Senior Territory Account Executive, Digital Native

Cloudflare

. Own and execute a territory plan for Australia’s Digital Native and Startup segment .

Posted 9/25/2026full-timeSydney • AustraliaSeniorWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in sales strategy and execution within the technology sector, focusing on cloud infrastructure, application security, and developer platforms. Proven ability to build relationships with key stakeholders and drive revenue growth through effective engagement and negotiation.

Highest-signal resume keywords

Sales Strategy ExecutionCloud Infrastructure ExpertiseApplication Security KnowledgeRelationship Building with ExecutivesProficiency in Salesforce

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

ProspectingNegotiationClosingCompetitive SellingMulti-Threaded Land-and-Expand StrategiesTechnical ValidationAccount-Specific Engagement PlansPipeline ManagementQuota AchievementValue-Selling

Soft Skills

Exceptional Interpersonal CommunicationExecutive Presence

Tools & Technologies

SalesforceTableauGoogle WorkspaceAI Tools

Industry Keywords

Digital NativeStartupHigh-Growth TechnologyVenture CapitalTechnology EcosystemCloudApplication SecurityNetwork ModernizationDeveloper PlatformsAI Workload Protection

Tech Stack

Tools & technologies

CloudTableau

About the role

Key responsibilities & impact

Own and execute a territory plan for Australia’s Digital Native and Startup segment
Achieve and exceed sales and revenue targets
Win new logos and expand existing customers
Identify high-growth businesses and develop account-specific engagement plans
Build relationships with founders, executives, engineering, infrastructure, platform and security leaders
Translate technical priorities into measurable business outcomes
Lead discovery and value conversations around application security, network modernization, developer platforms, performance, reliability and AI workload protection
Position Cloudflare’s connectivity cloud to help customers scale securely, improve resilience, simplify operations and accelerate innovation
Leverage venture capital, accelerator, cloud, technology and channel partners for referrals and co-selling
Manage the full sales cycle from prospecting through qualification, technical validation, negotiation and close
Structure multi-product and multi-year platform commitments
Support onboarding, adoption and the first renewal
Partner with Customer Engineers, Customer Experience and Professional Services on deployment plans
Build and manage pipeline using internal tools, AI-assisted research, BDR, Channel, Marketing and ecosystem sources
Maintain pipeline discipline, CRM hygiene and forecasting accuracy

Requirements

What you’ll need

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
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 Salesforce, Tableau and Google Workspace
Willingness to actively engage with AI tools and experiment with new ways of working
Ability to travel as required
Authorization to receive software or technology controlled under U.S. export laws without sponsorship for an export license may be required

Benefits

Comp & perks

Equal employment opportunity and diversity and inclusiveness commitment
Reasonable accommodations for qualified individuals with disabilities
Opportunity to attend an in-person interview within a Cloudflare office or hub at the offer stage, if requested
Access to Cloudflare’s mission-driven culture and projects including Project Galileo, Athenian Project and 1.1.1.1