Available location: Sydney, Australia

About the Team

The Marketing team at Cloudflare is at the forefront of sharing our mission to help build a better internet. We are a dynamic and fast-paced team dedicated to showcasing Cloudflare's innovative products and solutions to a global audience. Through strategic campaigns, engaging events, and compelling content, we drive awareness, generate demand, and support our company's rapid growth. As an intern, you'll gain hands-on experience and contribute directly to our efforts in making an impact.

About the Role

As a Marketing Events & Campaigns Intern, you will play a crucial supporting role in the successful execution of Cloudflare's marketing initiatives. This is an exciting opportunity to gain hands-on experience across a variety of marketing channels, including webinars, trade shows, and digital advertising. You will contribute to the end-to-end process, from logistical coordination to ensuring our creative assets are polished and ready for launch. Your work will directly support lead generation efforts and help deliver impactful marketing experiences to our prospects and customers.

Responsibilities

• Assist with the logistical planning and execution of virtual webinars and in-person trade shows, including scheduling, vendor coordination, and materials preparation.
• Support the development and deployment of digital ad campaigns across various platforms, ensuring proper tracking and optimization.
• Coordinate the readiness of marketing assets, such as website banners, email communications, and landing pages, collaborating with design and content teams.
• Help manage and track leads generated from events and campaigns, ensuring data accuracy and timely follow-up.
• Contribute to post-event and campaign reporting by gathering data and assisting with performance analysis.
• Participate in team meetings and contribute ideas for improving marketing processes and campaign effectiveness.

Skills & Qualifications

• Currently pursuing a Bachelor's degree in Marketing, Communications, Business, or a related field.
• Available for a full-time 12-week internship, working from our Sydney office 3-5 days a week from July - December.
• Strong organizational skills with a keen eye for detail and the ability to manage multiple tasks simultaneously.
• Excellent written and verbal communication skills.
• Familiarity with digital marketing concepts and platforms is a plus.
• Proactive attitude with a desire to learn and contribute in a fast-paced environment.
• Ability to collaborate effectively within a team and with cross-functional partners.
• Proficiency with standard office productivity tools (e.g., Google Workspace, Microsoft Office).

Bonus Points

• Previous experience (academic or professional) with event coordination or digital campaign support.
• Understanding of lead tracking and CRM systems.

You can check out our internship blogs to learn more about our program and hear directly from our past interns.

Job Title: Enterprise Account Executive 

Location: Canberra, Australia

Rubrik’s sales organization is a united group of elite cross-functional sales professionals that help companies & government entities achieve resilience against cyberattacks, malicious insiders, and operational disruptions. We offer continuous professional development through our world class sales enablement program and our One Rubrik selling approach provides all the resources you need to exceed your goals, maximize your earnings potential and take your career to the next level. All this while doing something that truly matters, protecting the world's data.

As a Enterprise Account Executive, you will have ownership of all elements of bookings growth in new and existing accounts in Canberra. We are seeking a relentless self-starter who is hyper-focused on acquiring new logos by discovering and developing new opportunities, managing pipeline, and executing account strategies, while also encouraging existing customer expansion. The AE must drive pipeline generation daily while working with Sales Engineers, Sales Development, Channel Development, and Rubrik Channel Partners to exceed sales quotas.  

What You'll Do:

• Define and execute sales plans for the assigned territory to meet and exceed quota through prospecting, qualifying, managing, and closing sales opportunities
• Develop and manage sales pipeline to move a large number of strategic transactions through the sales process
• Identify and close new opportunities for growth, working with large enterprise accounts
• Present Rubrik, Inc. solutions within complex data center design environments
• Co-sell and strategize with partners, distributors, and VAR’s to enable rapid growth
• Provide Rubrik, Inc. management with feedback about the local market opportunity and identification of new business opportunities and channel partnerships

Experience You’ll Need:

• 10+ years Tech sales experience (selling either IT Infrastructure or SaaS – ideally both)
• Consistent track record of landing net "new logos"
• Strong track record of performance selling to Enterprise companies
• Track record of net new business logos via self-sourced pipeline generation activities
• Understands & has used MEDDPICC as a sales qualification and execution tool
• Understanding and experience working with the channel
• Highly driven, goal-oriented "get it done" attitude
• Experience selling a complex solution

Above all, you will have the ability to operate in a fast-paced, changing environment, self-starter, and operate in a highly matrixed organization. Demonstrate Rubrik’s RIVET values and be a role model, collaborating effectively and creating a positive environment.

