Senior Customer Engineer, SLED West (California or Arizona)
$231k - $275k • Hybrid
Posted 10d ago
Remote Work Policy
On-site
Categories
Applied AI Engineer
About the job
Cloudflare is seeking a Senior Customer Engineer focused on the SLED (State, Local, and Education) and Local Government sectors. This role is a quota-carrying technologist who acts as a trusted advisor, owning the technical relationship from discovery through adoption and expansion. You will leverage AI-augmented workflows to automate administrative tasks, allowing you to focus on high-value architectural design and driving measurable business outcomes for public sector clients. You will partner with Account Executives, lead technical discovery, build architectures, deliver product demonstrations, and oversee customer onboarding and implementation. The role also involves commercial accountability for new business acquisition and account growth, identifying upsell/cross-sell opportunities, and conducting Quarterly Business Reviews (QBRs) to demonstrate ROI.
Responsibilities
- Lead technical discovery, build bespoke architectures, and deliver product demonstrations and Proofs of Concepts (PoCs) tailored to public sector procurement and compliance standards.
- Oversee technical onboarding and implementation, serving as the primary executive and engineering contact for the customer.
- Proactively monitor customer health scores and telemetry to ensure rapid time-to-value and resolve integration bottlenecks.
- Carry a variable quota tied to new business acquisition and/or ongoing account growth.
- Identify 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.
- Act as a trusted technical advisor throughout the entire customer lifecycle.
- Leverage AI agents and internal platforms to automate routine tasks such as RFP/Security Questionnaire responses, sandbox provisioning, and basic telemetry monitoring.
Requirements
- 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 in a customer-facing technical role such as Solutions Engineering, Customer Engineering, Sales Engineering, or Forward Deployed Engineer.
- Broad technical expertise spanning web security, networking (routing, DNS, DDoS mitigation), cloud infrastructure, and enterprise architecture.
- Proven track record of operating in a quota-carrying or revenue-aligned environment.
- Strong understanding of SaaS metrics, business value translation, and public sector procurement.