About the Job
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 Intern...
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 ...
Available Locations: California or Arizona
Key Responsibilities
At Cloudflare, we are on a mission to help build a better Internet. As the architectural complexity of enterprise solutions scales, we are evolving how we partner with our customers. The Customer Engineer (CE) represents the core driver of our technical go-to-market strategy: a trusted advisor who owns the technical relationship from the initial discovery phase through to long-term adoption and ongoing account expansion.
Sitting within the GTM organization and reporting to the Regional Customer Engineering Leader, this specialized role will focus heavily on our SLED (State, Local, and Education) and Local Government sectors. You will not hand off your customers once an initial agreement is reached. Instead, you will operate as a quota-carrying technologist, utilizing AI-augmented workflows to eliminate administrative toil so you can focus on high-value architectural design and driving measurable business outcomes across the entire public sector customer journey.
Key Responsibilities
Technical Validation: Partner closely with Account Executives to lead technical discovery, build bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts (PoCs) across Cloudflare’s portfolio (Security, Networking, and Developer Platforms) tailored to public sector procurement and compliance standards.
Customer Adoption & Value Realization: Lead and/or provide oversight to technical onboarding and implementation, serving as the primary executive and engineering contact for the customer. You will partner with Account Executives to own discovery, demos, onboarding, technical health, risk, and expansion strategy. You will proactively monitor dynamic 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 directly to new business acquisition and/or ongoing account growth. You will be commercially accountable for ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data. Lead technical Quarterly Business Reviews (QBRs) to translate platform capabilities into return on investment for C-level executives.
Trusted Advisory: Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion.
AI Orchestration & Workflow Automation: Act as an "AI-Augmented" engineer. Leverage AI agents and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, and basic telemetry monitoring, reclaiming your time for strategic customer advisory.
Required Skills & Abilities
Public Sector Expertise: Proven experience working with or selling into SLED, Local Government, or Municipal agencies, with a deep understanding of public sector buying cycles, compliance requirements, and unique government IT constraints.
Experience: Experience in a customer-facing technical role, such as Solutions Engineering, Customer Engineering, Sales Engineering, or as a Forward Deployed Engineer (years of experience required will vary based on Associate, Senior, Staff, or Principal leveling).
Technical Acumen: Broad technical expertise spanning web security, networking (routing, DNS, DDoS mitigation), cloud infrastructure, and enterprise architecture.
Commercial Mindset: Proven track record of operating in a quota-carrying or revenue-aligned environment, with a strong understanding of SaaS metrics, business value translation, and public sector/enterprise sales cycles.
Communication: Exceptional presentation and stakeholder management skills, capable of bridging the gap between deep technical implementation details and high-level government C-suite/elected official business strategy.
Strongly Preferred Qualifications (The "Good-to-Haves")
Cloudflare AI Stack Experience: Hands-on experience building, deploying, or architecting solutions using Cloudflare's developer platform and AI ecosystem, specifically Workers AI, AI Gateway, and Vectorize.
Applied AI Knowledge: Experience with prompt engineering, Large Language Model (LLM) orchestration, or Retrieval-Augmented Generation (RAG) architectures.
Coding/Scripting: Proficiency in Python, JavaScript, or similar languages to write custom integration scripts, API connectors, and edge computing functions.
Compensation
Compensation may be adjusted depending on work location.
For San Francisco based hires: Estimated annual salary of $231,000-$275,000+ OTE, Base + Commissions
Los Angeles based hires: Estimated annual salary of $221,000 - $267,000 OTE, Base + Commissions.
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
