Business Analyst

Available Location: Lisbon, Portugal About the Department
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.
About the Role
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.
Key Responsibilities
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.

Skills & Qualifications
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)