Business Development Manager
About The Position
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.
Requirements
- 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.
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.
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
- Short and Long Term Disability Insurance
- Life & Accident Insurance
- 401(k) Retirement Savings Plan
- Employee Stock Participation Plan
- Flexible paid time off covering vacation and sick leave
- Leave programs, including parental, pregnancy health, medical, and bereavement leave
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What This Job Offers
Job Type
Full-time
Career Level
Mid Level
Education Level
No Education Listed
