Available Locations: Singapore About the Team: In this role, you will contribute to Cloudflare's revenue generation engine by delivering pipeline at scale to the Sales counterparts. You will do this through a maniacal focus on people, process, and tools. 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. This is a great opportunity to be a member of our high performing Sales team at a hyper-growth technology company. The Business Development Representative (BDR) will: - Be the first point of contact for customers that need help finding solutions - Develop your customer centric sales skills to deliver a stellar customer experience - Learn Cloudflare's products and services in detail Similar to other roles at Cloudflare, this role has a tenure requirement of 18-24 months before you may be eligible to apply for another role within the company. About the Role: In this role, you will be responsible for being the "face of Cloudflare" and account resource for our PAYGO customers. You will manage your own "book of business" to nurture relationships with our free, pro, and business customers to identify opportunities for expansion. This role requires you to have a basic understanding of Cloudflare's suite of products to be able to provide a range of recommendations and solutions to our customers. You will be leveraging tools such as Google Sheets/Airtable, internal applications, Sales Navigator, and ZoomInfo to map key customers to the right product suite for them. This is a great role if you are interested in a career path towards becoming a Customer Success Manager, Expansion Account Manager, or Mid-Market Account Executive at Cloudflare. Day in the Life of BDR at Cloudflare - Own and meet target quota related to number of qualified opportunities, value of sales pipeline, and revenue - Develop new business opportunities from existing customer base - Identify target accounts with strategic timing and strong use cases through qualitative and data driven approach - Work cross-functionally with stakeholders (account executives, marketing, sales operations, fellow BDRs) - Help lead BDR team-wide campaigns or initiatives (we're a collaborative group) - Write emails and letters you'd love to open; make calls you'd love to receive; ask compelling questions - Report, track, and manage sales activities and results using SFDC - Play an active role in the creation and iteration of team processes Examples of desirable skills, knowledge and experience - Self-motivated; entrepreneurial spirit - Comfortable working in a fast-paced, dynamic environment - Strong interpersonal communication skills - Customer-oriented mindset with empathy and curiosity - Aptitude to learn technical concepts/terms - Ability to manage multiple tasks/projects simultaneously - Minimum 1 years of experience in BDR or in a similar capacity in technology industry is preferred, specifically in SaaS will be a plus - Experience in prospecting to Enterprise level organisations is a plus - Experience in Google Sheets, Outreach, SFDC reporting, and data analysis is a plus

• Overseeing business activities for assigned key accounts in this class of trade; • Coordinating sales distribution through Strategic Customer Accounts by setting and determining business objectives; • Establishing promotional programs and sales goals; • Managing relationships with key Pet Customers including Chewy, Pet Distributors, and FDM Pet Retail Stores. • Providing monthly and quarterly key account updates to the Retail sales and management team.

Role Description We are seeking a proactive Business Development Associate to provide flex coverage for Business Development Managers (BDMs) nationwide, support high-demand regions, and pursue new business opportunities. This role combines inside sales, lead qualification, account hunting, and regional sales support to drive new client acquisition, expand existing accounts, and grow market share in analytical, biosafety, release, and characterization testing services. The ideal candidate blends scientific fluency with consultative selling. - Provide flex coverage for BDMs across the country during vacations, sick leave, or peak workloads to ensure consistent pipeline and customer outreach. - Qualify inbound leads and conduct proactive outreach to hunt for new accounts, focusing on analytical, biosafety, release, and characterization testing services. - Develop and execute a territory strategy to drive new client acquisition and expand existing accounts; monitor and adjust plans based on market feedback and performance data. - Collaborate with technical Subject Matter Experts (SMEs) and project managers to position high-value testing solutions and guide clients through the full sales cycle from initial contact to close. - Support defined regions with targeted outreach, pipeline generation, and localized messaging to improve win rates. - Maintain accurate and up-to-date CRM records (lead status, next steps, contact notes, and opportunity details). - Assist with quick-response quotes, RFI/RFP responses, and coordinating cross-functional resources to accelerate deal velocity. - Travel as needed to support regional coverage and customer meetings. Qualifications - Bachelor’s degree in Biology, Biochemistry, Molecular Biology, Virology, or a related life science discipline. - 1+ years of experience in B2B sales, technical sales, or client-facing roles within life sciences — ideally in contract lab services, CROs, or CDMOs. Requirements - Strong familiarity with GMP/GLP testing and regulatory frameworks (e.g., FDA, EMA) in support of IND/BLA submissions. - Self-starter with a proven track record of territory development, customer engagement, and revenue growth. - Strong communication skills. - Experience working with or selling to emerging biotech and venture-backed startups. - Desire to move to Business Development Manager. - Familiarity with viral vector manufacturing, biosafety testing (e.g., sterility, mycoplasma, endotoxin, adventitious agents), and cell characterization assays. - Comfortable operating in a remote, matrixed commercial team environment. - Proficient in CRM tools, Salesforce reporting, and sales pipeline management. Benefits - Health insurance. - Paid time off (PTO). - Retirement contributions. - Other perquisites.

Role Description The Director, Business Development – State Government will lead growth strategy and capture across CAI’s State Government division. Reporting to the Vice President, Public Sector, this role drives how we identify, pursue, and win work with state agencies, higher education institutions, and related public sector clients. The work spans the full opportunity lifecycle: - Market analysis - Pipeline development - Client engagement - Capture planning - Proposal leadership through award Pre-sales activity is central to the role: - Drive client outreach and meetings - Shape RFPs and realign CAI’s offerings to market demand - Plan and direct CAI’s responses to RFPs This position is full-time and remote (ideally in EST or CST), with approximately 15–20% travel for client meetings, conferences, and occasional in-person sessions with the leadership team. Qualifications - 10+ years of progressive experience in State Government professional services consulting, business development, capture management, and proposal leadership - Strong working knowledge of state government procurement including cooperative contracting (e.g., NASPO, Sourcewell), RFx cycles, and contract negotiation - Skilled at building and sustaining relationships with agency stakeholders across multi-year sales cycles - Strong proposal writing, editing, and review skills - Experience orchestrating cross-functional teams under bid deadlines - Strong strategic, analytical, and problem-solving skills - Proficiency with Salesforce or a similar CRM, Microsoft Office Suite, and procurement intelligence tools (GovWin, GovSpend, or equivalent) - Bachelor’s degree in technology, business, finance, or a related field Requirements - Existing network of relationships across state agencies, system integrators, and public sector contracting organizations - Experience selling and/or delivering business and IT consulting services — application development, managed services, PMO, modernization, or similar - Experience developing strategic pricing models and delivering fixed-price solutions - Familiarity with State HHS, Transportation, Tolls, and Education verticals Benefits - Medical, dental, and vision insurance - 401k retirement account access - Paid time off - Paid sick leave and/or other paid time off as provided by applicable law Company Description CAI is a global services firm with over 9,000 associates worldwide and a yearly revenue of $1.3 billion+. We have over 40 years of excellence in uniting talent and technology to power the possible for our clients, colleagues, and communities. As a privately held company, we have the freedom and focus to do what is right—whatever it takes. Our tailor-made solutions create lasting results across the public and commercial sectors, and we are trailblazers in bringing neurodiversity to the enterprise.