Senior Lead Management Specialist

Skills this role screens for

The company

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 Locations: Austin, TX, or SF Bay Area or NYC

The work

About the role

Cloudflare's Digital Marketing team is building a unified, signal-driven demand engine. It recognizes accounts at the web edge, acts on real-time intent, and turns anonymous traffic into high-velocity pipeline. That engine relies entirely on getting the right intent to the right place at the right time, and that handoff needs an owner.

We're hiring a Senior Lead Management Specialist to reimagine new ways to get BDRs and AEs richer buyer intelligence, faster, in a repeatable and scalable way—moving beyond traditional lead routing into real-time, signal-driven journey orchestration.

You will design a standard lifecycle and intelligence model that sales teams can trust, giving regional field teams the agility to run local campaigns while automatically equipping reps with the exact context needed to close deals faster.

You'll bridge the gap between digital engagement and sales execution, working alongside the Engine team to leverage Cloudflare's internal orchestration platform (Cloudflare OS) to automate manual queue management, list uploads, and lead routing. You'll report directly to the Senior Director of Digital Marketing and serve as the operational partner to Field Marketing, Regional Sales Leaders, Sales Operations, and BizApps. You will be the single point of accountability for how leads are processed, enriched, routed, and governed across Cloudflare's revenue engine.

The person we're looking for respects operational rigor and is energized to build high-velocity journey automation. If you can make sure no lead gets left behind today while building the signal-driven journey routing of tomorrow, we want to talk to you.

The work

What you'll do

Architect & Run the Journey Operations Engine

• Own the end-to-end lead lifecycle, routing algorithms, and queue architecture, ensuring 100% of qualified leads and intent signals are processed without delay or data drop.
• Monitor lead-flow integrity continuously across platforms (Marketo, Salesforce, LeanData), writing automated health checks, error logging, and alert triggers to resolve bottlenecks before they impact sales.
• Refactor legacy batch campaign operations into automated, real-time, event-driven routing logic.

Also

Drive Automation via Cloudflare OS

Own Governance, Lifecycle Logic & Data Architecture

Empower Sales Front Lines & Partner Cross-Functionally

• Treat operational tech debt as bugs to be resolved through code, API integrations, webhooks, or programmatic rules engine builds.
• Design extensible routing frameworks that give regional field marketing teams the agility to run local campaigns while maintaining strict global system standards.
• Own the lead scoring, account-to-lead matching, lifecycle states, and routing logic as a version-controlled source of truth.
• Partner with Data Engineering and BI teams to optimize schema, identity resolution at the web edge, and account telemetry hygiene across the MarTech stack.
• Define and govern logic change controls, API integration standards, and SLA tracking across marketing and sales systems.
• Automate the delivery of buyer intent telemetry (e.g., intent topics, event participation) directly into sales-facing views to accelerate sales outreach.
• Serve as the senior systems counterpart to Field Marketing leaders, Sales Development (BDR/SDR), Sales Operations, and BizApps to streamline GTM handoffs.
• Establish a continuous feedback loop with Sales to measure lead quality, velocity, and stage conversion performance.

Also

First-Year Outcomes

• Zero Lead Leakage & Sub-15 Minute Routing: Eliminate dropped, stuck, or misrouted leads across regional queues, ensuring 100% of qualified leads and intent signals reach the correct rep within 15 minutes.
• Context-Rich Handoffs for Reps: Automate the delivery of buyer intent telemetry to increase initial sales engagement and conversion rates.
• Rapid Campaign Processing & SLA Enforcement: Achieve a 24-hour processing standard for all regional events, webinars, and field campaign lists through Cloudflare OS automation workflows.
• Transparent Account Journey Visibility: Deploy clear, self-serve account-level engagement tracking within Salesforce so sales teams can identify active, high-intent target accounts prior to formal form fills.
• Shorter Sales Cycles & Increased Pipeline Velocity: Measurably reduce conversion timelines through automated lead prioritization and streamlined handoff workflows.

Who they want

Skills, Knowledge, and Experience

• 7–10 years of experience bridging B2B marketing operations with systems engineering, revenue operations, or MarTech architecture.
• Deep mastery of enterprise MarTech and CRM platforms—specifically Marketo, Salesforce, and advanced lead routing engines (e.g., LeanData).
• Strong engineering aptitude with practical experience using APIs (REST/SOAP), Webhooks, SQL, or scripting (Python, JavaScript, or Bash) to interface with platforms and automate data flows.
• Demonstrated ability to design state logic, lifecycle state transitions, and complex routing architectures with software-level change management discipline.
• Proven track record of automating manual MOPs workflows (list imports, campaign provisioning, enrichment) through workflow engines or custom scripts.
• Strong command of data governance, SLA monitoring, data layer schema, and account-to-lead matching models.
• Experience partnering directly with Field Marketing, BDR/SDR managers, Sales Ops, BizApps, and Data Engineering teams.
• A systems-thinking mindset—you view marketing operations as an engine of connected microservices and default to automating the repeatable.

Nice to have

Bonus Points

• Experience building on internal orchestration platforms, worker nodes (e.g., Cloudflare Workers), or IPaaS environments.
• Exposure to server-side tracking, edge technologies (e.g., Zaraz), CDPs, and account-based intent platforms (Demandbase, 6sense).
• Working knowledge of global compliance frameworks (GDPR, CCPA) implemented programmatically across data pipelines.

What you get

Compensation

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Compensation may be adjusted depending on work location.

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For San Francisco Bay Area based hires: Estimated annual salary of $138,000 - $190,000.

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For New York City based hires: Estimated annual salary of $132,000 - $182,000.

Equity

This role is eligible to participate in Cloudflare’s equity plan.…