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Cloudflare is seeking a Senior Manager for its Business Development Representative (BDR) organization in Japan. This is a people-leadership and strategic operations role focused on building and scaling a high-performing BDR team that generates qualified pipeline for the sales organization.
You will lead the operational infrastructure of the BDR team, including prospecting motions, sales technology implementation, and lead handoff processes. You'll manage a team of 5+ BDRs (expected to grow significantly) and be responsible for recruiting, interviewing, and hiring at scale. Your scope includes developing career development programs, mentoring team members, and fostering a collaborative, high-achievement culture.
Key responsibilities include:
- Building and strengthening the operational foundation for the BDR team: establishing effective prospecting approaches, leveraging data, implementing sales tech (Salesforce, LeanData, etc.), and creating smooth handoff processes with the sales team
- Developing strong cross-functional partnerships with Sales (on lead qualification criteria, pipeline quality/quantity, and deal handoffs), Marketing (on MQL quality/quantity, campaign effectiveness, and messaging), and Operations (on reporting and process improvement)
- Staying current with industry best practices and collaborating with other regional BDR organizations to bring global strategies and insights to the Japan market
- Managing and developing 5+ BDR professionals with plans for team expansion
- Leading recruitment, interviewing, and hiring of BDRs at scale
- Executing quarterly targets and ideating on ways to scale the team while preserving collaborative culture
Cloudflare is a global leader in Internet infrastructure and security, powering millions of websites and applications. The company is known for its mission-driven culture, focus on employee development, and commitment to building a better Internet. The Japan organization is undergoing significant transformation and growth over the next 12 months, making this a high-impact leadership opportunity.
REQUIREMENTS:
- Minimum 10 years' experience leading a sales team (BDRs or Account Executives), with at least 5 years' experience scaling a team of reps
- 5+ years' professional experience in a rapidly growing technology company
- Bachelor's degree or equivalent professional experience
- Proven track record of closing sales and exceeding quota (individual and team)
- Experience building career development programs for high-performing individual contributors
- Experience managing pipeline and funnels across multiple channels (inbound, outbound, upsell, marketing-generated)
- Advanced knowledge of Salesforce and related sales systems (data tools, LeanData, sales acceleration tools, etc.)
- Excellent project management and interpersonal communication skills (verbal and written)
- Self-motivated with entrepreneurial spirit and ownership mindset
- Ability to thrive in fast-paced, dynamic environments with flexibility and adaptability
- Strong curiosity about technology concepts and terms, with demonstrated learning agility
- High interpersonal communication ability and strategic thinking capability