Available Location: Melbourne, Australia

About the Role

We have an exciting opportunity for an experienced Senior Solutions Engineer to work with our top tier customers and become their Trusted Advisor for their security and business goals. The successful applicant will have a track record of working with large enterprise organisations in driving business and technical outcomes through technology solutions, with experience in engaging at the C-level with Business and Technology stakeholders.

Responsibilities:

• Land an end-to-end value prop for web security & performance that spans the breadth of Cloudflare Product offerings.
• Empower customers in their security adoption journey, helping them to define a secure strategy, 
• Architecture of necessary security controls aligned with Cloudflare Security and Performance product suites
• You will work closely with Account Executives to educate your prospective customers on how they can obtain success on the Cloudflare platform
• Apply technical knowledge to architect security solutions that meet business, IT, Regulation and Compliance needs, infusing key security technologies where appropriate.
• Be a Voice of the Customer to share insights and best practices, connect with Global Engineering and Product teams at Cloudflare to remove blockers and influence the roadmap.
• Maintain long-term trusted adviser relationships with the peers at your customers and work hand-in-hand with the Customer Success team to ensure your customers are delighted with Cloudflare offerings.

Key Skills:

• 7+ years experience in a pre-sales SE role;
• Relationship Building. Proven track record of building deep technical relationships with senior security executives in large or highly strategic accounts. Experience in managing various stakeholder relationships to get consensus on security solutions/projects.
• Problem Solving. Ability to solve customer security, compliance, and data protection problems through Cloudflare's technology stack . Acknowledged for driving decisions collaboratively, resolving conflicts and ensuring follow through with exceptional verbal and written communication skills. Presentation skills with a high degree of comfort with both large and small audiences (Senior Executives, Security teams, Security admins, DevSecOps, Cloud Security architect teams).
• Customer Focus. Customer obsessed leader with an “I will get it done" approach to solving customer challenges.
• Value Realisation. Ability to understand customer business objectives and outcomes and the ability to quickly leverage tech solutions to accomplish those outcomes.
• Trusted Technical Advisor. Ability to build strong relationships with senior security stakeholders and quickly build credibility and be viewed as a trusted advisor.

Technical Skills:

• Understanding of “how the internet works”. For example: Know the differences between TCP & UDP, and understand what kinds of applications may favor one over the other;
• Can explain the difference between authoritative DNS & recursive DNS;
• Understand the role of a firewall, why TLS (SSL) plays an increasingly important role on today's Internet, a solid understanding of HTTP and a willingness to dive deeper into the quirks of clients & servers alike
• Understanding of how customers make buying decisions, how to explain ROI.
• Experience in cloud computing, preferred if strong background in architecting applications on AWS or GCP;
• Technical expertise in cloud infrastructure, integrating front end web technologies such as Next.JS/React, with compute and databases;
• Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) and a desire to expand those skills;
• You've built a web application before, or contributed to an existing application in a meaningful way;
• You can describe the differences between CSRF, XSS and SQLi in detail and Cloudflare's role in defending against them;
• Understanding of, or experience with, regulatory requirements such a PCI DSS, HIPAA, and SOC-2.

Available Location: Sydney, Australia

About the Role

We have an exciting opportunity for an experienced Senior Solutions Engineer to work with our top tier customers and become their Trusted Advisor for their security and business goals. The successful applicant will have a track record of working with large enterprise organisations in driving business and technical outcomes through technology solutions, with experience in engaging at the C-level with Business and Technology stakeholders.

