Business Development Manager II, Mid-Market


  • Full Time
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! 

Say hello to possibilities.

It's not everyday that you consider starting a new career. We're Cloudflare, and we're happy that someone as talented as you is considering this role. First, a little about us, we're the global leader in network and security solutions. We are fundamentally changing the nature of human interaction-giving people the freedom to connect powerfully and personally from anywhere, at any time, on any device.

Imagine working for an industry leader. Imagine working for a fast-growing company in an expanding market. Imagine being able to support the most dynamic segment within that company, while being able to leverage your analytical, prospecting and demand generation skill set all at the same time. Imagine building best in class, outbound programs in partnership with Marketing and Sales teams. Imagine no more. Cloudflare has an open position for a leader like you!

To accelerate our growth among upmarket companies, we are seeking a strategic-minded B2B manager for the BDR Manager role. In this high-impact role, you will have the chance to join a dynamic Business Development team working with our Mid-Market BDR teams to develop outbound strategy and execution framework that generate target account engagement, pipeline and revenue.

To be successful and effective in this role, your resourcefulness will be key. If you are a self-starter with great attention to detail and the ability to multi-task, then the role in this global, fast-paced environment definitely fits you!



  • Carry and exceed your team’s quota
  • Recruit, interview, and hire excellent BDRs at scale
  • Sit with the team and coach them on call and email best practices
  • Onboard and train BDRs to develop sales skills and deep product knowledge
  • Work with the team to build career plans for each high-performing BDR
  • Improve our BDR sales and product onboarding playbooks
  • Report, track, and manage sales activities and results using
  • Play an active role in the creation and iteration of team processes
  • Work closely with marketing, sales, and sales operations to ensure alignment on your team’s strategy and execution


* Work cross-functionally to develop and align on KPIs and reporting structure including: sequence and BDR performance, adoption, conversions to meetings, pipeline and revenue

* Enable BDR team on platform, expected behavior and best practices

* Execute A/B tests and use industry best practices to formulate in-depth analysis, insights and interpretation to optimize BDR sequences and messaging

* Communicate program status to key stakeholders, driving accountability and providing recommendations for improvement

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 local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration.

Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one. We released to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use – it is the first consumer-focused service Cloudflare has ever released. Here’s the deal – we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers.

Sound like something you’d like to be a part of? We’d love to hear from you!

This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license.

Cloudflare is proud to be an equal opportunity employer.  We are committed to providing equal employment opportunity for all people and place great value in both diversity and inclusiveness.  All qualified applicants will be considered for employment without regard to their, or any other person's, perceived or actual race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, physical or mental disability, medical condition, family care status, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities.  Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment.  If you require a reasonable accommodation to apply for a job, please contact us via e-mail at or via mail at 101 Townsend St. San Francisco, CA 94107.