Senior Lead Management Specialist

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 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. 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. Drive Automation via Cloudflare OS • 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 Governance, Lifecycle Logic & Data Architecture • 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. Empower Sales Front Lines & Partner Cross-Functionally • 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. 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. 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. 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. Compensation Compensation may be adjusted depending on work location. For San Francisco Bay Area based hires: Estimated annual salary of $138,000 - $190,000. 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. Benefits Cloudflare offers a complete package of benefits and programs to support you and your family. Our benefits programs can help you pay health care expenses, support caregiving, build capital for the future and make life a little easier and fun! The below is a description of our benefits for employees in the United States, and benefits may vary for employees based outside the U.S. Health & Welfare Benefits • Medical/Rx Insurance • Dental Insurance • Vision Insurance • Flexible Spending Accounts • Commuter Spending Accounts • Fertility & Family Forming Benefits • On-demand mental health support and Employee Assistance Program • Global Travel Medical Insurance Financial Benefits • Short and Long Term Disability Insurance • Life & Accident Insurance • 401(k) Retirement Savings Plan • Employee Stock Participation Plan Time Off • Flexible paid time off covering vacation and sick leave • Leave programs, including parental, pregnancy health, medical, and bereavement leave 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.