Responsibilities:

• Land an end-to-end value prop for web security & performance that spans the breadth of Cloudflare Product offerings.
• Empower customers in their security adoption journey, helping them to define a secure strategy, 
• Architecture of necessary security controls aligned with Cloudflare Security and Performance product suites
• You will work closely with Account Executives to educate your prospective customers on how they can obtain success on the Cloudflare platform
• Apply technical knowledge to architect security solutions that meet business, IT, Regulation and Compliance needs, infusing key security technologies where appropriate.
• Be a Voice of the Customer to share insights and best practices, connect with Global Engineering and Product teams at Cloudflare to remove blockers and influence the roadmap.
• Maintain long-term trusted adviser relationships with the peers at your customers and work hand-in-hand with the Customer Success team to ensure your customers are delighted with Cloudflare offerings.

Key Skills:

• 7+ years experience in a pre-sales SE role;
• Relationship Building. Proven track record of building deep technical relationships with senior security executives in large or highly strategic accounts. Experience in managing various stakeholder relationships to get consensus on security solutions/projects.
• Problem Solving. Ability to solve customer security, compliance, and data protection problems through Cloudflare's technology stack . Acknowledged for driving decisions collaboratively, resolving conflicts and ensuring follow through with exceptional verbal and written communication skills. Presentation skills with a high degree of comfort with both large and small audiences (Senior Executives, Security teams, Security admins, DevSecOps, Cloud Security architect teams).
• Customer Focus. Customer obsessed leader with an “I will get it done" approach to solving customer challenges.
• Value Realisation. Ability to understand customer business objectives and outcomes and the ability to quickly leverage tech solutions to accomplish those outcomes.
• Trusted Technical Advisor. Ability to build strong relationships with senior security stakeholders and quickly build credibility and be viewed as a trusted advisor.

Technical Skills:

• Understanding of “how the internet works”. For example: Know the differences between TCP & UDP, and understand what kinds of applications may favor one over the other;
• Can explain the difference between authoritative DNS & recursive DNS;
• Understand the role of a firewall, why TLS (SSL) plays an increasingly important role on today's Internet, a solid understanding of HTTP and a willingness to dive deeper into the quirks of clients & servers alike
• Understanding of how customers make buying decisions, how to explain ROI.
• Experience in cloud computing, preferred if strong background in architecting applications on AWS or GCP;
• Technical expertise in cloud infrastructure, integrating front end web technologies such as Next.JS/React, with compute and databases;
• Demonstrated experience with a scripting language (e.g. Python, JavaScript, Bash) and a desire to expand those skills;
• You've built a web application before, or contributed to an existing application in a meaningful way;
• You can describe the differences between CSRF, XSS and SQLi in detail and Cloudflare's role in defending against them;
• Understanding of, or experience with, regulatory requirements such a PCI DSS, HIPAA, and SOC-2.

Available Locations: Sydney, Australia

Cloudflare is looking for an Administrative Assistant to support members of our senior leadership team. We are looking for a dynamic dedicated candidate, preferably with experience of supporting VP level Executives or higher. The candidate must be comfortable with multi-tasking and prioritisation in a fast-speed environment with close attention to detail, accuracy, and timeliness.

Your job is to keep our leader organised, prioritised and productive while we grow in the region. This role requires superior attention to detail, great organisational skills, and the ability to juggle multiple high-priority requests. It also requires the ability to work with team members at all levels, sometimes under pressure. A high level of integrity and discretion in handling confidential information is important, as is a positive attitude. The ideal candidate is a seasoned EA who understands the value in cultivating relationships and prides themselves in being a career EA. 

