Senior Lead Management Specialist

About Us

Cloudflare is on a mission to help build a better Internet. The company runs one of the world’s largest networks, powering 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. Traffic is routed through an intelligent global network that gets smarter with every request, delivering performance improvements and reducing spam and attacks.

Cloudflare has been named to Entrepreneur Magazine’s Top Company Cultures list and ranked among the World’s Most Innovative Companies by Fast Company. The culture values curiosity, AI‑native problem solving, and rapid iteration, with a focus on sharing improvements across the team.

Location

Available locations: Austin, TX; San Francisco Bay Area; New York City.

About the Role

The Digital Marketing team is building a unified, signal‑driven demand engine that turns anonymous traffic into high‑velocity pipeline. The Senior Lead Management Specialist will reimagine how BDRs and AEs receive richer buyer intelligence, moving beyond traditional lead routing to real‑time, signal‑driven journey orchestration. This role designs a standard lifecycle and intelligence model, partners with the Engine team to leverage Cloudflare OS for automation, and serves as the operational partner to Field Marketing, Regional Sales Leaders, Sales Operations, and BizApps. Reporting to the Senior Director of Digital Marketing, the specialist is the single point of accountability for lead processing, enrichment, routing, and governance across Cloudflare’s revenue engine.

Responsibilities

• Architect and run the Journey Operations Engine, owning end‑to‑end lead lifecycle, routing algorithms, and queue architecture to ensure 100 % of qualified leads and intent signals are processed without delay or data loss.
• Monitor lead‑flow integrity across Marketo, Salesforce, and 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, treating 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 agility to run local campaigns while maintaining strict global system standards.
• Own 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 delivery of buyer intent telemetry (e.g., intent topics, event participation) directly into sales‑facing views to accelerate outreach.
• Serve as senior systems counterpart to Field Marketing, Sales Development, 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 and sub‑15‑minute routing: 100 % of qualified leads and intent signals reach the correct rep within 15 minutes.
• Context‑rich handoffs for reps: Automated delivery of buyer intent telemetry increases initial sales engagement and conversion rates.
• Rapid campaign processing and SLA enforcement: 24‑hour processing standard for all regional events, webinars, and field campaign lists via Cloudflare OS automation.
• Transparent account journey visibility: Self‑serve account‑level engagement tracking within Salesforce enables sales teams to identify active, high‑intent target accounts before formal form fills.
• Shorter sales cycles and increased pipeline velocity: Measurable reduction in conversion timelines through automated lead prioritization and streamlined handoff workflows.

Requirements

• 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 such as 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.
• Systems‑thinking mindset; view marketing operations as an engine of connected microservices and default to automating the repeatable.
• Bonus: Experience building on internal orchestration platforms, worker nodes (e.g., Cloudflare Workers), or iPaaS environments.
• Bonus: Exposure to server‑side tracking, edge technologies (e.g., Zaraz), CDPs, and account‑based intent platforms (Demandbase, 6sense).
• Bonus: Working knowledge of global compliance frameworks (GDPR, CCPA) implemented programmatically across data pipelines.

Compensation

Compensation may be adjusted depending on work location.

San Francisco Bay Area: Estimated annual salary $138,000 – $190,000.

New York City: Estimated annual salary $132,000 – $182,000.

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

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
• Short and Long Term Disability Insurance
• Life & Accident Insurance
• 401(k) Retirement Savings Plan
• Employee Stock Participation Plan
• Flexible paid time off covering vacation and sick leave
• Leave programs including parental, pregnancy health, medical, and bereavement leave

What Makes Cloudflare Special?

Beyond being a highly ambitious, large‑scale technology company, Cloudflare has a soul. It protects the free and open Internet through initiatives such as Project Galileo (providing tools to 2,400+ journalism and civil‑society organizations in 111 countries) and the Athenian Project (securing state and local government election websites). The company also offers the public DNS resolver 1.1.1.1, a privacy‑centric service that never stores client IP addresses.