Director Solutions Engineering, Public Sector

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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us!

Available Location

Washington, D.C.

What You’ll Do

The Director of Solution Engineering will partner directly with the Vice President of Sales for US Public Sector, to lead one of Cloudflare’s fastest growing market segments.  As a key member of the Public Sector leadership team you will be responsible for strategy and execution across our SLED, Federal Civilian, and DoD segments.

As a Director of Solution Engineering you will lead our Public Sector team, you will act as a business and technical leader, accountable for technical win rates, deal quality, customer outcomes, and team effectiveness across the Public Sector portfolio. Your primary focus will be working with our Public Sector prospects and customers, elevating your team’s technical prowess through hands-on guidance. You will oversee onboarding of new team members and ensure equitable workload distribution. Your approachable demeanor and ability to provide constructive feedback will be crucial in fostering team growth.  In addition to being a people leader,  you will play a pivotal role in the design and execution of the Public Sector vision aligned with the VP of AMER Public Sector.

You will be instrumental in swiftly identifying and resolving issues, collaborating with other managers and regional leads to ensure seamless coordination across regions. While remaining technically credible and selectively engaged in critical customer moments, you will primarily operate through managers and senior ICs, setting standards for execution rather than owning day-to-day deal support. You will represent Public Sector SE at the executive level, influencing Product and Engineering roadmaps, driving prioritization of Public Sector requirements, and advocating for investments that accelerate growth and customer impact.

Examples of desirable skills, knowledge, experience and goals

Our Solutions Engineering Leaders come from a wide range of backgrounds: financial consulting, engineering, software development, product management, customer support & project delivery. We're serious about building a diverse team. When hiring we look for diversity of experience combined with genuine curiosity for our technology.

Ultimately, you are passionate about technology, have the ability to explain complex technical concepts in easy-to-understand terms, and you like coaching and teaching. You are naturally curious, and an avid builder who is not afraid to get your hands dirty. Similarly, you have experience managing large teams that could include managers. On the Solutions Engineering team, you will find a collaborative environment where everyone brings different strengths and jumps in to help each other and you will be an integral part of driving that culture.

Requirements

5+ years Solution Engineering Leadership or Public Sector Sales Leadership supporting clients in the Public Sector government

8+ years experience as a Solution Engineer supporting clients in the Public Sector government

Demonstrable experience in coaching, leadership skills or team management of mid to large sized SE organizations

Experience providing Public Sector contract management, contract negotiation, compliance, project management, or related support for commercial products, SaaS, PaaS, and/or government contract schedules or frameworks.

Demonstrable experience in navigating technical solutions for large Public Sector agencies and states.

Demonstrable experience in understanding and solving escalations, team issues or other management related scenarios.

Proven track record of successfully partnering with account executives and customer success teams to deliver Cloudflare solutions to customers.

Responsibilities

Partner with our Public Sector Sales Leaders to help our customers evaluate and prove the value of our solution and develop and execute technical Solution strategies and account plans for Public Sector clients.

Own and report on Public Sector technical performance metrics, including win rates, deal quality, customer success indicators, team capacity, and executive escalations.

Conduct 1:1’s with team members

Collaborate with the Solution team to identify Public Sector customer requirements and provide technical expertise during the Solution process.

Partner closely with Channel, GSI, and Public Sector ecosystem partners (e.g., Carahsoft, Accenture, and other GSIs) to define joint technical strategies, enable partner technical teams, and scale Cloudflare’s reach and impact across Federal, SLED, and DoD customers.

Design customized solutions that meet Public Sector customer needs and requirements.

Develop technical proposals, including detailed specifications, architecture diagrams, and implementation plans.

Work closely with product management and engineering teams to ensure alignment of Public Sector strategies with product capabilities

Build and maintain strong relationships with key Public Sector customers, acting as a trusted advisor.

Act as a point of escalation for team issues, escalate issues that can’t be solved in the team.

Recruit, interview, and on-boarding new team members to support the Public Sector Segment

Develop team members in skills, knowledge and career within Cloudflare, including developing managers or future leaders

Manage performance and set the bar high

Report on individual SE strengths and weaknesses

Compensation

Compensation May Be Adjusted Depending On Work Location. The Range For This Role Is $264,000 - $322,000.

Equity

This Role Is Eligible To Participate In Cloudflare’s Equity Plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family.  Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun!  The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

Medical/Rx Insurance

Dental Insurance

Vision Insurance

Flexible Spending Accounts

Commuter Spending Accounts

Fertility & Family Forming Benefits

On-demand mental health support and Employee Assistance Program

Global Travel Medical Insurance

Financial Benefits

Short and Long Term Disability Insurance

Life & Accident Insurance

401(k) Retirement Savings Plan

Employee Stock Participation Plan

Time Off

Flexible paid time off covering vacation and sick leave

Leave programs, including parental, pregnancy health, medical, and bereavement leave

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!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  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, physica