Responsibilities

• Admin: Provide excellent administrative support to our leaders primarily with some level of admin support to 1-2 of their directs, exercising high attention to detail and discretion to every matter. Plan, coordinate and execute meeting set-up and events. Provide agendas, detailed data, information and resources to the executive in preparation for meetings. Prepare and manage expense reports.

• Calendar: Proactively own and flawlessly execute on our executives' calendar, prioritising with purpose, deflecting with tact, and understanding both the short and long-term impacts of each confirmed, declined, and rescheduled meeting. Ensure the executives are equipped with all the necessary meeting information and manage inbound and outbound requests. 

• Travel: Plan all aspects of domestic and international travel, optimising and balancing executives' time with cost of travel; monitoring flights for up to the minute changes; ensuring all documents are secured and up-to-date.

• Special Projects: Coordinate and organise APJC-wide internal events (including our regular All-Hands and Leadership meetings). Support Cloudflare TV sessions for APJC region 

• EA Team: Our EA team has a high degree of camaraderie and so the ideal candidate will enjoy partnering closely with their peers and foster teamwork.

Requirements

• You have 7+ years experience as an Executive Assistant in a high growth environment, prior experience supporting the VP levels
• Strong written and verbal communication skills in English is necessary
• Working knowledge of Google Suite, NetSuite, and major airline carrier’s platforms
• Exhibit a strong work ethic, professionalism, confidentiality and good judgment
• Incredibly organised and resourceful, able to juggle and multi-task with acute attention to detail and follow through
• Strong sense of urgency and organisation
• Ability to manage their own time with limited or no supervision
• A "no task is too small" attitude
• Ability to hit the ground running and take charge of the position will be highly advantageous
• Start-up background is a plus

Available Location: Sydney / Melbourne, Australia

About The Role

Cloudflare ANZ is investing in a focused Digital Native channel strategy, and we are hiring a Partner Account Manager to build and scale this motion.

This is not a traditional channel management role. This is a strategic, builder-focused position responsible for recruiting, developing, and scaling a small number (3–5) of high-impact cloud-native and DevOps-focused partners who serve Digital Native customers across markets including, but not limited to (SaaS, fintech, e-commerce, marketplaces, AI startups, scale-ups).

The role reports to the Director of ANZ Partner Sales and works in close partnership with Cloudflare’s Sales Director (ANZ) and the Digital Native Account Executive team. Success in this role requires tight co-sell alignment, shared pipeline accountability, and strong cross-functional collaboration.

You will operate as a business builder, creating a scalable partner ecosystem that positions Cloudflare as the connectivity and security platform of choice for high-growth cloud-native companies.

Travel will be required across ANZ to support partner recruitment, enablement, customer meetings, executive alignment, and strategic governance.

Why this role matters

Digital Native companies are among the fastest-growing and most security-conscious segments in ANZ. They demand modern, developer-friendly, scalable platforms.

This role is central to embedding Cloudflare within cloud-native architecture decisions, driving revenue in close alignment with the ANZ Sales Director and Digital Native Account Executives.

You will directly shape the ANZ Digital Native partner ecosystem and build a durable, scalable co-sell engine.

What You'll Do

Build the Digital Native Partner Ecosystem

• Identify, recruit, and onboard a limited number of strategic cloud-native consulting and security partners across ANZ who have experience and a successful track record 
• Target partners with strong AWS, Azure, or GCP practices and DevOps transformation capabilities.
• Develop joint business plans aligned to Cloudflare’s Digital Native go-to-market strategy and regional sales priorities.

Drive Revenue Through Strategic Co-Sell

• Work in lockstep with the Sales Director (ANZ) and Digital Native Account Executives to drive partner-sourced and partner-influenced revenue.
• Accelerate regional revenue through partner-led and co-sell initiatives.
• Embed Cloudflare into cloud migration, Zero Trust, API security, and DevSecOps transformation programs.
• Create repeatable partner plays aligned to Digital Native customer pain points.
• Conduct joint account planning and territory mapping with AEs and partners.

