Territory Account Executive, Digital Native

About the role

You own the end-to-end sales cycle for a defined territory in the APAC region, acting as the primary revenue driver for assigned accounts. You leverage AI as a core tool to research, qualify, and accelerate deals while maintaining rigorous discipline in pipeline management. You are responsible for building and maintaining strategic relationships with executive-level stakeholders to uncover business problems and position Cloudflare as a foundational platform. You translate complex technical capabilities into clear business outcomes that justify platform-scale commitments. You work in concert with partners and internal teams to co-sell where appropriate and maximize expansion revenue. You consistently analyze performance data to refine your approach and ensure predictable, sustainable growth. You act with curiosity and high agency to solve normalized problems that the broader market has accepted as inevitable.

Key facts

What you'll do

Develop and execute a comprehensive territory plan that outlines targets, key accounts, and strategies to achieve and exceed sales and revenue objectives.

Cultivate long-term strategic relationships with key accounts and partners, leading executive-level transformation narratives that earn the right to be in the architecture conversation.

Leverage top partners as an extension of the sales team to co-sell where they bring customer relationships, services capability, or procurement leverage, and drive regular forecast and pipeline cadences with them.

Understand customer network architectures and the problems that Cloudflare can solve, and effectively translate Cloudflare's solutions to drive successful platform sales, ensuring clients can secure and scale their own AI-driven workloads.

Manage contract negotiations and structure platform-level commercial commitments, such as multi-year, multi-product, and outcome-anchored agreements, rather than point-product deals.

Stay engaged through onboarding, adoption, and the first renewal, partnering with Customer Engineers and Professional Services on a deployment plan with milestones tied to measurable outcomes.

Proactively build and manage a robust sales pipeline by leveraging internal tools, AI-assisted research, and pipeline sources including BDR, Channel, and Marketing efforts.

Maintain high standards in pipeline discipline, CRM hygiene, and forecasting accuracy to ensure reliable revenue predictions and operational excellence.

Utilize foundational sales data layers to accurately forecast, manage pipeline health, and consistently exceed attainment targets across the territory.

Demonstrate curiosity, judgment, and high agency by identifying normalized problems and using AI-native curiosity to create solutions with the latest tools and methodologies.

Drive platform adoption by ensuring clients understand how to secure and scale AI-driven workloads using Cloudflare's global network and intelligent routing.

Collaborate with internal stakeholders to design deployment plans and adoption milestones that are tied to clear, measurable business outcomes for each key account.

Continuously analyze performance metrics and market signals to refine territory strategies, optimize engagement approaches, and improve overall results over time.

Embody the Cloudflare culture of building, iterating, and sharing improvements across the team to lift everyone up and accelerate collective success.

Requirements

At least 5 years of experience selling technology solutions in high-growth, enterprise-scale environments, with a proven track record of managing complex, multi-stakeholder deals.

Demonstrated ability to sell platform solutions and manage multi-year, multi-product commercial engagements, including outcome-anchored agreements.

Experience working with AI-native tools and integrating them into the sales process to enhance productivity, research, and forecasting accuracy.

Strong understanding of network architectures, security concepts, and how these translate into business value for digital-native enterprises.

Proven ability to build and maintain executive-level relationships and to influence C-suite and technical leaders simultaneously.

Exceptional pipeline management skills, including the use of CRM tools, forecasting methodologies, and data-driven decision-making.

Comfortable operating in a fast-paced, ambiguous environment where priorities shift quickly and problem-solving requires rapid iteration.

Willingness to travel within the assigned territory as required to meet customers, partners, and internal stakeholders, and to participate in industry events when appropriate.

Adherence to company policies and compliance guidelines in all sales activities, ensuring that all engagements maintain the highest standards of integrity and professionalism.

Commitment to a hybrid work model, balancing remote collaboration with in-person teamwork to drive alignment and trust within the Cloudflare community.

Nice to have

Experience working with channel partners and co-selling arrangements in a SaaS or cloud-native environment.

Background in AI, security, or network infrastructure selling within an enterprise context.

Familiarity with deploying platform-level solutions that require coordination across technical and business stakeholders.

Track record of mentoring junior sales team members and contributing to sales playbooks and methodologies.

Practical notes

This role is based in Singapore and operates under a hybrid work model that combines remote and in-office collaboration.

Travel within the assigned APAC territory is required as needed for customer meetings, partner reviews, and company events.

The compensation package includes a base salary plus uncapped commission, with additional variable components tied to performance and team goals.

Success in this role depends on the consistent use of CRM tools, accurate forecasting, and disciplined pipeline management.

Candidates must be comfortable using AI tools as part of their daily workflow to research, analyze, and accelerate opportunities.

This position reports to the regional sales leadership team and works closely with Customer Engineers, Revenue Operations, and Partner teams.