Director of Americas BDRs

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! 

Location: Austin, Texas

About the Team

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 Success roles. As we scale, BDRs are also starting to find homes in other roles across the Sales 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.

What you’ll do

We’re looking for someone who has extensive sales and management experience who can help to scale this team to world class and at the same time preserve our collaborative culture. Over the next year our team will scale and that will bring with it new challenges including helping to develop a growing team of extraordinary managers.

Responsibilities

• Lead a 120+ BDR organization
• Execute on vision to make the BDR team a company-wide incubator for talent
• Recruit, interview, and hire excellent BDRs at scale
• Drive execution through rigorous metrics and forecast management
• Maintain and improve relationships with sales and marketing leadership partners
• Work closely with marketing, sales, and sales operations to ensure alignment on your team’s strategy and execution
• Drive increased BDR productivity through AI based tools and streamlined processes.

Requirements

• 8+ years leading a sales team of BDRs or Inside Sales Reps and 4+ years scaling a team of 100+ reps
• 5+ years working in a rapidly growing technology company
• Closing experience and track record of exceeding quota
• Experience building career development programs for high performing individual contributors
• Experience with funnel management across multiple channels (inbound, upsell, outbound, marketing)
• Salesforce and BDR tool stack knowledge, including generative AI
• Excellent project management skills
• Bachelor’s degree required
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast paced dynamic environment
• Strong interpersonal communication skills (verbal & written) with plenty of empathy
• Aptitude to learn technical concepts/terms
• Demonstrate excellent communication skills

What Makes Cloudflare Special?

We’re not just a highly ambitious, large-scale technology company. We’re a highly ambitious, large-scale technology company with a soul. Fundamental to our mission to help build a better Internet is protecting the free and open Internet.

Project Galileo: We equip politically and artistically important organizations and journalists with powerful tools to defend themselves against attacks that would otherwise censor their work, technology already used by Cloudflare’s enterprise customers--at no cost.

Athenian Project: We created Athenian Project to ensure that state and loca