Develop Partner Capability

• Work cross-functionally with Sales Engineering and Partner Enablement to certify partner engineers and build solution capability.
• Develop robust partner practice capabilities, including certification targets, packaged offerings, and joint solution messaging.
• Position Cloudflare as a strategic platform within partner cloud and security transformation portfolios.

Executive Engagement & Governance

• Build strong executive relationships with partner leadership teams.
• Lead Quarterly Business Reviews (QBRs) with partners aligned to ANZ revenue goals.
• Provide regular updates to the Director of ANZ Partner Sales and Sales Director on pipeline, performance, and ecosystem growth.

Cross-Functional Alignment

• Collaborate closely with ANZ Sales Leadership, Digital Native AEs, Sales Engineering, Marketing, and Hyperscaler teams.
• Align partner strategy with cloud marketplace and co-sell motions where relevant.
• Ensure consistent pipeline hygiene, account ownership clarity, and deal registration governance.

Desirable skills, knowledge and experience

• 8–12+ years in partner sales, ecosystem strategy, or cloud channel leadership rolesProven experience recruiting and scaling strategic partners from scratch
• Experience in cloud-native, security, or SaaS environments
• Strong understanding of AWS, Azure, or GCP ecosystems
• Exposure to DevOps, Kubernetes, Zero Trust, or API security preferred
• Quota-carrying or revenue-responsible experience highly desirable

Your Profile

• Builder mindset — comfortable operating in ambiguity and creating structure
• Executive presence — able to engage partner CEOs, practice leads, and sales directors
• Collaborative leader — thrives in a highly matrixed, co-sell environment
• Technically fluent — able to speak credibly with CTOs and engineering leaders
• Commercially sharp — understands incentive alignment, services leverage, and partner economics
• Entrepreneurial — excited to build a focused, high-growth Digital Native channel motion

Available Location: Melbourne

About the Role

We are seeking a highly accomplished and strategic Account Executive to join our Enterprise/Field Sales team.

Based in Melbourne, you will be pivotal in driving significant growth by leading comprehensive sales cycles within a portfolio of assigned enterprise-level clients, and strategically acquiring new logos. The ideal candidate possesses a deep blend of advanced sales acumen and sophisticated technical understanding, enabling them to lead engagements at all levels, from the C-suite to technical leaders (e.g., Head of/VP of Networking or Security).

As an Account Executive, you will consistently demonstrate advanced proficiency in all sales activities, ensuring highly accurate forecasting, proactive and strategic pipeline management, and consistently exceeding attainment targets. You will be a subject matter expert, speaking fluently about Cloudflare's products, features, benefits, and use cases across diverse customer segments. This role demands the ability to deeply understand complex customer IT Architectures, match them with relevant Cloudflare Reference Architectures, and orchestrate successful, large-scale platform sales. You will be a key driver of digital transformation for our customers, understanding their broader market trends and how Cloudflare uniquely enables their strategic initiatives.

