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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: Singapore & Sydney, Australia
About the Role
The BDR Strategy & Operations APJC Leader will support the APJC BDR department by working closely with the APJC Head of Business Development to develop and implement strategies to increase pipeline contribution at scale. This role will equip the team with actionable insights to enable key decisions on processes, programs and investments that will increase productivity and efficiency to drive increased pipeline contribution. 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.
Key Responsibilities:
- Provide BDR analytics, identify problem areas, and develop recommended solutions, focused on the APJC business with Global context.
- Support APJC BDR leadership for QBRs, Global Pipeline Reviews, All Hands and other related meetings and presentations.
- Spend time with BDRs to understand pain points and then collaboratively develop processes, drive enablement requirements and identify solutions to solve those pain points
- Effectively collaborate with Marketing Operations and Business Intelligence to optimize lead scoring and propensity models, MQL routing, account scoring and attribution models to drive the desired outcomes.
- Participate with BDR Leadership in executing the strategic vision and operational goals for the regional and global BDR organization.
- Ensure leads and contacts are moving through the MQL to Closed Won process smoothly. Track conversion rates and pipeline velocity through each stage of the top of the funnel, analyze pertinent data and make recommendations for how to improve the pipeline contribution and velocity.
- Participate in selecting, implementing and managing sales automation tools.
- Manage CRM data. Manage contact lists, ensure that SFDC data for the BDR team is up to date, audit data for consistency, setup automation rules, manage custom fields / data and create the required reports and dashboards.
- Perform pipeline forecasting, quota setting and analytics in partnership with APJC Head of Business Development.
- Work with APJC BDR leadership to develop strategy and organizational goals.
- Be knowledgeable of industry trends that feed into BDR best practices and strategy.
- Ensure departed/in-seat BDR employees data is kept updated in the CRM and back-end systems.
- Help maintain MQL routing rules, accurate AE/BDR mapping, BDR job roles, hierarchies, and permissions groups in the CRM.
- Liaise and collaborate with key stakeholders. Marketing, Sales, Rev Ops, IT, Business Intelligence, GTM Finance.
- Assist in the compensation process for APJC BDRs. Complete the crediting process in a timely manner to ensure APJC BDRs are paid out on time and accurately.
- Collaborate with BDR Program Manager to deliver BDR Outbound campaigns through the creation of outbound prospecting guides and resources. Ensure a smooth process with shared services for requesting, sourcing, loading and tagging account and contact information for BDRs to perform outbound prospecting.
Key skills required:
- Min 5 years of experience working in Sales/Revenue Operations or related area
- Excellent quantitative and critical thinking abilities (ability to forecast accurately, monitor funnel performance, assess productivity gains, etc.)
- Strong business acumen
- Excellent analytical skills
- Organizational, time management skills and attention to detail
- Funnel and Pipeline Management experience
- Program Management
- Project Management
- Expertise in Analytics and Reporting
- Understanding of CRM and Database Software
- Understanding of the full BDR Tech Stack
- Understanding the BDR Role and "A Day in the Life of a BDR"
- Experience with Financial Systems
- Ability to prioritize, focus, meet deadlines
- Proactivity
- Being and staying abreast of market trends and insights
- A growth mindset; forward-leaning and innovative while focused on continuous improvement
- Visionary influencer and change management skills to drive meaningful transformation
- Exceptional written and verbal communication skills
- Ability to problem solve on the fly
- Self-starter mentality with a high degree of follow through - can own and take tasks through to completion
- Interpersonal skills- ability to network inside the company and create relationships
- Experience with global teams and an appreciation for the associated cultural differences.
- The ability to travel as needed
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.
Path Forward Partnership: Since 2016, we have partnered with Path Forward, a nonprofit organization, to create 16-week positions for mid-career professionals who want to get back to the workplace after taking time off to care for a child, parent, or loved one.
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 hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.