Territory Account Executive (Based in Sydney)

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 wont be managing a legacy book of businessyou 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 Youll 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 Cloudflares 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: Work proactively and collaboratively with Solution Engineers Channel Account Managers and other cross-functional teams to manage customer opportunities share key customer feedback and improve the overall customer experience. Actively seek to assist the team share knowledge and extend your personal network to foster collective success.
• Continuous Improvement: Embrace curiosity to learn and grow leveraging insights to improve outcomes. Actively participate in team meetings deliver GTM guidance and share useful themes to help the team understand what worked and did not work.

Examples of Desirable Skills Knowledge and Experience

• 5 years of proven experience selling technology solutions in a B2B model
• Demonstrated track record of consistently meeting and exceeding quota targets.
• Expert Sales Acumen: Proficient in discovery positioning competitive selling negotiation closing and expansion strategies.
• Strong understanding of computer networking and how the internet works with proficiency in Cloud Networking and Security Technology. Technical background in engineering computer science or MIS is a plus.
• Ability to lead a multidisciplinary team over a long-term account horizon and effectively identify key players in organizations to convert business issues into solutions.
• Exceptional interpersonal communication skills (verbal and written) with the ability to build meaningful relationships quickly and confidently engage in business-level outcome conversations with the C-suite.
• Self-motivated with an entrepreneurial spirit comfortable working in a fast-paced dynamic environment and possessing the discipline to work without instant gratification.
• Proficiency in sales and business software and systems (e.g. Salesforce Tableau G-suite MSFT suite).
• Bachelors degree required.
• Ability to travel as required to engage with key customers and internal teams.

What Makes Cloudflare Special

Were not just a highly ambitious large-scale technology company. Were a highly ambitious large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: Since 2014 weve equipped more than 2400 journalism and civil society organizations in 111 countries with powerful tools to defend themselves against attacks that would otherwise censor their work technology already used by Cloudflares enterprise customers--at no cost.

Athenian Project: In 2017 we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free so that their constituents have access to election information and voter registration. Since the project weve provided services to more than 425 local government election websites in 33 states.

1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Heres the deal - we dont store client IP addresses never ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something youd like to be a part of Wed love to hear from you!

This position may require access to information protected under U.S. export control laws including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer. We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness. All qualified applicants will be considered for employment without regard to their or any other persons perceived or actual race color religion sex gender gender identity gender expression sexual orientation national origin ancestry citizenship age physical or mental disability medical condition family care status or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include but are not limited to changing the application process providing documents in an alternate format using a sign language interpreter or using specialized equipment. If you require a reasonable accommodation to apply for a job please contact us via e-mail at or via mail at 101 Townsend St. San Francisco CA 94107.