What You'll Do

• Strategic Revenue Generation: Architect and execute advanced territory and account plans to consistently exceed multi-million dollar sales targets and annual quotas, with a strong focus on new business acquisition and expansion within complex enterprise environments 
• Expert Pipeline & Forecasting: Lead proactive and strategic pipeline management efforts, demonstrating a sophisticated understanding of sales cycles and customer buying processes. Deliver highly accurate forecasts, providing clear insights and strategic guidance to sales leadership.
• Deep Customer & IT Architecture Understanding: Develop a profound understanding of customers' IT architectures, including applications and third-party technologies. Architect and align Cloudflare Reference Architectures to customer environments, driving comprehensive platform solutions.
• Multi-Engagement Leadership: Orchestrate and manage multiple complex customer engagements simultaneously across various business units within an organization. Strategically connect disparate needs to strengthen Cloudflare's platform sale, actively involving and influencing technical C-level minus one executives.
• Virtual Team Leadership: Set clear direction and lead a virtual team of in-GEO specialists, Product Managers, Deal Desk, and Legal to collaboratively manage and close complex customer opportunities. Proactively identify and navigate through situations to address colleague and customer needs, escalating as appropriate to drive urgency and efficient delivery.
• Digital Transformation Authority: Act as an authority on digital transformation, understanding key drivers (e.g., new offering development, enhanced customer capabilities) and the broader market trends influencing these decisions. Position Cloudflare as a critical enabler of these transformations.
• Compelling Value Creation: Articulate highly compelling, strategic value propositions for Cloudflare's services, directly linking them to customer business outcomes and strategic objectives. Lead with a strong focus on the "why," communicating the whole picture to both internal and external stakeholders.
• Advanced Negotiation & Closure: Expertly lead and navigate complex contract negotiations, driving win-win scenarios for all parties. Demonstrate advanced closing skills across new business and expansion opportunities.
• Trusted Advisor & Coach: Build long-term, executive-level strategic relationships, ensuring deep customer adoption, retention, and expansion. Consistently provide clear, direct, and constructive feedback to team members, coaching them to improve communication, learn from mistakes, and enhance the quality of work. Share learnings proactively to build trust across the organization.
• Organizational Impact & Leadership: Consistently focus on the long-term needs of the team and the business, understanding how decisions impact other teams and openly sharing these insights. Leverage company-wide learnings to improve department and team execution. Serve as a leader within Cloudflare, making significant contributions while elevating the work of others by bringing diverse perspectives and strategic long-term thinking.

Examples of Desirable Skills, Knowledge, and Experience

• 8+ years of advanced experience selling complex technology solutions in a B2B enterprise model, with a significant track record of consistently exceeding quota targets 
• Deep expertise and fluency in Cloud Networking, Security, and Edge Computing technologies, with an exceptional ability to articulate features, benefits, and use cases across diverse customer segments (e.g., SMBs, enterprise, vertical markets).
• Proven ability to deeply understand complex customer IT architectures and effectively map them to Cloudflare Reference Architectures for successful platform sales.
• Demonstrated success leading and influencing virtual cross-functional teams (e.g., Solution Engineers, Product Managers, Legal) to drive complex deals to closure.
• Exceptional strategic communication and presentation skills, with a focus on articulating the "why" and conveying the whole picture to executive leadership and technical decision-makers (C-level minus one).
• Advanced negotiation skills with a track record of closing large, complex, six-figure and multi-million dollar deals.
• Expert-level sales acumen: unparalleled proficiency in discovery, positioning, competitive selling, negotiation, closing, and expansion strategies within enterprise accounts.
• Authority on digital transformation trends and their impact on enterprise customers, with the ability to position Cloudflare as a key enabler of strategic business outcomes.
• Strong coaching and mentorship abilities, with a passion for helping colleagues grow and improve.
• Highly self-motivated, entrepreneurial, and resilient, thriving in a fast-paced, high-growth environment with a consistent focus on long-term goals.
• Proficiency in advanced sales and business intelligence platforms (e.g., Salesforce, Tableau, G-suite, MSFT suite, MEDDPICC framework application).
• Bachelor's degree required, with a technical background (e.g., engineering, computer science, MIS) highly preferred.
• Ability to travel as required to engage with key customers and internal teams.

Location: Sydney / Melbourne

About the Department

Account Executives, Channel Account Managers, Business Development Representatives, Solution Engineers, Customer Success, and Sales Operations - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

About this Role

Digital Native AEs at Cloudflare sell into the most innovative companies in ANZ. In targeting high-growth, technologically advanced, and venture-backed companies, AEs are positioned to drive in-depth product discussions while communicating and demonstrating value quickly to customers. This is a hunting role within the digital native segment focusing on the acquisition of prospective Digital Native accounts and often selling to founder level. The ideal candidate will have both a sales and technical background that enables them to drive customer engagement from technical professionals through to senior executive/founder levels, and across Security, Network, Development and Infrastructure teams.

