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Salary: USD 132,000 - 190,000 / annual
Cloudflare is seeking a Senior Lead Management Specialist to architect and operate the company's demand generation engine. This role bridges digital marketing operations with systems engineering, owning the end-to-end lead lifecycle, routing algorithms, and queue architecture across Cloudflare's revenue organization.
You will design a unified, signal-driven demand engine that recognizes accounts at the web edge, acts on real-time intent, and turns anonymous traffic into high-velocity pipeline. Working directly with the Senior Director of Digital Marketing, you'll serve as the operational partner to Field Marketing, Regional Sales Leaders, Sales Operations, and BizApps teams.
Key responsibilities include:
**Architect & Run the Journey Operations Engine:** Own the complete lead lifecycle and routing logic, ensuring 100% of qualified leads and intent signals are processed without delay. Monitor lead-flow integrity continuously across Marketo, Salesforce, and LeanData, writing automated health checks and alert triggers to resolve bottlenecks before they impact sales. Refactor legacy batch campaign operations into automated, real-time, event-driven routing.
**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 agility while maintaining strict global system standards.
**Own Governance, Lifecycle Logic & Data Architecture:** Establish lead scoring, account-to-lead matching, lifecycle states, and routing logic as version-controlled source of truth. Partner with Data Engineering and BI teams to optimize schema, identity resolution, and account telemetry hygiene. Define logic change controls, API integration standards, and SLA tracking.
**Empower Sales Front Lines:** Automate delivery of buyer intent telemetry directly into sales-facing views. Serve as senior systems counterpart to Field Marketing, BDR/SDR, Sales Ops, and BizApps. Establish continuous feedback loops to measure lead quality, velocity, and conversion performance.
First-year outcomes include: eliminating lead leakage with sub-15-minute routing, automating context-rich handoffs for reps, achieving 24-hour processing for regional campaigns, deploying transparent account journey visibility in Salesforce, and measurably reducing sales cycle length through automated prioritization.
**Requirements:**
- 7–10 years bridging B2B marketing operations with systems engineering, revenue operations, or MarTech architecture
- Deep mastery of 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, Bash)
- Demonstrated ability to design state logic, lifecycle state transitions, and complex routing architectures with software-level change management discipline
- Proven track record 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 connected microservices and default to automating the repeatable
**Bonus:** Experience building on internal orchestration platforms, worker nodes (Cloudflare Workers), or iPaaS; exposure to server-side tracking, edge technologies (Zaraz), CDPs, and account-based intent platforms (Demandbase, 6sense); working knowledge of GDPR/CCPA implemented programmatically.
