Business Development Manager

About Us At Cloudflare, we are on a mission to help build a better Internet. Today the company runs one of the world’s largest networks that powers millions of websites and other Internet properties for customers ranging from individual bloggers to SMBs to Fortune 500 companies. Cloudflare protects and accelerates 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. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. 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 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. 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 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. Compensation Compensation may be adjusted depending on work location. This role is eligible to earn incentive compensation under Cloudflare’s 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 $144,000 - $198,000 Equity This role is eligible to participate in Cloudflare’s 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? 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 organizations 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! 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 person's, 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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.