Sales Development Representative

Company Overview

Cloudflare operates one of the largest global networks supporting millions of websites and Internet applications from small businesses to Fortune 500 firms. Their services offer protection and speed enhancements without requiring hardware changes or software installation. The platform continuously evolves its intelligence through every user request, enhancing performance while reducing spam and cyber threats. Recognized for innovation and workplace culture, Cloudflare fosters a mission to improve the Internet.

Role Summary

The Sales Development Representative (SDR) will focus on identifying and researching potential Enterprise accounts (organizations with 2500+ employees or strategic importance in the region) and reach out to relevant contacts to set meetings and conduct qualification discussions using methodologies like BANT and CHIIP. The SDR partners with Strategic/Enterprise Account Executives to pass opportunities for closing and collaborates broadly across marketing, product, and sales teams.

This position encourages autonomy and creativity in prospecting strategies versus following fixed lists or scripts. While deep initial product knowledge isn’t required, a strong interest in Cloudflare’s industry and solutions is essential. Candidates should take initiative in discovering suitable customer fits.

Team Environment

The Business Development team drives pipeline growth with a disciplined focus on people, processes, and tools. The culture encourages continuous employee development, team collaboration, and acknowledgment of achievements, aiming to be a competitive edge for Cloudflare.

Typical Responsibilities

• Serve as the initial customer contact to understand and offer solutions
• Hone sales skills to ensure excellent customer experiences
• Gain comprehensive knowledge of Cloudflare’s product portfolio
• Achieve target quotas related to qualified opportunities, sales pipeline value, and revenue
• Develop new business from named accounts of paired Account Executives, primarily large Enterprise clients
• Use qualitative and quantitative analysis to prioritize target accounts and use cases
• Coordinate with account executives, marketing, sales operations, and fellow SDRs
• Lead group campaigns or initiatives within the SDR team
• Create engaging outreach communications and ask meaningful questions
• Maintain and update sales activity and results in Salesforce and Salesloft
• Contribute to the evolution of team processes

Preferred Qualifications

• Self-driven with entrepreneurial motivation
• Ability to thrive in a fast-moving, dynamic environment
• Strong interpersonal communication and customer empathy
• Aptitude for quickly learning technical concepts and terminology
• Capacity to multitask and manage various projects concurrently
• Proven success in Enterprise business development within the tech sales sector
• Minimum two years’ experience in a BDR or related role in technology preferable
• Familiarity with Salesloft is advantageous

Additional Information and Company Initiatives

Cloudflare integrates its ambitious technological goals with social values by supporting various initiatives like Project Galileo and the Athenian Project, which protect vital public interest organizations and election-related websites at no cost. They have also launched the public, privacy-focused DNS resolver 1.1.1.1.

Applicants progressing to later hiring stages may be requested to attend an in-person interview at Cloudflare offices or hubs. The position may require eligibility to access US export-controlled technology.

Cloudflare is an equal opportunity employer, committed to diversity, inclusion, and providing reasonable accommodations to applicants with disabilities. Employees are generally expected to remain in the position for 18-24 months before applying for other roles within the company.