Business Development Representative (BDR)

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 • Austin, US About the Role In this role, you will contribute to Cloudflare's revenue generation engine by delivering pipeline at scale to the 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. Responsibilities • In this role, your primary responsibility is driving business growth and expanding the customer base of Cloudflare by identifying and nurturing potential opportunities through proactive outreach and effective lead qualification. • Prospect and research potential leads or target accounts • Initiate outbound calls to introduce Cloudflare products/services • Qualify leads based on interest, budget, authority, and fit • Build relationships and rapport with potential customers • Develop in-depth knowledge of Cloudflare offerings • Manage and update CRM with accurate information • Collaborate with the sales team to hand off qualified opportunities • Meet or exceed set targets and KPIs • Stay updated on industry trends and market conditions • Provide regular reports and insights to managers and fellow team members Desirable Skills, Knowledge, and Experience • Minimum 6 months to 1 year of professional working experience, coupled with an interest in transitioning to a role in outbound sales • Minimum 6 months to 1 year of proven experience in a sales or business development role, with a focus on outbound prospecting or lead generation • Ability to meet and exceed achievable targets • Foundational knowledge of computer networking and “how the internet works” • Motivation, drive and a self-starting attitude • Ability to collaborate effectively with cross-functional teams, such as sales and marketing • Experience with CRM systems like Salesforce.com, proficiency in LinkedIn Sales Navigator, and familiarity with tools like Outreach.io or Salesloft would be advantageous • Effective communicator with strong follow-up skills • Ability to multitask, prioritize, and manage time effectively in a fast-paced, dynamic environment • Adaptability, resilience, and the ability to handle rejection or objections in a positive manner • Resolute desire to move up in other sales functions at Cloudflare • Demonstrated ability to quickly grasp technical concepts and terminology • Ability to travel within and outside the United States and/or Canada as required Key metrics for success in this role include: • Making a minimum of 50 outbound calls per day • Sending a minimum of 30 targeted emails per day using Salesloft • Generating a minimum of 2 qualified opportunities per week through calls, email and social outreach • Actively managing and progressing sales cadences (Salesloft) • Ensuring timely follow-up on all leads or inquiries within 24 hours • Meeting or exceeding assigned sales targets and KPIs • Keeping CRM data accurate and up-to-date at all times • Receiving positive feedback from team members or manager Compensation Compensation may be adjusted depending on work location. The estimated annual salary range includes the on-target incentive compensation that may be attained in this role under the Sales Compensation Plan. Equity This role is eligible to participate in Cloudflare’s equity plan. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits • Medical/Rx Insurance • Dental Insurance • Vision Insurance • Flexible Spending Accounts • Commuter Spending Accounts • Fertility & Family Forming Benefits • On-demand mental health support and Employee Assistance Program • Global Travel Medical Insurance Financial Benefits • Short and Long Term Disability Insurance • Life & Accident Insurance • 401(k) Retirement Savings Plan • Employee Stock Participation Plan Time Off • Flexible paid time off c