Sales Development Representative

About the Role

In this role, you will be responsible for identifying and researching prospective Cloudflare accounts in our Enterprise segment (2500 or more employees and/or strategic logos in the region), conducting outreach to the appropriate contacts within each account, sourcing meetings, and running discovery calls using sales qualification frameworks (e.g., BANT and CHIIP).

You will be paired with Strategic/Enterprise Account Executives who will work to close opportunities that you source for them. You will also work with cross-functional teams including product marketing, field marketing and sales enablement.

While there are activity benchmarks that lead to successful BDRs, this is an autonomous role that allows you to be creative and proactive with your outbounding strategies. You will not be given a list and script to repeat. Instead, you are given quarterly goals and can work with your manager to create methods to achieve them.

You will not be expected to have a thorough understanding of Cloudflare products at the outset, but you are expected to have a strong interest in our industry and product line. You will be responsible for identifying product-fits across a variety of companies, so having a passion for Cloudflare is important.

Available Locations: Sydney, Australia

About the Team

You will contribute to Cloudflare's revenue generation engine by delivering pipeline at scale to the Sales counterparts. The Business Development organization emphasizes development and training of its employees, incubating talent, teamwork, and celebrating success. The BDR role is part of a high-performing Sales team at a hyper-growth technology company and will involve:

- Be the first point of contact for customers that need help finding solutions
- Develop customer-centric sales skills to deliver a stellar customer experience
- Learn Cloudflare’s products and services in detail

Similar to other roles at Cloudflare, this role has a tenure requirement of 18-24 months before you may be eligible to apply for another role within the company.

Day in the Life of a BDR at Cloudflare

- Own and meet target quota related to number of qualified opportunities, value of sales pipeline, and revenue
- Develop new business opportunities from paired AEs' named accounts (typically large-scale Enterprise companies)
- Identify target accounts with strategic timing and strong use cases through qualitative and data-driven approaches
- Work cross-functionally with stakeholders (account executives, marketing, sales operations, fellow BDRs)
- Help lead BDR team-wide campaigns or initiatives
- Write emails and letters you’d love to open; make calls you’d love to receive; ask compelling questions
- Report, track, and manage sales activities and results using SFDC and Salesloft
- Play an active role in the creation and iteration of team processes

Examples of desirable skills, knowledge and experience

- Comfortable working in a fast-paced, dynamic environment
- Strong interpersonal communication skills
- Customer-oriented mindset with empathy and curiosity
- Aptitude to learn technical concepts/terms
- Ability to manage multiple tasks/projects simultaneously
- Track record of successful business development in Enterprise segment territory in tech sales environment
- 2+ years of experience in BDR or similar capacity in technology industry is preferred
- Experience in Salesloft is a plus

What Makes Cloudflare Special?

We’re a highly ambitious, large-scale technology company with a soul. Protection of the free and open Internet is fundamental to our mission.

Project Galileo: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries with tools to defend themselves against attacks, at no cost.

Athenian Project: In 2017, we created the Athenian Project to ensure high protection and reliability for free so that constituents have access to election information and voter registration; more than 425 local government election websites in 33 states have been served.

1.1.1.1: We released 1.1.1.1 to provide a faster, more secure and privacy-centric public DNS resolver. It is publicly available for everyone to use. We do not store client IP addresses and do not sell or target users with advertising.

Sound like something you’d like to be 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. Any offer of employment may be conditioned on authorization to receive software or technology controlled under these 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 and value diversity and inclusiveness. All qualified applicants will be considered without regard to race, color, religion, sex, gender, gender identity, gender expression, sexual orientation, national origin, ancestry, citizenship, age, disability, or any other basis protected by law. We are an AA/Veterans/Disabled Employer.

Cloudflare provides reasonable accommodations to qualified individuals with disabilities. If you require a reasonable accommodation to apply for a job, please contact us at hr@cloudflare.com or at the address listed in the job posting.

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