Title: Business Development Representative (BDR) Location: Hybrid Job Description: About Us 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. Cloudflare protects and accelerates any Internet application online without adding hardware, installing software, or changing a line of code. Internet properties powered by Cloudflare 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. Cloudflare was named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. At Cloudflare, we’re not looking for people who wait for a polished roadmap; we’re looking for the builders who see the cracks in the Internet that everyone else has simply learned to live with. We value candidates who have the instinct to spot a "normalized" problem and the AI-native curiosity to create a solution using the latest tools. Our culture is built on iteration, leveraging AI to ship faster today to make it better tomorrow, while ensuring that every improvement, no matter how small, is shared across the team to lift everyone up. If you’re the type of person who values curiosity over bureaucracy, and that AI is a partner in solving tough problems to keep the Internet moving forward, you’ll fit right in. Available Location: Austin TX Work Schedule: This is a hybrid position that requires working from our Austin office three days per week (Tuesday–Thursday) from 9 AM to 4 PM. What you get from this role: 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. Day in the Life of Outbound Business Development Representative (BDR) at Cloudflare: In this role, your primary responsibility is driving business growth and expanding the customer base of Cloudflare by identifying and nurturing potential opportunities through proactive outreach and effective lead qualification. Your day-to-day responsibilities include: - Prospect and research potential leads or target accounts - Initiate outbound calls to introduce Cloudflare products/services - Qualify leads based on interest, budget, authority, and fit - Build relationships and rapport with potential customers - Develop in-depth knowledge of Cloudflare offerings - Manage and update CRM with accurate information - Collaborate with the sales team to hand off qualified opportunities - Meet or exceed set targets and KPIs - Stay updated on industry trends and market conditions - Provide regular reports and insights to managers and fellow team members Preferred qualifications and experience: - Minimum 6mos-1 year of professional working experience, coupled with an interest in transitioning to a role in outbound sales - Minimum 6 mos1 year of proven experience in a sales or business development role, with a focus on outbound prospecting or lead generation - Previous Public Sector, Federal, or SLED Segment experience is a PLUS - Ability to meet and exceed achievable targets - Foundational knowledge of computer networking and “how the internet works” - Motivation, drive and a self-starting attitude - Ability to collaborate effectively with cross-functional teams, such as sales and marketing - Experience with CRM systems like Salesforce.com, proficiency in LinkedIn Sales Navigator, and familiarity with tools like Outreach.io or Salesloft would be advantageous - Effective communicator with strong follow-up skills - Ability to multitask, prioritize, and manage time effectively in a fast-paced, dynamic environment - Adaptability, resilience, and the ability to handle rejection or objections in a positive manner - Resolute desire to move up in other sales functions at Cloudflare - Demonstrated ability to quickly grasp technical concepts and terminology - Ability to travel within and outside the United States and/or Canada as required Key metrics for success in this role include: - Making a minimum of 50 outbound calls per day - Sending a minimum of 30 targeted emails per day using Salesloft - Generating a minimum of 2 qualified opportunities per week through calls, email and social outreach - Actively managing and progressing sales cadences (Salesloft) - Ensuring timely follow-up on all leads or inquiries within 24 hours - Meeting or exceeding assigned sales targets and KPIs - Keeping CRM data accurate and up-to-date at all times - Receiving positive feedback from team members or manager What Makes Cloudflare 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 Cloudflare’s enterprise customers--at no cost. Athenian Project: In 2017, we created the Athenian Project to ensure that state and local governments have the highest level of protection and reliability for free, so that their constituents have access to election information and voter registration. Since the project, we've provided services to more than 425 local government election websites in 33 states. 1.1.1.1: We released 1.1.1.1 to help fix the foundation of the Internet by building a faster, more secure and privacy-centric public DNS resolver. This is available publicly for everyone to use - it is the first consumer-focused service Cloudflare has ever released. Here’s the deal - we don’t store client IP addresses never, ever. We will continue to abide by our privacy commitment and ensure that no user data is sold to advertisers or used to target consumers. Sound like something you’d like to be a part of? We’d love to hear from you! Please note that applicants who progress to the offer stage of the interview process may be asked to attend an in-person interview within one of the Cloudflare Offices or Cloudflare Hubs. More details about this will be available at that stage of the interview process. This position may require access to information protected under U.S. export control laws, including the U.S. Export Administration Regulations. Please note that any offer of employment may be conditioned on your authorization to receive software or technology controlled under these U.S. export laws without sponsorship for an export license. 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. We are an AA/Veterans/Disabled Employer. Cloudflare provides reasonable accommodations to qualified individuals with disabilities. Please tell us if you require a reasonable accommodation to apply for a job. Examples of reasonable accommodations include, but are not limited to, changing the application process, providing documents in an alternate format, using a sign language interpreter, or using specialized equipment. If you require a reasonable accommodation to apply for a job, please contact us via e-mail at hr@cloudflare.com or via mail at 101 Townsend St. San Francisco, CA 94107.

