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Cloudflare is seeking a Business Development Manager to lead and mentor a team of Business Development Representatives (BDRs) in a hybrid role based in New York or Austin. This is a people-management position focused on driving high-quality outbound pipeline while developing the next generation of sales and cross-functional talent.
Key responsibilities include leading team execution to hit and exceed outbound pipeline targets through rigorous prospecting and lead qualification; maintaining alignment with Sales, Marketing, and Operations leaders on strategy and pipeline optimization; driving adoption of AI tools and building automated workflows to maximize rep efficiency; analyzing performance metrics to identify inefficiencies and skill gaps; actively coaching BDRs on core sales skills and preparing them for promotion into Account Executive, Customer Success, Sales Engineering, Marketing, and Operations roles; partnering with Talent Acquisition to recruit and onboard diverse BDR talent; and championing a company-first mentality aligned with broader business objectives.
The role requires 1–3+ years of direct experience managing BDR/SDR teams or proven high-performing sales rep experience with a strong track record of formally mentoring peers. Candidates should have a history of consistently exceeding outbound quota targets and driving measurable pipeline growth in fast-paced B2B environments. Experience with funnel management across multiple channels (inbound, upsell, outbound, partners, marketing) and proficiency with BDR tool stacks including Salesforce are expected.
Cloudflare operates one of the world's largest networks powering millions of websites and Internet properties for customers ranging from individual bloggers to Fortune 500 companies. The company protects and accelerates Internet applications without requiring hardware installation or code changes. Cloudflare has been recognized by Entrepreneur Magazine for its top company culture and by Fast Company as one of the World's Most Innovative Companies.
