Senior Customer Engineer, Fed

About the role

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. You will partner with Account Executives to eliminate administrative toil through AI-augmented workflows so you can focus on high-value architectural design and driving measurable business outcomes across the entire customer journey. Sitting within the GTM organization and reporting to the Regional Customer Engineering Leader, you will not hand off your customers once an initial agreement is reached. Instead, you operate as a quota-carrying technologist who leverages AI agents and internal platforms to automate routine tasks such as RFP and security questionnaire responses, sandbox provisioning, and basic telemetry monitoring. You will proactively monitor dynamic customer health scores and telemetry to ensure rapid time-to-value and resolve integration bottlenecks while maintaining a continuous, deep relationship with key stakeholders from initial onboarding through maturity, renewal, and expansion.

Key facts

What you'll do

Partner closely with Account Executives to lead technical discovery, build bespoke architectures, and deliver compelling product demonstrations and Proof of Concepts across Cloudflare's portfolio of Security, Networking, and Developer Platforms.

Lead and/or provide oversight to technical onboarding and implementation, serving as the primary executive and engineering contact for the customer while partnering with Account Executives to own discovery, demos, onboarding, technical health, risk, and expansion strategy.

Carry a variable quota tied directly to new business acquisition and/or ongoing account growth, ensuring deep platform adoption, retaining revenue, and identifying strategic cross-sell and up-sell opportunities based on product usage data.

Act as a trusted technical advisor throughout the entire customer lifecycle, maintaining continuous, deep relationships with key stakeholders from initial onboarding through maturity, renewal, and expansion.

Leverage AI orchestration and workflow automation to reclaim time for strategic customer advisory by using AI agents and internal platforms to automate RFP and security questionnaire responses, sandbox provisioning, and basic telemetry monitoring.

Proactively monitor dynamic customer health scores and telemetry to ensure rapid time-to-value, resolve integration bottlenecks, and drive measurable business outcomes across the entire customer journey.

Lead and provide oversight for technical onboarding and implementation, translating platform capabilities into return on investment for C-level executives during technical Quarterly Business Reviews.

Partner with Account Executives to identify strategic expansion opportunities, using product usage data to guide cross-sell and up-sell efforts while reinforcing architectural best practices.

Utilize AI-augmented workflows to streamline discovery, architecture design, and demonstration efforts across Cloudflare's Security, Networking, and Developer Platforms.

Serve as the primary escalation point for complex technical issues, collaborating with internal engineering teams to resolve integration challenges and optimize customer performance and security postures.

Requirements

Experience in a customer-facing technical role, such as Solutions Engineer, Technical Account Manager, or Pre-Sales Engineer, with a strong track record of managing enterprise technical discovery and implementation.

Demonstrated ability to architect and validate complex solutions using Cloudflare's Security, Networking, and Developer Platforms during discovery and proof-of-concept phases.

Strong comfort with AI-native tools and an instinct to identify normalized problems, then create solutions using the latest tools to automate administrative workflows and drive customer outcomes.

Exceptional verbal and written communication skills, with the ability to translate technical concepts into business value for C-level stakeholders.

Proven experience working directly with enterprise customers, owning quota carry, and managing commercial outcomes tied to adoption and expansion.

Self-driven mindset with the discipline to operate autonomously in a distributed environment while collaborating closely with cross-functional teams.

High adaptability to rapidly evolving product roadmaps, technical architectures, and AI tooling, with a bias for action and continuous iteration.

Commitment to sharing learnings across the team to lift everyone up, ensuring that every improvement, no matter how small, contributes to the broader Cloudflare mission.