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. 

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. Come join us! 

The Sales Operations team at Cloudflare is the engine that powers our global go-to-market (GTM) strategy. We are responsible for the systems, processes, and insights that enable our sales teams to deliver security and performance to millions of internet properties. We bridge the gap between business strategy and technical execution, ensuring that our infrastructure scales as fast as our company does.

We are looking for a detail-oriented and organized professional to help drive operational excellence within our GTM processes and systems. In this role, you will specialize in the "Lead-to-Opportunity" lifecycle, acting as a key partner to our Business Development Representatives (BDR) and Marketing stakeholders.

As a Business Analyst, you will ensure that the handoff between Marketing and Sales is seamless. You will work to understand the "as-is" state of our lead routing and engagement processes, document the "to-be" vision, and ensure our BDRs have the tools they need to convert leads effectively. This is an exciting opportunity to build your career in a high-growth environment where your analysis will directly impact our pipeline generation.

Stakeholder Partnership

• Partner with the Business Stakeholders: Serve as the primary operational partner for BDR leadership and Marketing Operations. Ensure their requirements for lead handling and campaign tracking are captured and understood.
• Support Decision Making: Help analyze options, outlining pros and cons to support stakeholders and leadership in making informed decisions about system changes.
• Backlog Management: Maintain the project backlog for the Lead to Opportunity domain, ensuring user stories regarding lead management are clear, prioritized, and ready for development.

Analysis & Solution Design

• Lead Lifecycle Optimization: Map out current process flows for lead ingestion, scoring, routing, and conversion. Identify "leaky bucket" gaps where potential opportunities are dropped and propose efficient solutions.
• Define Requirements: Write clear user stories for system enhancements that impact the top of the funnel (e.g., changes to Salesforce lead objects or Sales Engagement platforms).
• Process Documentation: Create and maintain up-to-date documentation on how leads flow from Marketing systems into Sales hands, ensuring clear "Rules of Engagement" are documented.

Execution & Quality Assurance

• Drive Readiness: Organize and support system demos and training specifically for BDRs to ensure they are ready to adopt new tools and workflows.
• Validate Solutions: Test lead routing logic and system triggers to ensure leads are getting to the right person at the right time before changes are deployed.
• System Expertise: Develop a strong familiarity with the interaction between Marketing Automation (Marketo and other marketing applications) and Salesforce to identify data sync issues or conflicts.

Required Capabilities

• Experience: Proven experience working as a Business Analyst or in Sales/Marketing Operations. Past experience specifically focused on Lead-to-Opportunity, Demand Gen, or BDR processes is highly advantageous.
• Technical Familiarity: Solid understanding of Salesforce and related sales technologies. You are comfortable navigating lead conversion paths and basic routing logic.
• Analytical Skills: Ability to capture process flows, identify inefficiencies, and document detailed requirements.
• Communication: Strong verbal and written communication skills. You can effectively explain system concepts to non-technical stakeholders and business needs to technical teams.

Desirable Skills

• Experience with Agile/Scrum methodologies.
• Familiarity with high-growth SaaS environments.
• Familiarity with Sales Engagement Platforms (e.g., Gong, Outreach, SalesLoft).
• Exposure to Marketing Automation platforms (e.g., Marketo, HubSpot) and how they integrate with CRMs.
• Experience with Lead Routing tools (e.g., LeanData)

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!

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.