Senior Renewals

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.

We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare.

The Senior Renewals & BDR Operations & Strategy Manager will support the APJC Renewal and BDR departments by working closely with the APJC Head of Renewals to ensure on time renewals with incremental uplift and the APJC Head of Business Development to develop and implement strategies to increase pipeline contribution at scale.

Key Responsibilities:

• Provide Renewal and BDR analytics, identify problem areas, and develop recommended solutions, focused on the APJC business with Global context.
• Support APJC Renewal and BDR leadership for QBRs, Global Pipeline Reviews, All Hands and other related meetings and presentations.
• Spend time with RAMs and 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 Renewal and BDR Leadership in executing the strategic vision and operational goals for the regional and global Renewal and BDR organizations.
• Help monitor and ensure SFDC hygiene across Renewals and BDR opportunities, leads, and contacts.
• Ensure opportunities progress towards Closed Won 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 managing and updating content in sales automation tools.
• Assist in managing CRM data. Manage contact lists, ensure that SFDC data for the Renewal and BDR teams are up-to-date, audit data for consistency, setup automation rules, manage custom fields / data and create the required reports and dashboards.
• Work with APJC Renewals and BDR leadership to develop strategy and organizational goals.
• Be knowledgeable of industry trends that feed into Renewals and BDR best practices and strategy.
• Ensure departed/in-seat Renewal and BDR employees data is kept updated in the CRM and back-end systems.
• Help maintain MQL routing rules, accurate AE mapping, RAM/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, field sales, and field sales theater ops leads.

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 Tech Stack
• Understanding the daily experience of the sellers supported
• 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

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.