Proposal Manager (Public Sector)

Available Locations: Austin, TX, Washington, D.C., Atlanta, GA, Denver, CO
What you'll do
As part of our expanding global proposal management initiative, we are seeking an experienced and adaptable Proposal Manager to join our lean but high-performing team. We're looking for someone with deep experience in developing and managing public sector proposals-especially within the US federal and SLED landscape-who also brings the strategic mindset to help shape the pursuit from the start.
This role will work closely with sales, channel, product, and other subject matter experts across the business to assess opportunities, craft win strategies, and drive the end-to-end development of compliant, compelling proposals. While the primary focus is US public sector, you may also support other North American public sector opportunities and commercial bids, depending on team capacity and business needs.
On a lean team like ours, responsibilities are naturally blended, so we're looking for someone who can move fluidly between strategic planning and hands-on execution. This role isn't just about responding to RFPs; it's also about helping internal teams understand the value of a structured proposal process. You'll be instrumental in building awareness, providing guidance, and driving alignment. Success means meeting people where they are, then thoughtfully leading them toward a more consistent, effective, and scalable approach.
If you're energized by a fast-paced environment, excited to shape strategy, and take pride in delivering clear, compelling content, you'll thrive in this role. Join us in driving meaningful impact and helping our team win with confidence.
Responsibilities

• Lead the end-to-end development of RFx responses, ensuring compliance with all solicitation requirements and timelines
• Partner early with sales teams to evaluate opportunities, clarify customer drivers, and shape winning strategies
• Build trust and credibility with stakeholders; provide guidance and education as needed
• Create tailored, customer-centric content by collaborating with cross-functional experts and synthesizing complex input
• Support proposals across North America, including US federal/SLED, Canadian, and Mexican public sector bids; pitch in on commercial responses as needed
• Continuously evaluate and improve processes to increase quality, efficiency, and win rates
• Maintain and contribute to a central content repository of templates, narratives, exhibits, and reusable assets
• Participate in lessons learned reviews and continuous improvement initiatives

Desirable Skills, Knowledge, and Experience:

• Bachelor's degree in business, communications, marketing, or related field, or equivalent experience
• 4-6+ years of experience managing public sector RFx responses (US Federal and/or SLED required; other public sector or commercial experience a plus)
• Working knowledge of procurement frameworks such as FAR/DFAR and state-level guidelines
• Experience applying proposal best practices (e.g., Shipley, APMP) including kickoff facilitation, color team reviews, compliance checks, and win theme development
• Comfortable operating independently in a lean team environment, with the judgment to prioritize and manage multiple deadlines
• Excellent communication and collaboration skills; able to build relationships and drive progress even without formal authority
• Ability to adapt your approach to meet different levels of proposal process maturity across stakeholder groups
• Experience with RFP software (Responsive/RFPIO, Loopio, etc.) and productivity tools (Google Workspace, Microsoft Office)

Compensation
Compensation may be adjusted depending on work location.

• For Colorado based hires: Estimated annual Salary of $101,000 - $123,000
• For Washington D.C. based hires: Estimated annual salary of $111,000 - $135,000

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