APJC Inbound BDR Leader

Posted 16 January 2024
Job type Permanent

Company's Benefits

  • Leadership Development Program

    Leadership Development Program

  • Mentorship Program

    Mentorship Program

  • Paid Parental Leave

    Paid Parental Leave

  • Return to Work Policy

    Return to Work Policy

  • Childcare Facilities

    Childcare Facilities

  • Flexible Working Arrangements

    Flexible Working Arrangements

  • Breastfeeding Rooms

    Breastfeeding Rooms

  • Sponsorship Program

    Sponsorship Program

  • Coaching Program

    Coaching Program

  • Internal Women's Networking Group

    Internal Women's Networking Group

Job Description

About Us

At Cloudflare, we have our eyes set on an ambitious goal: to help build a better Internet. Today the company runs one of the world’s largest networks that powers approximately 25 million 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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! 

About the Team

Our BDR organization's mission is simple. It is to:

Contribute to Cloudflare's revenue generation engine by delivering pipeline at scale to our Sales counterparts. We will do this through a maniacal focus on people, process, and tools. The Business Development organization will be anchored in a culture focused on the development & training of its employees, incubating talent across the company, teamwork, and celebrating success. When executed well, we believe the Business Development organization will be a competitive differentiator for Cloudflare.

What you’ll do

We’re looking for a people leader, a builder and a strategic thinker. Someone who has extensive Inside Sales and/or BDR/SDR management experience. Someone who can help build the operational infrastructure for our Inbound Business Development team. While building this infrastructure, the candidate will also be responsible for executing on quarterly targets, ideating on ways to scale the team, and preserving our collaborative culture.  While the role is defined today, we expect the next 12 months to bring change and new challenges including helping to develop a growing team of extraordinary managers.


  • Drive a solid base for the operational infrastructure for the Inbound Business Development team. This includes data syndication, building effective MQL follow up motions, implementing tools and technology, and driving effective handoffs with Sales.

  • Develop and maintain effective partnerships with Sales, Marketing, Operations

    • Sales - Mutual understanding of handoffs, qualification criteria and pipeline quality/quantity

    • Marketing - Quality/Quantity of MQL’s, campaign measurement & effectiveness, messaging development

    • Operations - reporting, process improvements

  • Stay up to date and infuse industry best practices on effective Inbound strategies into the organization. Collaborate internally with other regions to learn/share on what's working.

  • Managing a group of 10+ (expected to grow) Inbound Business Development professionals.

  • Recruit, interview, and hire BDRs at scale


  • At least 10 years’ experience leading a sales team of BDRs, of which at least 5 years’ experience in scaling a team of reps

  • More than 5 years’ professional experience working in a rapidly growing technology company

  • Bachelor’s degree required

  • Proven track record of closing sales and exceeding quota

  • Experience building career development programs for high performing individual contributors

  • Experience with funnel management across multiple channels (inbound, upsell, outbound, marketing)

  • Knowledge of using Salesforce and related systems (data tools, Lean Data, Sales Acceleration tools, etc.)

  • Excellent project management skills

  • Self-motivated and possess entrepreneurial spirit

  • Comfortable working in a fast paced and dynamic environment

  • Strong interpersonal communication skills (both verbal & written)

  • Aptitude in learning technical concepts & terms

  • Demonstrate excellent communication skills