Manager, BDR - SAARC

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 Locations • Bengaluru, India About the Role The Cloudflare Business Development team is the engine driving our expansion across global markets. As part of this high-energy organization, you will lead a critical team focused on the SAARC region, uncovering new opportunities and shaping pipeline strategy. We pride ourselves on being principled in our approach, curious about our customers' challenges, and completely transparent in how we collaborate. The Business Development team sits at the intersection of Sales, Marketing, and Operations, serving as a vital incubator for top-tier sales talent and a primary catalyst for regional revenue growth. We are seeking a strategic, growth-minded Business Development Representative (BDR) Manager to lead, coach, and scale our Business Development team supporting the SAARC region. In this role, you will manage a team of 5 BDR professionals, overseeing day-to-day operations, driving quota performance, and building a sustainable pipeline. You will be responsible for the full talent lifecycle—from recruiting and interviewing to onboarding and continuous professional development. This role requires a collaborative leader who can build strong bridges with regional Sales leadership, global Marketing teams, and Sales Operations to optimize lead flows, elevate campaign effectiveness, and continuously improve internal processes. Responsibilities • Team Leadership & Performance Management: Direct daily activities and quota attainment for a team of 5 BDRs, ensuring regional pipeline objectives and performance metrics are consistently met or exceeded. • Talent Development & Coaching: Empower team members through structured 1:1 coaching, regular skill development, and creative performance incentives. Foster a growth mindset that prepares BDRs for future career advancement. • Talent Acquisition & Onboarding: Manage regional recruiting, interviewing, and hiring to scale the team efficiently. Own the onboarding framework, ensuring new hires ramp quickly through robust training on product knowledge, buyer personas, market competition, and tools. • Strategic Execution: Lead from the front to support regional success; while this is a management role, you are comfortable adopting a "player-coach" mindset where necessary to help the team break into strategic accounts or navigate complex regional roadblocks. • Cross-Functional Collaboration: Partner deeply with key stakeholders across the business: • Sales: Align on qualification criteria, handoff processes, and pipeline quality to ensure seamless lead transitions. • Marketing: Maximize the volume and quality of Marketing Qualified Leads (MQLs), refine messaging, and optimize campaign follow-ups. • Operations: Analyze metrics and reporting to identify bottlenecks and implement process enhancements. • Data-Driven Optimization: Regularly track and report on individual and team metrics—focusing on lead quality, volume, and revenue impact—to regional Sales leadership. • Operational Excellence: Continuously evaluate and implement industry best practices to improve prospecting efficiency, team productivity, and outbound messaging. Desirable Skills, Knowledge, and Experience • Leadership Experience: Demonstrated experience managing, coaching, or leading outbound sales or business development professionals, ideally within a high-growth SaaS or technology environment. • Market Knowledge: Deep understanding of the SAARC business ecosystem, localized buying behaviors, and corporate cultural dynamics. • Sales Execution: Proven track record of meeting or exceeding pipeline generation and quota objectives, with a strong understanding of modern prospecting frameworks and methodologies. • Strategic Collaboration: Excellent stakeholder management skills with a history of building productive partnerships across Sales, Marketing, and Enablement teams. • Analytical Mindset: Proficiency with sales tech stacks (e.g., Salesforce, Outreach) and the ability to leverage data to evaluate team performance, uncover trends, and refine processes. • Communication Skills: Exceptional communication, presentation, and situational coaching abilities 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 fre