Business Development Manager

Available Location:

• New York NY

• Austin TX

About the Role

The BDR program has two goals-generate qualified pipeline opportunities and develop business development representatives careers. We care deeply about both goals.

We have worked purposefully over the last 2 years to increase the percentage of our new business revenue that comes from the Outbound BDR team by partnering closely with our internal customers Account Executives to generate high quality pipeline opportunities. During that time we have also helped many BDRs grow into Account Executive and Customer Experience roles. As we scale BDRs are also starting to find homes in other roles across the Customer Engineering Sales Operations Marketing and Partner accomplishing these two goals we strive to be a team that always puts our Cloudflare hat on and focuses on the best interests of the company.

Were looking for a collaborative high-energy leader to manage and mentor a team of Business Development Representatives (BDRs). In this role you will be responsible for driving high-quality outbound pipeline while serving as a dedicated coach who helps build the next generation of sales and cross-functional talent. You will partner closely with Account Executives Sales Leaders MarketingOperations and other cross-functional teams to refine our outbound strategy scale productivity and preserve our team-first collaborative culture.

Responsibilities

• Drive Pipeline Growth: Lead team execution to consistently hit and exceed outbound pipeline targets through rigorous prospecting methodologies and high-quality lead qualification standards.

• Partner Cross-Functionally: Maintain tight alignment with Sales Marketing and Operations leaders to align on strategy optimize lead qualification and maximize pipeline growth and conversion to revenue.

• Innovate with AI: Drive daily execution and adoption of AI tools; actively build test and refine automated workflows that eliminate administrative friction and maximize rep efficiency to scale pipeline output.

• Analyze Performance: Utilize key performance metrics (activity trends conversion rates pipeline velocity) to identify operational inefficiencies address skill gaps and optimize outreach strategy.

• Develop & Mentor Talent: Actively support BDR career development coaching reps on core sales skills and preparing them for internal promotion paths into Account Executive Customer Success Sales Engineering Marketing and Operations roles.

• Recruit & Scale: Partner with Talent Acquisition to recruit hire and onboard top-tier diverse BDR talent.

• Champion a company-first mentality ensuring team goals directly align with broader business objectives and long-term organizational success.

Minimum Qualifications

• 13 years of experience directly managing a team of BDRs/SDRs OR proven experience as a high-performing Sales Rep with a strong track record of formally mentoring peers.

• History of consistently exceeding outbound quota targets and driving measurable pipeline growth in a fast-paced B2B environment.

• Experience with funnel management across multiple channels (inbound upsell outbound partners marketing)

• Proficiency with BDR tool stack including Salesforce and generative AI.

• Curiosity and capacity to quickly learn articulate and coach reps on complex technical concepts/terms.

• Excellent interpersonal skills with the ability to balance direct constructive feedback with empathy and motivation.

• Establish credibility and influence across diverse audiences including direct reports customers candidates and executive leadership.

• Self-motivated entrepreneurial spirit with the ability to prioritize and execute in a rapidly evolving dynamic tech environment.

Compensation

Compensation may be adjusted depending on work location. This role is eligible to earn incentive compensation under Cloudflares Sales Compensation Plan. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan.

For New York based hires: Estimated annual salary of $144000 - $198000

Equity

This role is eligible to participate in Cloudflares equity plan.

Benefits

Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses support caregiving build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States and benefits may vary for employees based outside the U.S.

Health & Welfare Benefits

• Medical/Rx Insurance

• Dental Insurance

• Vision Insurance

• Flexible Spending Accounts

• Commuter Spending Accounts

• Fertility & Family Forming Benefits

• On-demand mental health support and Employee Assistance Program

• Global Travel Medical Insurance

Financial Benefits

• Short and Long Term Disability Insurance

• Life & Accident Insurance

• 401(k) Retirement Savings Plan

• Employee Stock Participation Plan

Time Off

• Flexible paid time off covering vacation and sick leave

• Leave programs including parental pregnancy health medical and bereavement leave

What Makes Cloudflare Special

Were not just a highly ambitious large-scale technology company. Were 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 weve equipped more than 2400 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 Cloudflares 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 weve 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. Heres the deal - we dont 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 youd like to be a part of Wed 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 persons 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 or via mail at 101 Townsend St. San Francisco CA 94107.