Senior Manager, BDR Japan

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 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.

About the team

Our BDR (Business Development Representative) organization’s mission is very simple. It is to supply the sales team with high-quality and large-scale pipeline to lead Cloudflare’s sustainable revenue growth.

To do this, we pursue the highest standards in people, processes, and tools. In particular, we are strongly committed to developing people and advancing their careers, value teamwork, and foster a culture that celebrates each other’s success. Building a strong BDR organization is believed to be the source of Cloudflare’s competitive edge in the market.

Position overview

This position seeks a leader who combines people management, organizational building, and strategic thinking. We are looking for someone with extensive team management experience in sales, inside sales, or BDR/SDR organizations.

Lead the operation foundation of the BDR team, quarterly target attainment, and strategy for scaling the organization, while fostering a collaborative team culture. Cloudflare Japan is expected to undergo further transformation and growth in the next 12 months, and developing and supporting future managers and members is a critical mission.

Key responsibilities

• Build and strengthen the operational foundation for the BDR team

• Establish effective approaches to target customers, data utilization, implement sales enablement tools, and establish smooth lead handoff processes to sales

• Build strong partnerships with other departments (sales, marketing, operations)

• Sales: establish mutual understanding of handoffs, qualification criteria, and pipeline quality/quantity

• Marketing: optimize the quality and quantity of MQLs, measure campaign effectiveness, develop messaging

• Operations: reporting and continuous process improvements

• Stay up to date with industry best practices on effective BDR strategies and share with other regions

• Manage a group of 5+ BDR professionals, with expected growth

• Recruit, interview, and hire BDRs at scale

Requirements

• At least 10 years’ experience leading a sales team of BDRs or Account Executives, with at least 5 years in scaling a team of reps

• More than 5 years’ professional experience in a rapidly growing technology company

• Bachelor’s degree required

• Proven track record of closing sales and exceeding quota

• Experience building career development programs for high performing individual contributors

• Experience with funnel management across multiple channels (inbound, upsell, outbound, marketing)

• Knowledge of Salesforce and related systems (data tools, Lean Data, Sales Acceleration tools, etc.)

• Excellent project management skills

• Self-motivated and possess entrepreneurial spirit

• Comfortable working in a fast paced and dynamic environment

• Strong interpersonal communication skills (verbal and written)

• Aptitude for learning technical concepts and terms

• Demonstrate excellent communication skills

• 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: Since 2014, we’ve equipped more than 2,400 journalism and civil society organizations in 111 countries 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: In 2017, we created the 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. Since the project, we’ve provided services to more than 425 local government election websites in 33 states.

• 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.