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
