Senior Named Account Executive (Public Sector - Federal), Canberra

Cloudflare • San Francisco, CA

9d • Onsite

About The Position

Cloudflare's Public Sector team assists government agencies in resolving complex technical challenges while safeguarding essential services and infrastructure for Australian citizens. As a Senior Account Manager for the Australian Federal Government, you will spearhead Cloudflare's strategic engagement in the Canberra territory. Your responsibilities will include driving the adoption of the Cloudflare platform within Australia's National Intelligence Community (including ASD, the Department of Defence, and Home Affairs) and influencing policy to establish Cloudflare as a key component of national cybersecurity and government digital transformation. The ideal candidate utilizes AI as a force multiplier, prioritizes customer outcomes over defined job boundaries, and demonstrates curiosity, sound judgment, and high initiative.

Requirements

• Bachelor's degree or equivalent work experience.
• Based in Canberra, with an established, respected presence within the local federal government ecosystem and extensive engagement in the National Intelligence Community.
• Experience selling technology solutions in high-growth technology firms.
• Extensive experience in direct B2B sales, with a deep specialization in the Australian Public Sector and a nuanced understanding of government procurement, panel arrangements, and contracting flows.
• Motivated by Cloudflare's mission to help build a better internet.
• Act with the highest integrity in the context of the Federal Government, understanding that your work directly impacts the security and sovereignty of Australia’s digital infrastructure.
• Proven ability to identify, recruit, and enable a select group of strategic partners—from Global SIs / MSIs to specialized boutique firms—treating them as a force multiplier to scale your impact.
• Passion for learning and ability to translate complex technical principles (Application, Network, SASE, and AI) into simple, value-driven outcomes for government leaders and partners alike.
• Track record of meeting and exceeding multi-million-dollar quotas.
• Ability to win not just through individual effort, but by leading a unified front across internal teams and external partner advocates.
• Thinks critically rather than reacting, exercises judgment under uncertainty, names risks honestly, shows genuine empathy for customers as people, can point to relationships built over time on trust, and demonstrates visible curiosity in how they prepare, sell, and learn.
• Willingness to actively engage with AI tools and experiment.
• Ability to travel as required.

Responsibilities

• Build and nurture deep, long-term relationships across all layers of your allocated Government segment, leveraging your existing network to navigate complex agency structures.
• 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.
• Identify, develop, and own relationships with a select group of strategic partners to create a "force multiplier" effect that scales Cloudflare’s reach and influence across the Commonwealth.
• Actively identify and create new business opportunities within a competitive market to drive large-scale, transformational outcomes for the Commonwealth.
• Develop and execute comprehensive account plans while maintaining rigorous business discipline regarding forecasting, pipeline development, and account planning.
• Stay engaged through onboarding, adoption, and the first renewal, partnering with Customer Engineers and Professional Services on deployment plans with milestones tied to measurable outcomes.
• Act as a source of expertise for the wider ANZ team, sharing market insights and mentoring peers to elevate the collective team's performance.
• Proactively build and manage a robust sales pipeline by leveraging internal tools, AI-assisted research and pipeline sources (BDR, Channel, Marketing).
• Maintain high standards in pipeline discipline, CRM hygiene and forecasting accuracy.

Benefits

• Project Galileo: Equipping journalism and civil society organizations with tools to defend against attacks.
• Athenian Project: Ensuring state and local governments have high-level protection and reliability for free access to election information and voter registration.
• 1.1.1.1: A faster, more secure, and privacy-centric public DNS resolver available for everyone.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior