Territory Account Executive, Digital Native (Hong Kong)

About the company

Cloudflare’s goal is to help create a stronger internet. Its platform operates across one of the world’s largest networks, serving millions of websites and online properties for everyone from solo publishers and small businesses to large global enterprises. The service improves performance and helps reduce spam and attacks by routing traffic through an intelligent global network that becomes more effective with each request. Cloudflare has also been recognized by Entrepreneur Magazine and Fast Company for its culture and innovation.

The company values people who notice long-accepted problems in the internet landscape and enjoy solving them with modern tools, including AI. Its culture emphasizes experimentation, shared learning, and using AI to move faster while still relying on human judgment, curiosity, and initiative.

Department overview

Cloudflare’s APAC sales team works as one connected revenue system. Account Executives collaborate with Customer Engineers, Partner Account Managers, Business Development Representatives, Customer Experience Managers, Professional Services, and Revenue Operations across the full customer journey, from winning and deploying to adoption, expansion, and scaling. The operating model is supported by AI, but the company stresses that the work itself remains human-led and relationship-driven.

Role overview

This position focuses on accelerating growth by acquiring and expanding an assigned customer portfolio within the territory. The role suits someone who combines strong sales capability with technical awareness and can speak credibly to both technical and non-technical stakeholders. The Account Executive is expected to improve revenue speed through disciplined forecasting, active pipeline management, and consistent achievement of target results.

Cloudflare is looking for someone who applies AI practically every day, prioritizes customer outcomes over rigid job boundaries, and brings sound judgment, curiosity, and ownership to the role.

Key responsibilities

• Build and run a full territory plan that supports steady achievement of sales and revenue goals.
• Develop durable strategic relationships with major accounts and partners, and lead executive-level discussions that frame transformation opportunities.
• Use leading partners as an extension of the sales motion for co-selling, especially where they contribute customer access, delivery capability, or procurement influence.
• Run regular forecasting and pipeline reviews with top partners.
• Understand customer network setups, identify the problems Cloudflare can solve, and clearly position the platform to help customers secure and scale AI-enabled workloads.
• Lead contract discussions and shape platform-level commercial deals, including multi-year, multi-product, outcome-based commitments.
• Remain involved after the sale through onboarding, adoption, and the first renewal, while coordinating deployment plans with Customer Engineers and Professional Services around measurable milestones.
• Grow and maintain a healthy pipeline using internal tools, AI-assisted research, and leads from BDR, channel, and marketing teams.
• Keep forecasting, CRM quality, and pipeline discipline at a high standard.

Required experience and capabilities

• Minimum 5 years of experience selling technology solutions in fast-growing digital-native companies.
• A proven history of repeatedly hitting and surpassing multi-million-dollar quota targets.
• Strong capability in discovery, solution positioning, competitive selling, negotiation, closing, and land-and-expand selling.
• Good understanding of computer networking, cloud security, and how enterprise infrastructure changes to support automated data workflows.
• Excellent interpersonal communication and value-selling ability.
• Comfort using modern sales tools, customer data platforms, and core business systems such as Salesforce, Tableau, and G Suite.
• Strong critical thinking, good judgment in uncertain situations, honest risk identification, customer empathy, and an ability to build trust-based relationships over time.
• Willingness to use AI tools actively and test new approaches.
• Ability to travel as needed.
• Strong cultural fluency for the assigned markets.
• Cantonese or Mandarin proficiency is required for work with Hong Kong customers.

Additional information

Applicants who reach the offer stage may be asked to complete an in-person interview at a Cloudflare office or hub. Additional details would be shared later in the process.

This role may involve access to information covered by U.S. export control rules. Any offer could depend on authorization to receive software or technology controlled under these laws without needing an export license sponsorship.

Equal opportunity and accommodations

Cloudflare is an equal opportunity employer and makes employment decisions without regard to protected characteristics such as race, color, religion, sex, gender identity or expression, sexual orientation, national origin, ancestry, citizenship, age, disability, medical condition, family care status, or other legally protected status. The company is also an AA/Veterans/Disabled employer.

Reasonable accommodations are available for qualified individuals with disabilities during the application process. Examples include alternate document formats, changes to the application process, a sign language interpreter, or specialized equipment. Requests can be made by email or mail to the contact details provided by the employer.

Company mission highlights

Cloudflare also supports initiatives such as Project Galileo, which protects journalism and civil society groups; the Athenian Project, which helps secure state and local election websites; and 1.1.1.1, a public DNS resolver designed for speed, security, and privacy without storing client IP addresses or selling user data.