Business Development Representative

About Cloudflare

Cloudflare operates one of the largest global networks powering millions of Internet properties, from individual blogs to Fortune 500 companies. The company improves website performance and security by routing traffic through its intelligent network, without requiring customers to change hardware or code. Recognized for innovative culture and achievements, Cloudflare is dedicated to expanding a safer, faster Internet.

Role Overview

As a Business Development Representative based in Sydney, you will focus on exploring and engaging potential enterprise clients, typically companies with 2,500+ employees or significant strategic accounts. Your responsibilities include researching target accounts, initiating contact, developing meetings, and conducting discovery calls using qualification techniques such as BANT and CHIIP. You will partner directly with Strategic/Enterprise Account Executives who will handle closing sales derived from your prospecting efforts.

This role provides autonomy to design creative outreach strategies and does not rely on scripted approaches or pre-determined contact lists. Candidates should be passionate about Cloudflare’s sector and technology, eager to learn product details, and motivated to identify appropriate solutions for diverse enterprises.

Team Environment

You will contribute substantially to Cloudflare’s sales pipeline management, focusing on process, people, and tool optimization. The Business Development team fosters talent growth, collaboration, and a culture of continuous improvement, positioning itself as a crucial competitive advantage within the company’s sales organization.

Typical Duties

• Meet quotas on qualified opportunities, pipeline value, and generated revenue.
• Identify and target accounts using both qualitative insights and data analysis.
• Coordinate with cross-functional teams including marketing, sales operations, and fellow BDRs.
• Lead team initiatives and campaigns collaboratively.
• Create engaging communications and conduct compelling outreach conversations.
• Track and report sales activities using Salesforce and Salesloft.
• Participate actively in refining business development processes.

Desired Experience and Attributes

• Self-driven with an entrepreneurial mindset.
• Thrives in fast-paced, dynamic work environments.
• Excellent interpersonal and communication abilities.
• Customer-focused approach emphasizing empathy and curiosity.
• Ability to grasp technical concepts quickly.
• Strong multitasking and project management skills.
• Proven success in enterprise-level business development or sales roles preferred.
• 2+ years experience in BDR or similar role within technology sector advantageous.
• Familiarity with Salesloft is beneficial.

Why Cloudflare?

Cloudflare combines ambitious technology development with a social mission to secure and enhance Internet freedom. Programs like Project Galileo support free journalism and civil society, while the Athenian Project secures election-related websites at no cost. The consumer DNS service 1.1.1.1 delivers fast, private access without compromising user data.

The company values diversity, inclusion, and equal opportunity, welcoming applicants from all backgrounds and providing reasonable accommodations for individuals with disabilities.

Additional Information

Applicants advancing to final stages may need to attend in-person interviews at Cloudflare’s offices or hubs. The role may require compliance with U.S. export control laws, and employment offers can be contingent upon eligibility to receive controlled technology without license sponsorship.

The role requires a typical tenure commitment of 18-24 months before internal mobility.