Available Location: Canberra

About the Department

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.

About This Role

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 Account Manager for the Australian Federal Government, you will lead Cloudflare’s strategic engagement within the Canberra territory. You will be responsible for driving the adoption of the Cloudflare platform across Australia’s National Intelligence Community - including ASD, the Department of Defence, and Home Affairs - while influencing policy to position Cloudflare as a strategic pillar for national cybersecurity and government digital transformation.

You are the kind of operator who uses AI as a force multiplier every day, cares more about customer outcomes than job boundaries, and demonstrates curiosity, judgment, and high agency.

Role 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: Develop and execute comprehensive account plans while maintaining rigorous business discipline regarding forecasting, pipeline development, and account planning.
• Cross-Functional Collaboration: Stay engaged through onboarding, adoption, and the first renewal. Partner with Customer Engineers, Professional Services on a deployment plan with milestones tied to measurable outcomes.
• Knowledge Leadership: 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.

Required Experience

• Bachelor's degree or equivalent work experience.
• Based in Canberra, you have an established, respected presence within the local federal government ecosystem with extensive engagement in the National Intelligence Community.
• Experience selling technology solutions in high-growth technology firms
• You possess 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.
• You are motivated by our mission to help build a better internet. In the context of the Federal Government, you act with the highest integrity, understanding that your work directly impacts the security and sovereignty of Australia’s digital infrastructure.
• You have a 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.
• You have a passion for learning and can translate complex technical principles (Application, Network, SASE, and AI) into simple, value-driven outcomes for government leaders and partners alike.
• You have a track record of meeting and exceeding multi-million-dollar quotas. You 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.