Senior Manager, BDR Japan

Cloudflare; United States; On-site; USD 180,000 - 240,000; Full time

Job summary

United States Digital Space LLC is seeking a seasoned leader to build and scale the BDR/SDR organization. You will shape people development, operational processes, and strategic growth, partnering with Sales, Marketing, and Operations to accelerate pipeline.

The role requires 10+ years of sales leadership, experience scaling teams in fast‑growth IT/tech companies, a Bachelor’s degree, and a track record of hitting quotas.

Qualifications

• 10+ years of experience leading a BDR/SDR or sales team
• 5+ years of experience scaling a team in a high-growth IT/tech company
• Bachelor’s degree required
• Proven track record of closing sales and exceeding quota
• Experience with multi-channel funnel management (inbound, outbound, marketing)
• Knowledge using Salesforce and related data tools/lean-data tools
• Strong project management and interpersonal skills
• Entrepreneurial mindset with ownership and adaptability

Responsibilities

• Build and strengthen the operational infrastructure for the BDR team
• Establish effective prospecting motions, data usage, and tools integration with Sales
• Foster strong partnerships with Sales, Marketing, and Operations
• Define mutual handoff criteria and improve pipeline quality and quantity
• Optimize MQL quality and campaign effectiveness; collaborate on messaging
• Lead a growing team and recruit, interview, and hire BDRs at scale
• Stay current with industry best practices and share across regions

Skills

BDR management

Sales leadership

Salesforce

LeanData

Education

Bachelor's degree

Tools

Sales enablement tools

Job description

About Us

At the company, 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. the company protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by the company 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. the company was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company.

チームについて

私たちのBDR（Business Development Representative）組織のミッションは非常にシンプルです。 それは、「営業チームに高品質かつ大規模なパイプラインを供給し、the companyの持続的な収益成長を牽引すること」です。

そのために私たちは「人材・プロセス・ツール」のすべてにおいて最高水準を追求しています。とりわけ人材の育成とキャリア開発には強いこだわりを持っており、チームワークを尊重し、お互いの成功を称え合うカルチャーを大切にしています。強固なBDR組織の構築こそが、the companyの市場における圧倒的な競合優位性を生み出す源泉であると信じています。

ポジションの概要

本ポジションでは、「ピープルマネジメント（育成・牽引）」「組織ビルディング」「戦略的思考」を兼ね備えたリーダーを募集しています。営業、インサイドセールス、またはBDR/SDR組織におけるチームマネジメントの豊富なご経験をお持ちの方を求めています。

BDRチームの運営基盤（Sales Motion）の強化、四半期目標の安定達成、組織拡大に向けた戦略立案、そして協調的なチームカルチャーの醸成を主導していただきます。the company Japanは今後12ヶ月でさらなる変革と成長を予定しており、次代を担う優秀なリーダー・メンバーの育成と支援も非常に重要なミッションとなります。

主な業務内容

• BDRチームの運営基盤（オペレーション）の構築・強化

• ターゲット顧客への効果的なアプローチ手法の確立、データ活用、営業支援ツール（Sales Tech）の実装、営業チームへのスムーズなリード引き継ぎプロセスの構築

• 他部門（営業・マーケティング・オペレーション）との強固なパートナーシップ構築

• 営業部門： リード獲得基準（SQL定義）、案件の品質・数量に関する共通認識の形成、スムーズな商談引き継ぎの実現

• マーケティング部門： MQLの質と量の最適化、各種キャンペーンの効果検証、メッセージング（訴求軸）の共同開発

• オペレーション部門： レポート作成・分析、営業プロセスの継続的な改善

• グローバルとの連携およびベストプラクティスの導入

• 他地域のBDR組織と連携し、グローバルで成功している最新のBD戦略やノウハウを積極的に日本市場へ導入・共有

• メンバーのマネジメントと組織拡大

• 5名以上（今後さらに拡大予定）のBDRメンバーのピープルマネジメント

• BDRメンバーの積極的なリクルーティング、面接、採用活動の推進

応募要件（Qualifications）【必須要件】

• BDR/SDRまたは営業（Account Executive）チームのマネジメント経験（10年以上）

• うち5年以上は、担当チームの組織拡大（スケーリング）をリードした経験

• 急成長中のIT/テクノロジー企業における実務経験（5年以上）

• 学士号（Bachelor's degree）または同等の実務経験

• 自身およびチームにおける高い目標達成能力（個人/チームでのノルマ連続達成実績）

• インバウンド、アウトバウンド、マーケティング、既存拡大など、複数チャネルにおけるパイプライン管理・ファネル運用の経験

• Salesforceをはじめとする営業支援システム（LeanData、各種セールスイネーブルメントツールなど）の高度な活用知識

• メンバーの育成・キャリア開発プログラムの構築および運用経験

• 変化が速くダイナミックな環境に対応できる柔軟性と、自発的な起業家精神（Ownership）

• 高い対人コミュニケーション能力、およびプロジェクトマネジメント能力

• テクノロジー領域（IT・クラウド・セキュリティ等）に対する高い好奇心と、継続的にキャッチアップできる学習意欲

About the Team

Our BDR organization's mission is simple. It is to:

Contribute to the company's revenue generation engine by delivering pipeline at scale to our Sales counterparts. We will do this through a maniacal focus on people, process, and tools. The Business Development organization will be anchored in a culture focused on the development & training of its employees, incubating talent across the company, teamwork, and celebrating success. When executed well, we believe the Business Development organization will be a competitive differentiator for the company.

What you’ll do

We’re looking for a people leader, a builder and a strategic thinker. Someone who has extensive Sales, Inside Sales or BDR/SDR management experience. Someone who can help build the operational infrastructure for our Business Development team. While building this infrastructure, the candidate will also be responsible for executing on quarterly targets, ideating on ways to scale the team, and preserving our collaborative culture. While the role is defined today, we expect the next 12 months to bring change and new challenges including helping to develop a growing team of extraordinary managers.

Responsibilities

• Drive a solid base for the operational infrastructure for the Business Development team. This includes data syndication, building effective prospecting motions, implementing tools and technology, and driving effective handoffs with Sales.

• Develop and maintain effective partnerships with Sales, Marketing, Operations

• Sales - Mutual understanding of handoffs, qualification criteria and pipeline quality/quantity

• Marketing - Quality/Quantity of MQL’s, campaign measurement & effectiveness, messaging development

• Operations - reporting, process improvements

• Stay up to date and infuse industry best practices on effective Business Development strategies into the organization. Collaborate internally with other regions to learn/share on what's working.

• Managing a group of 5+ (expected to grow) Business Development professionals.

• Recruit, interview, and hire BDRs at scale

Requirements

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

• More than 5 years’ professional experience working 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 using 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 (both verbal & written)

• Aptitude in learning technical concepts & terms

• Demonstrate excellent communication skills

What Makes the company 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 the company’s enterprise customers--at no cost.

Athenian Project