Senior Named Account Executive, Melbourne

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.

What you’ll do

• Aggressive New Logo Hunting
• Identify, create, and close new enterprise opportunities across Telstra, utilities, and other priority accounts. Open doors, develop whitespace, and build conviction in organisations where access and momentum must be earned.
• Executive Engagement - External
• Lead high-stakes conversations with C-level executives, CIOs, CISOs, and senior technology leaders. Build trust, shape urgency, and create the business case for change around security, networking, and infrastructure transformation.
• Executive Engagement - Internal
• Mobilise and align Cloudflare stakeholders across Customer Engineering, Product, Partner teams, Deal Desk, Legal, and Revenue Operations to support deal strategy, remove blockers, and move opportunities forward with pace and discipline.
• Long-Cycle Enterprise Execution
• Own complex sales cycles from first engagement through close. Manage multiple workstreams, procurement and security reviews, technical validation, commercial negotiation, and executive sponsorship over extended timeframes.
• Multi-Stakeholder Management
• Build and maintain influence across diverse buying committees, including business, technical, commercial, and procurement stakeholders. Keep the deal moving by understanding each party’s priorities and decision criteria.
• Pipeline Discipline and Forecast Integrity
• Build a strong, qualified enterprise pipeline and maintain forecast accuracy. Understand deal risk, stage integrity, and the concrete next steps required to convert opportunity into revenue.
• Commercial and Technical Credibility
• Develop a deep understanding of enterprise operating environments, especially in telecommunications and utilities, and translate Cloudflare’s capabilities into clear business outcomes, risk reduction, and operational simplification.
• Strategic Value Creation
• Position Cloudflare as a platform partner that enables transformation, not just a vendor that sells point products. Connect technical capability to strategic business outcomes and measurable commercial impact.
• Trusted Relationships
• Earn credibility with senior stakeholders by bringing insight, pace, and accountability. Build durable executive relationships that support both near-term wins and long-term expansion.
• Organisational Impact
• Share learnings, contribute to deal strategy, and raise the bar for enterprise execution across the wider team.

What they’re looking for

Select a requirement to inspect fit, evidence or application context.

• Bachelor’s degree or equivalent work experience.
• Proven success selling into large telecommunications organisations and/or large utilities
• Strong track record of winning new enterprise logos and closing complex, multi-stakeholder deals.
• Demonstrated success carrying and exceeding multi-million dollar quota targets.
• Experience selling infrastructure, networking, security, or platform technology into enterprise accounts.
• Strong executive discovery, business-case creation, competitive selling, negotiation, and closing skills.
• Deep understanding of enterprise networking, cloud security, and infrastructure transformation.
• Excellent communication, presence, and credibility with senior customer stakeholders.
• Comfortable operating in long sales cycles with multiple decision-makers and high technical complexity.
• Proficiency with Salesforce, Tableau, and Google Workspace.
• High judgment, curiosity, resilience, and personal accountability.
• Comfortable using AI tools to improve account planning, research, and deal execution.
• Ability to travel as required to engage customers on site and deepen strategic relationships.
• Strong communication skills.