia, including County/City CIOs and CISOs, General Managers, University Vice Chancellors of IT, and Chief Financial Officers.
• Demonstrated capability to navigate the decentralized nature of large public entities, successfully executing enterprise agreements that satisfy both central IT leadership and independent departmental or academic stakeholders.
• Exceptional strategic communication and presentation skills, capable of translating complex technical architectures into compelling, mission-driven outcomes for non-technical city councils, county boards of supervisors, and university trustees.
• Bachelor's degree required; an advanced degree (MBA, MPA, or an advanced technical degree) is highly preferred.
• Willingness and ability to travel extensively within the TOLA region (primarily Texas) as required for deep strategic alignments and executive engagements.

Compensation

Compensation may be adjusted depending on work location.

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 leave