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: 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.
- 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).
- Bachelor's degree required.
- Ability to travel as required to engage with key customers and internal teams.
Top Skills
What We Do
Cloudflare, Inc. (NYSE: NET) is the leading connectivity cloud company on a mission to help build a better Internet. It empowers organizations to make their employees, applications and networks faster and more secure everywhere, while reducing complexity and cost. Cloudflare’s connectivity cloud delivers the most full-featured, unified platform of cloud-native products and developer tools, so any organization can gain the control they need to work, develop, and accelerate their business. Powered by one of the world’s largest and most interconnected networks, Cloudflare blocks billions of threats online for its customers every day. It is trusted by millions of organizations – from the largest brands to entrepreneurs and small businesses to nonprofits, humanitarian groups, and governments across the globe.
Why Work With Us
Cloudflare employees come from all walks of life. We are mission-driven, and our team is energized by a collaborative, creative environment that celebrates our differences and fosters new ways to grow together.
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Employees engage in a combination of remote and on-site work.
We are committed to developing a global team that is distributed with a flexible working approach. Doing this equitably and inclusively is essential to our success. Visit our careers site for more on 'How & Where We Work.'
