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Cloudflare is seeking a Senior Territory Account Executive to drive growth across Australia's digital native and startup segment. You will own a comprehensive territory plan, landing and expanding a portfolio of cloud-first, software, fintech, e-commerce, gaming, and AI-focused high-growth companies. The role combines new-business sales acumen with technical curiosity and startup-speed execution.
Key responsibilities include:
- Owning and executing a territory plan for Australia's Digital Native and Startup segment to achieve and exceed sales and revenue targets
- Winning new logos and expanding existing customers by identifying high-growth businesses and developing account-specific engagement plans
- Building trusted relationships with founders, C-level executives, engineering, infrastructure, platform and security leaders
- Leading discovery and value conversations around application security, network modernisation, developer platforms, performance, reliability and AI workload protection
- Understanding customer architectures and growth models, positioning Cloudflare's platform to help customers scale securely and accelerate innovation
- Leveraging venture capital, accelerator, cloud, technology and channel partners as sales extensions
- Managing the full sales cycle from prospecting through close, structuring multi-product and multi-year platform commitments
- Staying engaged through onboarding, adoption and first renewal, partnering with Customer Engineers and Professional Services
- Building and managing a robust pipeline using internal tools, AI-assisted research and multiple pipeline sources
- Maintaining high standards in pipeline discipline, CRM hygiene and forecasting accuracy
Cloudflare operates one of the world's largest networks powering millions of websites and Internet properties. The company protects and accelerates Internet applications without requiring hardware installation or code changes. The APAC sales organisation functions as an integrated revenue system with Account Executives, Customer Engineers, Partner Account Managers, BDRs, Customer Experience Managers, Professional Services and Revenue Operations working as a continuous engine across the full customer lifecycle.
The ideal candidate combines strong new-business sales experience with technical curiosity and the ability to operate at startup speed. You will use AI as a force multiplier daily, care more about customer outcomes than job boundaries, and demonstrate curiosity, judgment and high agency.
REQUIREMENTS:
- Bachelor's degree or equivalent work experience
- Experience selling technology solutions to digital native, startup, scale-up or high-growth technology companies
- Demonstrated track record of consistently meeting and exceeding quota in a fast-paced new-business or growth sales environment
- Proficiency in prospecting, discovery, positioning, competitive selling, negotiation, closing and multi-threaded land-and-expand strategies
- Strong understanding of cloud infrastructure, computer networking, application security and modern developer platforms, with ability to learn complex technology quickly
- Experience engaging technical buyers and business executives, including founders, CTOs, CIOs, CISOs and engineering leaders
- Established relationships across Australia's digital native, startup, venture capital or technology ecosystem (highly regarded)
- Exceptional interpersonal communication, executive presence and value-selling skills
- Proficiency in modern sales software, customer data environments and core systems such as Salesforce, Tableau and Google Workspace
- Critical thinking, judgment under uncertainty, honest risk assessment, genuine empathy for customers, and visible curiosity in preparation, selling and learning
- Willingness to actively engage with AI tools and experiment with new ways of working
- Ability to travel as required
