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

Cloudflare· Mid Market
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Hybrid (Sydney / Brisbane / Melbourne)hybridPosted 3w ago

About the role

Senior Territory Account Executive for Australia & New Zealand Digital Native and Startup segment, responsible for landing and expanding a portfolio of digital-native and startup customers, driving growth, managing the full sales cycle, and leveraging AI-enabled processes.

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.

Qualifications

  • 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.

Skills

Required:Territory planningNew-business developmentRelationship building with executivesDiscovery and value-sellingSales cycle management

Benefits

  • Equal opportunity employer
  • Accommodation provided upon request during application process
  • Access to AI-enabled tools and modern sales tech
  • Hybrid work environment
  • Global mobility and growth opportunities
Last updated Sep 30, 2026. Interested? Apply on the company site.

About Cloudflare

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