Key responsibilities include:

• Managing, retaining, and accelerating growth of accounts through highly proactive client engagement
• Upselling publishers on Skimlinks/Connexity growth tools within your portfolio to increase revenue
• Developing strategic plans for client portfolios to drive revenue growth, deliver on KPIs, and achieve operational excellence
• Becoming a key strategic partner to top-tier publishers
• Identifying and creating new value opportunities with top-tier publishers
• Closely monitoring and evaluating campaign performance, working closely with the analytics team on campaign strategy and optimizations

The ideal candidate will have:

• 5+ years of account management and new business acquisition experience with a proven track record within a structured sales environment
• Solid understanding of the advertising, affiliate, paid search, online publishing, or media industry
• Understanding of CPC and CPA cost models and KPIs associated with publisher ecosystems
• Demonstrated success in negotiating, relationship building, and account management
• Strong analytical, quantitative, and technical aptitude with great attention to detail
• Excellent verbal, written, and communication skills
• Self-motivated, driven, flexible, and adaptable with a proven track record of exceeding goals

Benefits include:

• Health care plans (medical, dental, and vision)
• Retirement plan (401(k) matching)
• Life insurance (basic, voluntary, and AD&D), LTD, and STD
• Paid leave benefits (maternity, paternity, and medical)
• Learning and development program (educational tool)
• Free food and snacks
• Wellness resources
• Equity

XML job scraping automation by YubHub

The Emerging & Scaled team is focused on unlocking growth from new and growing advertisers across Spotify's ads business. The New Business team brings first-time advertisers onto the platform and builds the foundation for long-term partnerships. ANZ is a key market within our Australia and New Zealand E&S organization. Based in Sydney, you will partner closely with our existing ANZ Client Partners and Sales leadership to build a dedicated New Business pipeline and expand Spotify's advertiser base across Australia and New Zealand.

This role focuses on new business acquisition. You will source, qualify, and close net-new advertisers, building relationships from scratch and converting first-time buyers into long-term Spotify partners. Reporting to E&S leadership in ANZ, you will be part of a dedicated cross-market New Business team focused on net-new advertiser acquisition and revenue growth across Australia and New Zealand.

You're motivated, proactive, and energized by building new relationships. Integrity and a healthy work-life balance are non-negotiable. You'll shape how new advertisers discover Spotify and elevate their connection to our platform.

Responsibilities

• New Business Acquisition: Own a portfolio of prospective accounts across the Australian and New Zealand markets, proactively identifying, qualifying, and converting net-new advertisers into active Spotify partners through proactive outbound prospecting.

• Outreach & Prospecting: Execute multi-channel outreach motions including account research, persona mapping, personalized email sequences, and LinkedIn engagement. Create and leverage mockups (audio, video, display) to drive responsiveness and first-time advertiser adoption.

• Pipeline Management: Maintain a healthy pipeline with rigorous Salesforce hygiene, accurate forecasting, and consistent meeting cadence. Drive toward quarterly net-new revenue targets and advertiser onboarding milestones.

• Client Activation: Close deals and onboard new advertisers, ensuring strong activation on Spotify Ads Manager and biddable channels. Monitor account performance after activation.

• Collaboration & Handoffs: Partner with existing accounts that are lapsed or dormant, and build new top-of-funnel pipeline opportunities. Collaborate with existing Client Partners to ensure smooth account transitions when accounts graduate beyond New Business thresholds.

• Product Expertise: Develop deep expertise in Spotify's ad products, formats, and buying channels. Stay ahead of product innovations and monitor marketplace shifts to continuously refine your prospecting approach.

• Market Development: Build relationships with key agencies and holding companies in ANZ to unlock new brand-direct and agency-led opportunities.

Who You Are

• Hunter Mentality: You have 4+ years of experience in digital media sales minimum, ideally in a New Business or acquisition-focused role. You excel at cold outreach, account mapping, competitive research, and crafting personalized messaging that drives response.

• Organized & Self-Reliant: You independently manage a high-volume book of prospective accounts with confidence, prioritizing engagements with efficiency.

• Articulate: You are an effective communicator, clearly articulating Spotify's value proposition and understanding client business needs.

• Intrinsically Motivated: You are driven by your own goals and always aim to beat your personal best. You thrive on building something new.

• Commercially Driven: You thrive on exceeding targets and making a tangible impact. Experience in ad tech, programmatic, or audio advertising is a plus.

• Team-Oriented: You believe in collaborative success, eager to learn from your peers and share your expertise.

Where You'll Be

• This role is based in Sydney. We offer you the flexibility to work where you work best! There will be some in-person meetings, but still allows for flexibility to work from home. We ask that you come in 3 times per week and are open to periodic travel across Australia and New Zealand for client meetings, events, and team collaboration.

Additional Information

Spotify is an equal opportunity employer. You are welcome at Spotify for who you are, no matter where you come from, what you look like, or what's playing in your headphones. Our platform is for everyone, and so is our workplace. The more voices we have represented and amplified in our business, the more we will all thrive, contribute, and be forward-thinking!

