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 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. 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 [email protected] or via mail at 101 Townsend St. San Francisco, CA 94107.