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Salary: USD 221,000 - 275,000 / annual
Cloudflare is seeking a Senior Customer Engineer focused on the SLED (State, Local, and Education) and Local Government sectors. This is a quota-carrying technical role that owns the full customer lifecycle—from initial discovery and technical validation through adoption, expansion, and renewal.
You will partner closely with Account Executives to lead technical discovery, design bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts tailored to public sector procurement and compliance standards. Your responsibilities include:
• Technical Validation: Lead discovery conversations, build custom architectures, and deliver PoCs across Cloudflare's Security, Networking, and Developer Platforms, with deep understanding of public sector compliance and procurement requirements.
• Customer Adoption & Value Realization: Own technical onboarding and implementation as the primary executive and engineering contact. Monitor customer health scores and telemetry to ensure rapid time-to-value, resolve integration bottlenecks common in municipal and educational IT infrastructures, and proactively identify risks.
• Commercial Accountability & Expansion: Carry a variable quota tied to new business acquisition and account growth. Drive deep platform adoption, retain revenue, and identify cross-sell and up-sell opportunities based on usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into ROI for C-level executives.
• Trusted Advisory: Maintain continuous, deep relationships with key stakeholders throughout the entire customer lifecycle, from onboarding through maturity, renewal, and expansion.
• AI Orchestration & Workflow Automation: Leverage AI agents and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, and telemetry monitoring, freeing your time for strategic customer advisory.
Cloudflare's platform protects and accelerates internet applications without requiring hardware installation or code changes. The company operates one of the world's largest networks powering millions of websites and properties for customers ranging from individual bloggers to Fortune 500 companies.
REQUIREMENTS:
• Public Sector Expertise: Proven experience working with or selling into SLED, Local Government, or Municipal agencies, with deep understanding of public sector buying cycles, compliance requirements, and unique government IT constraints.
• Customer-Facing Technical Experience: Background in Solutions Engineering, Customer Engineering, Sales Engineering, or as a Forward Deployed Engineer (years of experience will vary based on leveling).
• Technical Acumen: Broad expertise spanning web security, networking (routing, DNS, DDoS mitigation), cloud infrastructure, and enterprise architecture.
• Commercial Mindset: Proven track record in quota-carrying or revenue-aligned environments, with strong understanding of SaaS metrics, business value translation, and public sector/enterprise sales cycles.
• Communication: Exceptional presentation and stakeholder management skills, capable of bridging deep technical implementation details with high-level government C-suite and elected official business strategy.
STRONGLY PREFERRED:
• Hands-on experience building, deploying, or architecting solutions using Cloudflare's developer platform and AI ecosystem (Workers AI, AI Gateway, Vectorize).
• Experience with prompt engineering, Large Language Model (LLM) orchestration, or Retrieval-Augmented Generation (RAG) architectures.
• Proficiency in Python, JavaScript, or similar languages for custom integration scripts, API connectors, and edge computing functions.
