Client Executive, SLED

About This RoleAI processing…

Key Responsibilities

• 1
  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.
• 2
  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.
• 3
  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 Southern California's largest public entities.
• 4
  The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.
• 5
  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.
• 6
  We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.
• 7
  More details about this will be available at that stage of the interview process.
• 8
  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, 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.

Requirements

• 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 Southern California territory expertise , with a strong, active network of existing relationships across SoCal county/city IT leadership, major municipal agencies, UC/CSU administrators, and prominent private universities (USC, Caltech).
• Strong familiarity with public procurement protocols , including direct experience leveraging regional cooperative contracts ( OMNIA, Sourcewell ), CENIC 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, GLBA, 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 Southern California region (primarily the Greater Los Angeles, Orange County, and San Diego areas) as required for deep strategic alignments and executive engagements.

Perks & Benefits