About the Team
Our organization's mission is simple. It is to:
Contribute to Cloudflare's revenue generation engine by delivering pipeline at scale to our Sales counterparts. We will do this through a maniacal focus on people, process, and tools. The Business Development organization will be anchored in a culture focused on the development & training of its employees, incubating talent across the company, teamwork, and celebrating success. When executed well, we believe the Business Development organization will be a competitive differentiator for Cloudflare.
While accomplishing this mission, we strive to be a team that always "puts our Cloudflare hat on" and focuses on the best interests of the company.
What you'll do
We're looking for someone who has extensive Sales, Operations, and management experience who can help build the operational infrastructure for our Business Development team. While building this infrastructure, the candidate will also be responsible for executing on quarterly targets, ideating on ways to scale the team, and preserving our collaborative culture. While the role is defined today, we expect the next 12 months to bring change and new challenges including helping to develop a growing team of extraordinary managers.
Responsibilities
- Drive a solid base for the operational infrastructure for the Business Development team. This includes data syndication, building effective prospecting motions, implementing tools and technology, and driving effective handoffs with Sales.
- Develop and maintain effective partnerships with Sales, Marketing, Operations
- Sales - Mutual understanding of handoffs, qualification criteria and pipeline quality/quantity
- Marketing - Quality/Quantity of MQL's, campaign measurement & effectiveness, messaging development
- Operations - reporting, process improvements
- Stay up to date and infuse industry best practices on effective Business Development strategies into the organization. Collaborate internally with other regions to learn/share on what's working.
- Managing a group of 35+ (expected to grow) Business Development professionals and managers. This is a 2nd level leadership role.
- Build and execute on a career planning strategy that fulfills our vision to have the BDR team a company-wide incubator for talent
- Recruit, interview, and hire BDRs at scale
Requirements
- At least 10 years' experience leading a sales team of BDRs or Account Executives, of which at least 5 years' experience in scaling a team of 50+ reps
- More than 10 years' professional experience working in a rapidly growing technology company
- Bachelor's degree required
- Proven track record of closing sales and exceeding quota
- Experience building career development programs for high performing individual contributors
- Experience with funnel management across multiple channels (inbound, upsell, outbound, marketing)
- Knowledge of using Salesforce and related systems (data tools, Lean Data, Sales Acceleration tools, etc.)
- Excellent project management skills
- Self-motivated and possess entrepreneurial spirit
- Comfortable working in a fast paced and dynamic environment
- Strong interpersonal communication skills (both verbal & written)
- Aptitude in learning technical concepts & terms
- Demonstrate excellent communication skills
