Senior Named Account Executive, Federal Government (Ottawa)

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. Available Locations • Ottawa, Ontario, Canada About the Role Our Federal Government sales team works directly with Canadian departments and agencies to defend critical infrastructure, protect citizens' data, and safeguard essential digital services against evolving cyber threats. By solving complex technical and security challenges for government, we help secure Canada’s public sector while supporting Cloudflare's global mission to help build a better, safer Internet for everyone. Responsibilities • We are looking for a seasoned sales professional with proven expertise selling to the Canadian Federal Government. • The candidate will possess both a sales and technical background that enables them to drive engagement at all levels with technical buyers, Project Authorities, and procurement leads. • As a Senior Named Account Executive, you'll be responsible for developing and executing against a comprehensive account/territory plan across key defense and security accounts to achieve revenue targets. • You will engage early in the procurement lifecycle to shape technical requirements and leverage modern procurement pathways to drive business. • The person in this role will also assist in creating and articulating compelling value propositions for Cloudflare services. • Leverage PSPC procurement vehicles, Supply Arrangements, Standing Offers (SOs), Vendor of Record (VOR) lists, and strategic channel partners to execute deals Navigate complex contract negotiations. • Maintain a robust sales pipeline Develop long-term strategic relationships with key accounts and system integrators Ensure customer satisfaction Desirable Skills, Knowledge, and Experience • A minimum 6 years of direct B2B experience selling security or networking products/solutions (cybersecurity, Zero Trust, SASE, IaaS, PaaS, etc.) • A minimum 5 years selling to the Canadian Federal Government in Ottawa, Ontario, with a strong emphasis on DND, Public Safety, clearance not required but a bonus if currently held • Proven expertise navigating federal procurement mechanisms, PSPC contracting, and channel/VAR ecosystems • Experience managing longer, complex public sector sales cycles and pre-procurement engagement • Deep understanding of computer networking and “how the internet works” • Aptitude for learning technical concepts/terms (technical background in network engineering or computer science is a plus) • Strong interpersonal communication (verbal and written) and organizational skills • Self-motivated; entrepreneurial spirit • Comfortable working in a fast-paced, remote dynamic environment 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 released 1.1.1.1 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! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, inclu