Senior Territory Account Executive (Digital Native), ANZ (Based in Brisbane/Sydney/Melbourne)

Location: Sydney / Brisbane / Melbourne

About the Department

The Cloudflare APAC sales organisation operates as one integrated revenue system. Account Executives, Customer Engineers, Partner Account Managers, Business Development Representatives, Customer Experience Managers, Professional Services and Revenue Operations work as a continuous engine — winning, deploying, adopting, expanding, and scaling platform commitments across the full customer lifecycle.

Within this organisation, the Australia Digital Native and Startup team partners with cloud-first, software, fintech, e-commerce, gaming, AI and other high-growth companies. These customers move quickly, build globally and expect technology partners who can match their pace while helping them strengthen security, performance, reliability and developer velocity.

The system is supported by an AI-embedded operating model. The work itself, however, remains human. The role of every seller at Cloudflare is to bring critical thinking, judgment, and trust to customer relationships and outcomes.

About This Role

In this role, you will be responsible for driving significant growth by landing and expanding a portfolio of Digital Native and Startup customers across Australia. You will engage founders, executives, engineering leaders and security teams, helping fast-growing businesses build and scale on Cloudflare’s connectivity cloud. The role may be based in Sydney, Melbourne or Brisbane.

The ideal candidate combines strong new-business sales acumen with technical curiosity and the ability to operate at startup speed. As an Account Executive, you will create demand, build trusted relationships across technical and commercial stakeholders, and drive revenue velocity through disciplined territory planning, accurate forecasting and proactive pipeline management.

You are the kind of operator who uses AI as a force multiplier every day, cares more about customer outcomes than job boundaries, and demonstrates curiosity, judgment and high agency.

Role Responsibilities

• Own and execute a comprehensive territory plan for Australia’s Digital Native and Startup segment to consistently achieve and exceed sales and revenue targets.
• Win new logos and expand existing customers by identifying high-growth businesses, prioritising the strongest opportunities and developing account-specific engagement plans.
• Build trusted relationships with founders, C-level executives, engineering, infrastructure, platform and security leaders, translating technical priorities into measurable business outcomes.
• Lead compelling discovery and value conversations around application security, network modernisation, developer platforms, performance, reliability and AI workload protection.
• Understand customer architectures and growth models, and position Cloudflare’s platform to help customers scale securely, improve resilience, simplify operations and accelerate innovation.
• Leverage venture capital, accelerator, cloud, technology and channel partners as an extension of the sales team, creating repeatable referral and co-sell motions across the startup ecosystem.
• Manage the full sales cycle, including prospecting, qualification, technical validation, commercial negotiation and close, while structuring multi-product and multi-year platform commitments where appropriate.
• Stay engaged through onboarding, adoption and the first renewal. Partner with Customer Engineers, Customer Experience and Professional Services on deployment plans tied to clear milestones and measurable outcomes.
• Proactively build and manage a robust pipeline using internal tools, AI-assisted research and pipeline sources including BDR, Channel, Marketing and ecosystem partners.
• Maintain high standards in pipeline discipline, CRM hygiene and forecasting accuracy.

Required Experience

• 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.
• Proficient 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 the 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 are 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.
• Thinks critically rather than reacting, exercises judgment under uncertainty, names risks honestly, shows genuine empathy for customers as people, and demonstrates visible curiosity in how they prepare, sell and learn.
• Willingness to actively engage with AI tools and experiment with new ways of working.
• Ability to travel as required.