Senior Manager, Business Development

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! 

What you get from this role:

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

Day in the Life of Senior Manager of Business Development at Cloudflare: 

You will be responsible for building an elite Business Development Team to exceed sales growth targets and drive pipeline velocity.  This includes monitoring sales metrics, driving standard methodologies, coaching on performance, optimizing processes for productivity improvements, and working closely with Sales, Marketing, and Operations to drive alignment and top-line outcomes.  In addition to requisite passion, skills, and experience, you will have a measurable track record in building and pioneering Business Development teams with a high-growth technology company.

Are you a strategic, results focused, tech savvy, inquisitive-minded, tenacious, go-getter, with a real passion for driving transformation while mentoring and developing world-class teams? If you answered yes to these questions, this could be the role for you.  Ready to embrace the opportunity?

Your day-to-day responsibilities include:

• Collaborate cross-functionally with: Sales and Marketing to develop, implement, deliver and measure the results of Demand Gen initiatives that drive pipeline and revenue growth. 
• Hire, train, and retain a world-class Business Development organization; develop domain expert trailblazers and future sales stars through coaching, mentoring and focused employee engagement initiatives.
• Set strategic vision, operational goals, and drive to fulfillment. Always focused on doing what’s right for the business.
• Develop and roll-out best-practices for inbound/outbound prospecting to generate qualified pipeline to account executives.
• Refine, and implement processes, methods, tools, and technologies that enhance our demand gen efforts; constantly seek to improve productivity and pipeline creation.
• Build a strong Business Development culture with a specific focus on overseeing our prospect funnel (e.g. watching velocity, conversions, volume spikes, etc.) and our CRM hygiene (e.g. logging call and email activities, cleaning up records, providing accurate reasons codes, etc.)
• Data exploration to develop and implement selling strategies, respond to market changes, establish goals and tactics.
• Collaborate with sales and marketing operations to provide feedback on tech stack, system performance, process optimization, data governance, etc. to reduce friction points for the business development reps and boost productivity.

Preferred qualifications and experience:

• 6+ years of SDR/BDR/ISR people management experience, with at least 1 year in second-line role
• 5+ years working in a rapidly growing technology company
• A growth mindset; forward-leaning and innovative while focused on continuous improvement
• Visionary influencer and change management skills to drive meaningful transformation
• Track record of success (i.e. numerous Presidents Clubs and sales awards)
• Excellent quantitative and c