Client Executive, SLED

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. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. 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, Netw