Senior Named Account Executive (FedGov - Civilian Agencies), Canberra

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 Locations: Canberra, ACT Australia (preferred)

About the Role

The Cloudflare APAC sales organisation operates as one integrated revenue system. Account Executives, Customer Engineers, Partner Account Managers, Business Development Representatives, Customer Experience Managers, Professional Services and Revenue Operations work as a continuous engine — winning, deploying, adopting, expanding, and scaling platform commitments across the full customer lifecycle.

The system is supported by an AI-embedded operating model. The work itself, however, remains human. The role of every seller at Cloudflare is to bring critical thinking, judgment, and trust to customer relationships and outcomes.

Our Public Sector team specifically helps government agencies solve complex technical challenges while protecting the essential services and infrastructure that Australian citizens rely on every day.

As a Senior Enterprise Account Executive for the Australian Federal Government, you will lead Cloudflare’s strategic engagement within the Canberra territory. You will drive the adoption of the Cloudflare platform across Australian Public Service (APS) and Civilian Services agencies such as Services Australia, Department of Health and Aged Care, Australian Taxation Office (ATO), ASIC, Department of Finance, Treasury, and the ACT Government, while positioning Cloudflare as a foundational pillar for national cybersecurity and government digital transformation.

Responsibilities:

Strategic Relationship Management: Build and nurture deep, long-term relationships across all layers of your allocated Government segment, leveraging your existing network to navigate complex agency structures.

Territory Leadership: Lead the engagement strategy for the Australian Federal Government, acting as a subject matter expert on government IT, Cloud SaaS, Zero Trust, and AI adoption

Partner Ecosystem Advocacy: Identify, develop, and own relationships with a select group of strategic partners. By fostering deep advocacy within this ecosystem, you will create a "force multiplier" effect that scales Cloudflare’s reach and influence across the Commonwealth

Business Development: Actively identify and create new business opportunities within a competitive market to drive large-scale, transformational outcomes for the Commonwealth

Account Strategy & Operations: Formulate and execute comprehensive multi-year account plans while maintaining rigorous sales discipline around forecasting, pipeline hygiene, and deal staging

Cross-Functional Collaboration: Partner with Customer Engineers and Professional Services to ensure seamless customer onboarding, deployment, and adoption tied to measurable agency benchmarks through to first renewal and expansion

Knowledge Leadership: Share market intelligence, procurement best practices, and federal insights across the ANZ team, actively mentoring peers to raise collective performance.

Desirable Skills, Knowledge, and Experience

Proven track record of meeting and exceeding complex B2B enterprise software or SaaS sales quotas in high-growth technology environment

Deep specialization in the Australian Public Sector, including direct experience navigating government procurement frameworks, panel arrangements, and public domain contracting flows

Demonstrated capability to establish strategic relationships and close multi-year enterprise agreements with senior government stakeholders

Strong business acumen and technical aptitude, with the ability to translate complex cloud, network, SASE, and security architectures into clear value drivers for non-technical agency leaders

Strategic partner management skills, with experience co-selling alongside Partners and regional government consultancies

High proficiency in using modern sales tools and AI-driven platforms to streamline research, pipeline generation, and forecasting workflows