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

WinsAbove; Canberra; On-site; AUD 150,000 - 210,000; Full time

Job summary

Cloudflare is seeking a Senior Enterprise Account Executive to lead strategic engagement within the Canberra territory, driving adoption of the platform across Australian Public Service agencies. You will manage relationships with federal government stakeholders and coordinate with partners to deliver large-scale outcomes.

The role emphasizes trust, critical thinking, and AI-enabled sales approaches to protect and transform government IT infrastructure while aligning with Cloudflare’s values of

Qualifications

• Proven track record of meeting and exceeding complex B2B enterprise software or SaaS sales quotas.
• Deep specialization in the Australian Public Sector, including 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.
• Demonstrated alignment with Cloudflare’s core values: Principled, Curious, and Transparent.
• Bachelor's degree or equivalent work experience.

Responsibilities

• Strategic Relationship Management: Build and nurture deep, long-term relationships across all layers of your allocated Government segment.
• 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 strategic partners to scale Cloudflare’s reach within the Commonwealth.
• Business Development: Identify and create new business opportunities within a competitive market for large-scale, transformational outcomes.
• Account Strategy & Operations: Formulate and execute multi-year account plans with forecasting and pipeline hygiene.
• Cross-Functional Collaboration: Partner with Customer Engineers and Professional Services for seamless onboarding, deployment, and adoption.
• Knowledge Leadership: Share market intelligence and federal insights across the ANZ team and mentor peers.

Skills

Enterprise software sales

Public sector sales

Strategic relationships

Business acumen

Partner management

AI-driven platforms

Communication & negotiation

Education

Bachelor's degree or equivalent

Job description

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
• Demonstrated alignment with Cloudflare’s core values: Principled, Curious, and Transparent
• Bachelor's degree or equivalent work experience.

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re 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, we've equipped more than 2,400 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 Cloudflare’s 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, we've 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. Here’s the deal - we don’t 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 you’d like to be a part of? We’d love to hear from you!

Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process.

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 person's, 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 [e-mail] or via mail at 101 Townsend St. San Francisco, CA 94107.