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

Cloudflare • East Portal Distributed Camping Area, CO

11d • Onsite

About The Position

Cloudflare's Public Sector team helps government agencies solve complex technical challenges while protecting essential services and infrastructure. As a Senior Account Manager for the Australian Federal Government, you will lead Cloudflare’s strategic engagement within the Canberra territory. Your responsibilities will include driving the adoption of the Cloudflare platform across Australia’s National Intelligence Community (including ASD, the Department of Defence, and Home Affairs) and influencing policy to position Cloudflare as a strategic pillar for national cybersecurity and government digital transformation. This role requires an operator who uses AI as a force multiplier, prioritizes customer outcomes over job boundaries, and demonstrates curiosity, judgment, and high agency.

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 and acting with the highest integrity in the context of the Federal Government, understanding the impact on Australia’s digital infrastructure security and sovereignty.
• Proven ability to identify, recruit, and enable a select group of strategic partners, treating them as a force multiplier to scale 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.
• Track record of meeting and exceeding multi-million-dollar quotas, winning through individual effort and by leading a unified front across internal teams and external partner advocates.
• Critical thinking, judgment under uncertainty, honest risk assessment, empathy for customers, relationship building on trust, and visible curiosity in preparation, selling, and learning.
• 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: Providing state and local governments with 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 to everyone.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree