Business Development Manager

Responsibilities

• Drive Pipeline Growth: Lead team execution to consistently hit and exceed outbound pipeline targets through rigorous prospecting methodologies and high-quality lead qualification standards.
• Partner Cross-Functionally: Maintain tight alignment with Sales, Marketing, and Operations leaders to align on strategy, optimize lead qualification, and maximize pipeline growth and conversion to revenue.
• Innovate with AI: Drive daily execution and adoption of AI tools; actively build, test, and refine automated workflows that eliminate administrative friction and maximize rep efficiency to scale pipeline output.
• Analyze Performance: Utilize key performance metrics (activity, trends, conversion rates, pipeline velocity) to identify operational inefficiencies, address skill gaps, and optimize outreach strategy.
• Develop & Mentor Talent: Actively support BDR career development, coaching reps on core sales skills and preparing them for internal promotion paths into Account Executive, Customer Success, Sales Engineering, Marketing, and Operations roles.
• Recruit & Scale: Partner with Talent Acquisition to recruit, hire, and onboard top-tier, diverse BDR talent.
• Champion a "company-first" mentality, ensuring team goals directly align with broader business objectives and long-term organizational success.

Minimum Qualifications

• 1–3+ years of experience directly managing a team of BDRs/SDRs, OR proven experience as a high-performing Sales Rep with a strong track record of formally mentoring peers.
• History of consistently exceeding outbound quota targets and driving measurable pipeline growth in a fast-paced B2B environment.
• Experience with funnel management across multiple channels (inbound, upsell, outbound, partners, marketing).
• Proficiency with BDR tool stack including Salesforce and generative AI.
• Curiosity and capacity to quickly learn, articulate, and coach reps on complex technical concepts/terms.
• Excellent interpersonal skills with the ability to balance direct, constructive feedback with empathy and motivation.
• Establish credibility and influence across diverse audiences, including direct reports, customers, candidates, and executive leadership.
• Self-motivated entrepreneurial spirit with the ability to prioritize and execute in a rapidly evolving dynamic tech environment.

Compensation

For New York based hires: Estimated annual salary of $144,000 - $198,000 (includes on-target incentive compensation). This role is eligible to participate in Cloudflare’s equity plan.