Senior Business Analyst, Quote-To-Order

Cloudflare•San Francisco, CA

5d•Hybrid

About The Position

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. We realize people do not fit into neat boxes. We are looking for curious and empathetic individuals who are committed to developing themselves and learning new skills, and we are ready to help you do that. We cannot complete our mission without building a diverse and inclusive team. We hire the best people based on an evaluation of their potential and support them throughout their time at Cloudflare. Come join us! This is a hybrid role based in Austin, TX. Overview As a Senior Business Analyst, Quote-to-Order, you will play a critical role in scaling our Revenue organization infrastructure to support our high-growth trajectory toward $5B in Annual Recurring Revenue (ARR). Reporting to the Manager, Quote-to-Order Business Process Strategy & Operations, you will be the Subject Matter Expert (SME) within the Revenue Operations organization for all processes and systems within the Quote-to-Order portion of the Sales lifecycle, focusing on standardization, scalability, and optimization to improve the Sales experience within the GTM tech stack. This is a key hands-on role that requires a deep blend of process architecture, documentation expertise, and a proactive mindset for continuous improvement in a fast-paced, global public company environment.

Requirements

5+ years of experience in Revenue Operations, Business Process Management, or a similar function focused on the Quote-to-Order (QTO) lifecycle.
Deep functional knowledge of QTO processes, including configuration, quoting, discounting/approval, order management, billing/invoicing, provisioning, and the technical requirements for integrating front-office and back-office systems.
Proven ability to create, maintain, and govern complex, enterprise-level process documentation using tools like Visio, Lucidchart, or Confluence.
Strong working knowledge of major QTO systems (e.g., Salesforce CPQ, Zuora, Ironclad, DocuSign, AdobeSign) and ERP systems (e.g., Oracle, NetSuite).
Experience using data to analyze process performance, identify root causes of inefficiency, and measure the impact of improvements.
Excellent written and verbal communication skills with the ability to articulate complex process flows to technical and non-technical audiences.

Nice To Haves

Experience in a high-growth SaaS environment, ideally in a public company setting.
Functional knowledge of Quote-to-Cash (QTC) lifecycle.
Familiarity with compliance standards like SOX.
Certification in process methodologies (e.g., Six Sigma, BPM).

Responsibilities

Drive Alignment for Quote-to-Order Process: Serve as the liaison between Sales, Revenue Operations, IT, Legal, Deal Desk, and Order-to-Cash Accounting for the end-to-end quote-to-signature processes that directly impact the Sales organization to drive continuous process transformation and improvements to positively impact deal life cycle.
Process Design & Standardization: Partner with key stakeholders across Revenue Operations, Order-to-Cash Accounting, IT, Legal, and Deal Desk to design, implement, and govern standardized, scalable business processes that align with our strategic goals, including global expansion and partner ecosystem enablement.
System Alignment: Work closely with IT and the Quote-to-Order Business Process Strategy and Operations team to ensure processes are accurately and efficiently supported by our core platforms, including Salesforce (CPQ/Revenue Cloud, Order Management), Ironclad, eSignature (Adobe/DocuSign) and other tools key to the business process.
Create and Maintain Process Documentation: Develop, organize, and maintain highly detailed, accurate, and audience-appropriate documentation (e.g., process maps, runbooks, SOPs, swimlane diagrams) for all Quote-to-Order (QTO) workflows in designated repositories for the Revenue organization.
Ensure Compliance: Document processes to meet SOX and other internal control requirements, working with Audit and Compliance teams to maintain a compliant environment.
Training & Enablement: Use process documentation to support the development of training materials and act as a resource to educate cross-functional teams on process adoption and best practices.
Proactive Opportunity Identification: Proactively analyze current QTO processes and data (leveraging tools like Celonis) to identify bottlenecks, friction points, control gaps, and opportunities for automation and optimization.
Lead Improvement Initiatives: Manage and execute process improvement projects, driving consensus and implementing solutions that increase deal velocity, improve data integrity, and enhance the overall operational efficiency of the QTO cycle.

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