Our Purpose Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we're helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential. Title and Summary Director, Business Development, Corporate Solutions - B2B Acceptance Overview This role sits within Corporate Solutions and is responsible for developing and scaling Mastercard's B2B Acceptance strategy across East + West Arabia and Eastern Europe. You will help acquirers, PSPs, fintechs and merchants unlock new commercial payment flows. B2B Acceptance is a significant growth opportunity. Corporate buyers increasingly want to pay suppliers using commercial and virtual cards, particularly for invoice-based payments. For acquirers and merchants, this creates an opportunity to capture new high-value flows, improve cash flow, reduce manual processes and enable better reconciliation through data and straight-through processing. Key questions • Do you have a track record of building and scaling commercial payment products or acceptance-led growth strategies?• Can you influence senior executives across banks, acquirers, PSPs, fintechs and large merchants?• Are you motivated by solving commercial and operational problems through technology, data and partnerships?• Can you turn market trends into execution plans that drive GDV, revenue and merchant activation? Role • Develop and execute the EEMEA B2B Acceptance strategy to retain, grow and expand Mastercard's commercial acceptance footprint.• Drive incremental commercial volume and revenue by enabling acquirers, PSPs, fintechs and merchants to capture high-value B2B and invoice-based payment flows.• Remove operational barriers to B2B acceptance, including onboarding friction, manual processing, reconciliation challenges, supplier education and acceptance visibility.• Build and scale market strategies for virtual card acceptance, supplier enablement, straight-through processing and automated reconciliation.• Provide thought leadership to global product teams on B2B merchant, acquiring, fintech, PSP, AP/AR, ERP and embedded finance opportunities.• Lead digital presence, market insights, research and sales enablement for Commercial Acceptance across Eastern Europe and the Middle East.• Build educational collateral and go-to-market playbooks to support banks, acquirers, fintechs, merchants and internal teams.• Partner with Commercial Solutions, issuers, acquirers, PSPs, fintechs and account teams to activate commercial acceptance assets and partnerships.• Manage dashboards and KPIs covering merchant activation, supplier enablement, GDV, net revenue, pipeline conversion and partner performance.• Ensure Mastercard resources are deployed effectively to support commercial outcomes, market priorities and scalable regional growth. All About You • Strong understanding of acquiring, merchant economics, commercial card acceptance, virtual cards and B2B payment flows.• Proven ability to build and scale product value propositions, particularly across acquiring, merchant or supplier enablement.• Experience in Accounts Receivable, Accounts Payable, ERP, procurement, embedded finance or invoice-based payments is a strong advantage.• Strong commercial mindset, with experience managing revenue growth, pipeline execution, business performance or P&L-related outcomes.• Executive presence and consultative sales experience, with the ability to influence senior stakeholders internally and externally.• Strong analytical capability, including the ability to use data to build business cases, track performance and shape strategy.• Collaborative, entrepreneurial and execution-focused, with the ability to work across a matrixed organization and turn strategy into measurable outcomes. Corporate Security Responsibility All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must: - Abide by Mastercard's security policies and practices; - Ensure the confidentiality and integrity of the information being accessed; - Report any suspected information security violation or breach, and - Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.

• Provide day-to-day support to Account Executives, brokers, and correspondent partners, ensuring smooth loan flow, accurate communication, and exceptional service throughout the loan process. • Serve as a primary point of contact for Account Executives regarding Non-QM loan products, guidelines, and complex loan scenarios. • Provide product, pricing, and eligibility support, helping to structure and pre-screen Non-QM files for submission. • Coordinate with operations, underwriting, and funding teams to ensure efficient processing and resolution of loan issues. • Monitor and track loan submissions and funding timelines to maintain consistent communication and pipeline flow. • Prepare and distribute marketing and training materials to support Account Executives and TPO partners. • Assist with the onboarding and Non-QM education of new broker and correspondent partners. • Collaborate closely with leadership to identify opportunities to improve the client experience and streamline internal processes.

• Builds and understands their assigned territory’s total available market, prospects high potential accounts, identifies pipeline opportunities, moves opportunities through the funnel to win new business • Responsible for driving profitable revenue and closing opportunities within territory by initiating, developing and/or delivering unique solutions that result in improved customer outcomes and benefits Abbott, ensures all commitments are met. • Investigates and understands assigned strategic accounts and their business environment including goals, objectives, strategies and competitive situation. • Identifies industry trends and changing market regulations and understands impact on strategic accounts. • Maintains a detailed understanding of customer decision makers and influencers, builds and preserves customer relationships to leverage in driving new sales and expanding existing business in the hospital space into decentralized locations in collaboration with the Centralized Informatics Account Manager. • Proactively identifies opportunities or acts upon previously identified opportunities to prepare and deliver account-specific Abbott value proposition resulting in positive action. • Acts as an internal advocate for the customer, cultivates Abbott internal relationships and leverages to drive business objectives. • Identifies and facilitates cross-sell and up-sell opportunities • Demonstrates commitment to the development, implementation and effectiveness of ARDx Informatics’ Quality Management System per ISO, FDA and other regulatory agencies.