Business Development Manager, Cloudflare
$144-198k
This role is eligible to participate in Cloudflare’s equity plan
Web performance and security platform
Be an early applicant
Web performance and security platform
1001+ employees
Be an early applicant
$144-198k
This role is eligible to participate in Cloudflare’s equity plan
1001+ employees
Company mission
To help build a better Internet that is bold and ambitious.
Role
Who you are
- 1–3+ 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
What the job involves
- 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 teams
- While 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
- We’re 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, Marketing,Operations, and other cross-functional teams to refine our outbound strategy, scale productivity, and preserve our team-first, collaborative culture
- 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
Our take
Cloudflare is a multi-service global network that provides web security and infrastructure, DDoS mitigation services, and a content delivery network. Founded in 2009, Cloudflare has risen to become an industry giant, with over 25 million global internet properties on its network.
Cloudflare has been responsible for a number of admirable initiatives, offering free web protection to human rights groups, journalists, artists, and US election websites. This goes some way to counteracting the flak Cloudflare has received in some circles for the controversial groups and users who use its services. This chequered history, however, has not affected its over 80% market share in the content delivery network field.
This is perhaps in part because it has proven sharp at staying abreast of the rapidly morphing tech and digital space and customer demands. For example, Cloudflare is shifting to 100% renewable energy usage to create a zero-emissions internet, and in 2020 released a feature that would help users navigate data privacy regulations by selecting where their data is stored.
And impressive third-quarter 2025 results show strong momentum, with revenue rising to $562 million from $430 million a year earlier. The company also raised its full-year guidance, underscoring confidence in continued growth. As demand for secure, cloud-based infrastructure keeps growing, Cloudflare's expanding platform and improving efficiency leave it well positioned to capture further gains in a rapidly growing market.
Steph
Company Specialist at Welcome to the Jungle
Insights
16% employee growth in 12 months
Company
Company benefits
- Competitive pay: We offer a competitive total rewards package, where every employee is an owner of our stock.
- Take-what-you-need vacation: We encourage employees to find a comfortable work-life balance by taking as many days off as they need while still being able to perform their jobs satisfactorily. (We really mean it!)
- Paid maternity & paternity leave: Our global parental leave policy allows up to sixteen paid weeks of bonding leave time for all qualifying new parents.
- Employee benefits: We offer a comprehensive benefits package including healthcare, life insurance, short- and long-term disability, pension plans in accordance with the market practice in our locations.
- Commuter program: We are flexible about where we work and value connecting at the office. Our commuter benefits program is in place to support team members' commute to work via public transportation without the extra cost burden.
- Wellbeing: Global offerings that provide mental health, childcare and family forming support to our employees across our offices.
Company HQ
China Basin, San Francisco, CA
Leadership
Lee Holloway
(Co-Founder & Lead Engineer)Lee began their career as an Engineer at Homewarehouse for a year before working at Unspam Technologies for 4 years. They co-created Project Honey Pot in 2004 and Cloudflare in March 2009, serving as Lead Engineer of both to present.
Michelle Zatlyn
(Co-Founder, President & Co-Chair)Having worked for Investor Economics and I Love Rewards for a combined 4 years, Michelle worked at Toshiba for 3 years as a Product Manager. She then co-founded Cloudflare in 2009 as COO, and has served as President since 2020. She is also a Board Member at Atlassian.
Matthew Prince
(Co-Founder & CEO)Matthew studied for an MBA at Harvard Business School before co-founding Unspam Technologies in December 2001, and Cloudflare in 2009, where he has served as CEO ever since.
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