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Salary: USD 231,000 - 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 100% remote role for candidates based in Texas.
You will serve as a trusted technical advisor and quota-carrying technologist throughout the entire customer lifecycle—from initial discovery through long-term adoption and account expansion. Unlike traditional handoff models, you will own the technical relationship end-to-end, partnering closely with Account Executives to drive measurable business outcomes in the public sector.
Key Responsibilities:
• Technical Validation: Lead technical discovery, architect bespoke solutions, and deliver compelling product demonstrations and Proof of Concepts (PoCs) across Cloudflare's Security, Networking, and Developer Platforms, tailored to public sector procurement and compliance standards.
• Customer Adoption & Value Realization: Oversee technical onboarding and implementation as the primary executive and engineering contact. Partner with Account Executives on discovery, demos, onboarding, technical health, risk assessment, and expansion strategy. Proactively monitor customer health scores and telemetry to ensure rapid time-to-value and resolve integration bottlenecks common in municipal and educational IT infrastructures.
• Commercial Accountability & Expansion: Carry a variable quota tied to new business acquisition and account growth. Own deep platform adoption, revenue retention, and identification of cross-sell and up-sell opportunities based on product 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 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 basic telemetry monitoring, freeing your time for strategic customer advisory.
Requirements:
• Public Sector Expertise: Proven experience working with or selling into SLED, Local Government, State, or Municipal agencies, with deep understanding of public sector buying cycles, compliance requirements, and unique government IT constraints.
• Customer-Facing Technical Role: Experience 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 with 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.
