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