Key Responsibilities

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Drive new business acquisition (new customer logos) within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare's portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realize our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

Requirements:

• 8-12 years closing experience selling B2B SaaS (technical product preferred)
• Skilled in out-bounding to key stakeholders within fast-paced organizations & mapping Cloudflare innovations to business objectives
• Working or tangential knowledge of the cloud infrastructure and/or security space
• Track record of exceeding annual targets and track record of growth within current organization
• Strong interpersonal communication (verbal and written) and organizational skills
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment
• Demonstrated analytical and quantitative abilities
• Software and system skills are a must (SFDC, Tableau, G-suite, MSFT suite)

Examples of desirable skills, knowledge and experience:

• Understanding of cloud infrastructure ecosystem and cloud security is highly preferred.
• Experience working in a start-up environment.
• Technical competence strongly preferred.

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: 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).
• Bachelor's degree required.
• Ability to travel as required to engage with key customers and internal teams.

Available Locations: Sydney, Australia

About the Role:

In this role, you will be responsible for identifying and researching prospective Cloudflare accounts in our Enterprise segment (2500 or more employees and/or strategic logos in the region), conducting outreach to the appropriate contacts within each account, sourcing meetings, and running discovery calls using sales qualification frameworks (e.g., BANT and CHIIP).

You will be paired with Strategic/Enterprise Account Executives who will work to close opportunities that you source for them. You will also work with a variety of cross functional teams including product marketing, field marketing and sales enablement.

While there are activity benchmarks that lead to successful BDRs, this is an autonomous role that gives you the opportunity to be creative and proactive with your outbounding strategies. You will not be given a list and script to repeat. Instead, you are given a quarterly goal and can work with your manager to create methods to achieve them. 

You will not be expected to have a thorough understanding of Cloudflare products at the outset, but we do expect you to have a strong interest in our industry and product line. You will be responsible for identifying product-fits across a variety of companies so having a passion for Cloudflare is important. 

About the Team:

In this role, you will contribute to Cloudflare's revenue generation engine by delivering pipeline at scale to the Sales counterparts. You will do this through a maniacal focus on people, process, and tools. The Business Development organization is anchored in a culture focused on the development & training of its employees, incubating talent across the company, teamwork, and celebrating success. With flawless execution, we believe the Business Development organization will be a competitive differentiator for Cloudflare.

This is a great opportunity to be a member of our high performing Sales team at a hyper-growth technology company. The Business Development Representative (BDR) will:

• Be the first point of contact for customers that need help finding solutions
• Develop your customer centric sales skills to deliver a stellar customer experience
• Learn Cloudflare’s products and services in detail

Similar to other roles that Cloudflare, this role has a tenure requirement of 18-24 months before you may be eligible to apply for another role within the company.

Day in the Life of BDR at Cloudflare

• Own and meet target quota related to number of qualified opportunities, value of sales pipeline, and revenue
• Develop new business opportunities from paired AEs' named accounts (typically large-scale Enterprise companies)
• Identify target accounts with strategic timing and strong use cases through qualitative and data driven approach
• Work cross-functionally with stakeholders (account executives, marketing, sales operations, fellow BDRs)
• Help lead BDR team-wide campaigns or initiatives (we’re a collaborative group)
• Write emails and letters you’d love to open; make calls you’d love to receive; ask compelling questions
• Report, track, and manage sales activities and results using SFDC and Salesloft
• Play an active role in the creation and iteration of team processes

Examples of desirable skills, knowledge and experience

• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced, dynamic environment
• Strong interpersonal communication skills
• Customer-oriented mindset with empathy and curiosity
• Aptitude to learn technical concepts/terms
• Ability to manage multiple tasks/projects simultaneously
  
• Track record of successful business development in Enterprise segment territory in tech sales environment
• 2+ year of experience in BDR or in a similar capacity in technology industry is preferred 
• Experience in Salesloft is a plus