Manager, Business Development - APAC

About Us

The full job description covers all associated skills, previous experience, and any qualifications that applicants are expected to have.

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.

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!

Available Locations : Kuala Lumpur, Malaysia

About the department

The Cloudflare BDR program has two goals - generate qualified pipeline and develop business development representatives' careers.

We care deeply about both goals. We have worked purposefully over the last 3 years to increase the percentage of our new business revenue that comes from the Inbound & Outbound BDR teams.

The BDR team is partnered closely with our internal customers, Account Executives, to generate high quality meetings and pipeline.

During that time we have also helped many BDRs grow into Account Executive and Customer Success roles. As we scale, we have reached a threshold to develop and execute a dedicated Inbound team based out of Kuala Lumpur.

Inbound BDR team will focus on quality pipeline development. BDRs will also be encouraged to find homes in other roles across the Sales Engineering, Sales Operations, Marketing, and Partner teams.

While accomplishing these goals we strive to be a team that always 'puts our Cloudflare hat on' and focuses on the best interests of the company.

About the Role

You will play a critical role in executing our fast-growing team of Inbound Business Development Representatives for the ASIA region.

The IB BDR team is very activity intensive and requires action on Inbound Leads within SLA, generating BANT qualified opportunities for Account Executives.

This Business Development program has two goals - generate a qualified pipeline and develop BDRs' careers. We care deeply about both goals and so we are looking for someone with :

• Approximately 8 to 10 years of Inside Sales and / or BDR / SDR experience, with at least 2 years of second-line people management experience / team responsibilities beyond core BDR functions
• At least 2 of the mentioned Asian language skills - Mandarin, Bahasa, Thai, Vietnamese, Korean
• Execute on quarterly targets for self and team
• Hands-on experience with SFDC to support the Inbound Business Development Manager with daily operational updates
• Ideating on ways to scale the team, and preserving our collaborative culture
• Hands-on coach who will grow BDRs into high-performing members of Cloudflare's organization.

What you'll do

• Exceed both your individual and team quotas by generating high quality meetings and pipeline for Account Executive
• Sit with the team and coach them on call and email best practices
• Contribute in recruiting, interviewing, and hiring excellent BDRs at scale
• Onboard and train BDRs to develop sales skills and deep product knowledge
• Work with the team to build career plans for high-performing BDRs
• Improve our BDR sales and product onboarding playbooks
• Build and scale the team's processes
• Report, track, and manage sales activities and results using SFDC
• 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

Examples of desirable skills, knowledge and experience

• Track record of exceeding quota
• Experience with B2B sales environment in APAC markets
• Experience with prospecting, inbound and outbound qualification skills to build BANT qualified pipeline from new prospects, Self Serve / PAYGO customers
• Salesforce and systems knowledge
• Self-motivated; entrepreneurial spirit
• Comfortable working in a fast-paced dynamic environment
• Strong interpersonal communication skills (verbal & written)
• Aptitude to learn technical concepts / terms
• Bachelor's degree required
• English & at least 2 of the mentioned Asian language skills - Mandarin, Bahasa, Thai, Vietnamese, Korean

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.

1.1.1.1 : We released 1.1.1.1 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 [email protected] or via mail at 101 Townsend St.

San Francisco, CA 94107.

J-18808-Ljbffr