Territory Account Executive

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare all have web traffic routed through its intelligent global network, which gets smarter with every request. As a result, they see significant improvement in performance and a decrease in spam and other attacks. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Location: Sydney, Australia About the Role We are seeking a high-velocity, hunter-profile Territory Account Executive to spearhead our expansion across Mid-Market New South Wales. This is a pure growth role; you won't be managing a legacy book of business—you will be building one. Your primary mission is Customer Acquisition . The ideal candidate is a disciplined prospector who thrives on the "thrill of the hunt" and has a proven track record of breaking into new accounts within the ANZ mid-market. You possess the sales grit to open doors and the technical acumen to close them, engaging everyone from C-suite executives to senior technical architects. If you are a self-starter with 5+ years of experience who is obsessed with winning new logos and driving digital innovation, this is your territory. What You'll Do Drive Revenue Growth: Develop, execute, and maintain a comprehensive territory and account plan to consistently achieve and exceed quarterly sales targets and annual quotas. Pipeline Management Forecasting: Proactively build and manage a robust sales pipeline by leveraging various sourcing funnels (AE-led outbound, BDR, Channel, and Marketing Inbound). Maintain accurate forecasts and report on the status of new and expansion opportunities. Solution Platform Selling: Understand customer network architectures and effectively map relevant Cloudflare Solutions Plays to drive successful platform sales. Articulate compelling value propositions for Cloudflare services, demonstrating how our solutions work together to solve specific business initiatives and accelerate digital transformation. Complex Sales Cycle Navigation: Expertly manage longer, complex sales cycles, including comprehensive contract negotiations. Drive commercial outcomes by running a consistent sales process and establishing jointly owned timelines with customers. Technical Acumen: Leverage a deep technical understanding of the problems Cloudflare solves to drive a consultative sales motion. Engage effectively with technical professionals and communicate the value of Cloudflare's platform, including Cloudflare One and the Connectivity Cloud. Customer-Centric Approach: Deliver a premium business experience to customers through solutions-oriented selling, empathy, proactiveness, and urgency to deliver value. Understand customer goals and objectives, analyzing where Cloudflare can add value. Collaboration Teamwork: ... (truncated, view full listing at source)