Senior Major Account Executive (EU & NATO)

Available Location: Netherlands (remote) About the Role
The digital borders of the European Union and NATO are under constant pressure. State-sponsored attacks, hybrid warfare, and the race for AI supremacy have rendered legacy perimeter defenses obsolete. We aren't just looking for a Public Sector salesperson; we are looking for a Sovereign Architect for the institutions that govern and protect us.
Cloudflare protects the Internet for the most targeted organizations on earth. With a massive global network that doubles as a localized data privacy engine, we are uniquely positioned to solve the Public Sector's "Impossible Trinity": Scale, Speed, and Sovereignty.
Now, we need a Senior Challenger to bring this capability to EU Institutions and NATO. You will challenge the reliance on legacy government contractors and help Public Sector leaders rethink their national and collective defense from the network up.
What You'll Do
"The Mission: Protect. Modernize. Lead"
This is not a "maintain and renew" role. You are the General Manager of Cloudflare's strategic relationship with the most critical bodies in Europe. You will navigate complex procurement landscapes to build a digital shield around the EU and NATO.

1. Construct the Strategy (The Market Maker)

• You are a builder. You will identify how EU bodies and Defense organizations can leverage our network not just for security, but for Digital Sovereignty and operational resilience.
• You will navigate the complex web of Framework Agreements, Tenders, and Public Procurement to construct high-impact deals that modernize how these institutions operate.

1. Chorale the Policy Makers (The Challenger)

• You will engage Generals, CIOs, and Policy Leaders, challenging their assumptions about how to secure classified and sensitive data in a cloud-native world.
• You will guide stakeholders through the shift to Zero Trust and Data Localization, positioning yourself as a strategic advisor on cyber-resilience rather than just a vendor.
• You are credible in high-stakes environments, capable of articulating how Cloudflare's architecture counters modern geopolitical cyber threats better than legacy hardware.

1. Orchestrate the Mission (The Leader)

• You are the Mission Commander. You will mobilize a cross-functional "village"-including Public Policy, Legal, Solutions Engineering, and Product-to navigate the unique compliance and technical needs of the EU and NATO.
• You will act as an Eco-System Thinker, working with specialized Global Systems Integrators (GSIs) and local partners who hold the keys to government contracts.
• You will own the long-game, managing multi-year sales cycles with the tenacity of an entrepreneur building a business within a business.

Examples of Desirable Skills, Knowledge, and Experience "The Candidate: Diplomat & Disruptor"
We are looking for a rare combination: the polish of a diplomat and the hunger of a disruptor.

• The Experience: You bring 7+ years of enterprise sales experience, with a heavy focus on the Public Sector, EU Institutions, or Defense (NATO). You understand the procurement language of Brussels and the security demands of Mons.
• The Mindset: You are Entrepreneurial. You don't wait for an RFP to drop; you shape the requirements before they are written.
• The Technical Aptitude: You are a Sovereignty Thinker. You understand the nuances of GDPR, EU Cloud Certification (EUCS), and the importance of data residency. You can explain how a global network can still be locally compliant.
• The Approach: You are a Challenger. You are comfortable pushing back on "how it's always been done" in government IT, advocating for modern, scalable, and cost-effective solutions.
• Clearance: Ideally, you hold or are eligible for NATO/EU Security Clearance.