XML job scraping automation by YubHub

We protect and accelerate 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.

About this Role The Senior Commercial Account Executive position effectively delivers the full sales cycle from prospecting to negotiating and closing sales with new & existing customers in line with business plans. Identify and progress cross-sell opportunities to maximise revenue goals. Selling new products and generating additional sales revenue through effective sales outreach activity.

Main Responsibilities:

• Develop and execute a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Drive new business acquisition (new customer logos), customer expansion (upsell and cross-sell Cloudflare solutions), and renewal within your territory.
• Build a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understand customer use-cases and how they pair with Cloudflare’s portfolio solutions in order to identify new sales opportunities.
• Craft and communicate compelling value propositions for Cloudflare services. Drive awareness through regular outbound campaigns on product and feature roadmap updates.
• Effectively scale the territory with partners - Accurately forecast commercial outcomes by running a consistent sales process, including driving next step expectations and contract negotiations.
• As a trusted advisor, build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.
• Network across different business units with each of your accounts, and multi-thread to identify and engage new divisional buyers.
• Position Cloudflare's platform in each of your target customers, including Cloudflare One and the Connectivity Cloud to realise our full potential in every customer.
• Operate internally as a liaison with cross-functional teams to share key customer feedback and insights to improve customer experience and further investments with Cloudflare.

Direct B2B sales experience, adept at new business acquisition and account management. Experience selling a technical, cloud-based product or service - Working knowledge of the cloud infrastructure and security space - Solid understanding of computer networking and Internet functioning. Keenness for learning technical concepts/terms. Technical background in engineering, computer science, or MIS is advantageous.

Knowledge/Experience:

• Fluency in Hebrew - 6+ years of B2B selling experience and selling Enterprise Software or SaaS (network security preferred) or Hardware solutions and services to Mid-Enterprise/ Enterprise customers - Relevant direct experience, track record, and relationships within enterprise and mid-market accounts in the territory - New Business & Expansion - Experience managing longer, complex sales cycles - Fast paced environment - Enterprise IT/Cyber Security background - Aptitude for learning technical concepts/terms (Technical background in engineering, computer science, or MIS a plus)

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 organisations 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!

XML job scraping automation by YubHub

This role targets companies with up to 2,500 employees or $1 billion in revenue. You will work a set of target accounts in Cloudflare's Developer Platform and or the Commercial sub-segments.

Key responsibilities include:

• Developing and executing a comprehensive account/territory plan to achieve quarterly sales and annual revenue targets in a defined territory and/or account list.
• Driving new business acquisition (new customer logos), customer expansion (upsell and cross sell Cloudflare solutions), and renewal within your territory.
• Building a robust sales pipeline through continual engagement and nurturing of key prospect accounts.
• Understanding customer use-cases and how they pair with Cloudflare's portfolio solutions in order to identify new sales opportunities.
• Crafting and communicating compelling value propositions for Cloudflare Developer Platform services (eg. performance, scalability, cost efficiency and developer productivity).
• Driving awareness through regular outbound campaigns on product and feature roadmap updates.
• Effectively scaling the territory with partners.

As a trusted advisor, you will build long-term strategic relationships with key accounts, to ensure customer adoption, retention and expansion. Regularly evaluate usage trends and articulate value to show Cloudflare impact and provide strategic recommendations during business reviews.

Key requirements include:

• Direct B2B sales experience, adept at new business acquisition and account management.
• Experience selling a technical, cloud-based product or service.
• Working knowledge of the cloud infrastructure, application development and security space.
• Solid understanding of computer networking and Internet functioning.
• Keenness for learning technical concepts/terms.
• Technical background in engineering, computer science, or MIS is advantageous.
• Strong interpersonal communication skills (both verbal and written) and organizational skills.
• Self-motivated with an entrepreneurial spirit.
• Comfortable working in a fast-paced dynamic environment.
• Willingness to travel frequently to visit customers and prospects.

We're an equal opportunity employer and welcome applications from diverse candidates.

XML job scraping automation by YubHub

You will spearhead aggressive new logo acquisition and accelerate time-to-value to cement long-term retention by combining high-impact coaching with new technologies. In addition to prospecting, pitching, and winning these new clients, your team will partner with them during the critical early stages of their relationship with Reddit to prove ROI and scale their investment.

As these new relationships solidify into more established partners, clients will transition to our existing spend teams, freeing your team to focus on the next wave of acquisitions. You will lead your team to build the scalable playbooks that turn curious customers into loyal brand advocates, proving that Reddit is the most influential space for Services brands to engage with the internet's most curious and leaned-in customers.

This role requires working from our Los Angeles office 1-2 days per week. Key responsibilities include recruiting, training, and leading a team of top-of-industry Acquisition Client Partners & Account Managers, building and strategically expanding your team's business to drive revenue, and advising sales and product management regarding market opportunities, sales positioning, use of resources, and strategic planning.

XML job scraping automation by YubHub