Customer Development– Federal Government, Australia

Posted 16 January 2024
Job type Permanent

Company's Benefits

  • Leadership Development Program

    Leadership Development Program

  • Mentorship Program

    Mentorship Program

  • Paid Parental Leave

    Paid Parental Leave

  • Return to Work Policy

    Return to Work Policy

  • Childcare Facilities

    Childcare Facilities

  • Flexible Working Arrangements

    Flexible Working Arrangements

  • Breastfeeding Rooms

    Breastfeeding Rooms

  • Sponsorship Program

    Sponsorship Program

  • Coaching Program

    Coaching Program

  • Internal Women's Networking Group

    Internal Women's Networking Group

Job Description

About Us

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! 

About the Department

Business Development Representatives, Account Executives, Solution Engineers, and Customer Success - all working together help our customers adopt Cloudflare and create great Internet-enabled experiences. The sales team at Cloudflare helps customers solve real, technical problems while creating the revenue streams that help the company provide free service to millions in our community.

What You’ll Do

We are currently recruiting for a highly experienced Customer Development (Sales) leader to drive Cloudflare’s ANZ Federal Government business.  The successful candidate will have the responsibility for leading the engagement with key Australian Federal Government agencies.  The role as minimum would require you to:

  • Build relationships within all layers of your allocated Government segment leveraging your existing contacts and government experience.

  • Deep understanding of Government IT, Cloud SaaS and Zero Trust adoption and contracting flow.

  • Demonstrate your experience in actively creating new business opportunities and operating within a competitive market to drive large/complex transformational outcomes.

  • Creating and driving comprehensive account strategies and maintaining business operations discipline with respect to forecast, pipeline development and account planning.

  • Display leadership through sharing of knowledge/skills and act as a source of expertise for others.

  • Partnering effectively with internal and external parties to address Australian Federal Government agency specific use cases.

Who You’ll Work With

You will be part of the ANZ Cloudflare Enterprise & Public Sector Segment supported by in-country Solutions Engineers and an overlay team of sales and technical specialists.

Who You Are

  • 10-20+ years of direct B2B selling experience, 5-10+ years selling to Public Sector accounts

  • Canberra, ACT  based

  • Must have experience handling multi-million-dollar quotas and operating in a team environment.

  • Ability to lead business development resources (BDRs) to meet agreed targets, develops sales plans for specific accounts in line with company strategy.

  • Strong selling skills in large Australian Government agencies

  • Must be a self-starter and strong closer, with multi-tasking ability.

  • Understanding of large business organizations and their buying cycles is mandatory. 

  • Demonstrated experience with solution selling.

  • Engage at Senior / CXO Level.


  • The ability to build natural momentum within incumbent accounts while succeeding in displacing competitors in historically non Cloudflare customers.

  • Growing an established Cloudflare install base.

  • Strong relationship management skills

  • Excellent communication/presentation/negotiation skills

  • Working knowledge of Application, Network and Zero Trust services with a foundational understanding of computer networking and “how the internet works”

  • Superior oral presentation skills

  • Ability to work under pressure in a results-focused environment.

  • Able to relate technical principles in simple terms.  Aptitude for learning technical concepts/terms

  • Requires practical experience using influence management to achieve goals.

  • Must exhibit the ability to think strategically and demonstrate initiative to deliver to Australian Government agency outcomes.