Senior Territory Account Executive (Digital Native), ANZ (Based in Brisbane/Sydney/Melbourne)
Core
Drive new business and expansion for Cloudflare's connectivity cloud platform targeting digital native and startup customers in Australia.
Role type
Senior Territory Account Executive (Digital Native)
Builds
Cloudflare's connectivity cloud platform (security, performance, reliability, developer velocity)
Domain
Cloud Infrastructure / Application Security / Developer Platforms
Deliverable
production ML models | product features | dashboards & analysis | client delivery | infrastructure
Required skills
new-business sales acumen, territory planning, forecasting, pipeline management, technical discovery, value-selling, multi-threaded land-and-expand strategies, cloud infrastructure knowledge, networking knowledge, application security knowledge, executive presence, negotiation, CRM proficiency
Preferred skills
startup ecosystem relationships, venture capital network, accelerator network, channel partner network, AI tool proficiency
Technologies
Salesforce, Tableau, Google Workspace
Responsibilities
Own and execute a comprehensive territory plan for Australia's Digital Native and Startup segment; Win new logos and expand existing customers; Build trusted relationships with founders, C-level executives, engineering, infrastructure, platform and security leaders; 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; Leverage venture capital, accelerator, cloud, technology and channel partners; Manage the full sales cycle including prospecting, qualification, technical validation, commercial negotiation and close; Stay engaged through onboarding, adoption and the first renewal; Proactively build and manage a robust pipeline; Maintain high standards in pipeline discipline, CRM hygiene and forecasting accuracy.
Seniority
Senior, hands-on IC