As a Senior Business Analyst, Quote-to-Cash, you will play a critical role in scaling our Quote-to-Cash (QTC) infrastructure to support our high-growth trajectory toward $5B in Annual Recurring Revenue (ARR). Reporting to the Manager, QTC Business Process Strategy & Operations,you will be the definitive Subject Matter Expert (SME) for all processes and systems within the Quote-to-Cash portion of the QTC lifecycle, focusing on standardization, scalability, and optimization.
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.
Key Responsibilities
- Own the QTC Process: Serve as the Subject Matter Expert for the end-to-end Quote-to-Cash processes within the Quote-to-Cash lifecycle, including configuration, quoting, discounting/approval, order booking, provisioning, billing, invoicing, and revenue recognition handoffs.
- Process Design & Standardization: Partner with key stakeholders across Revenue Operations, Finance, IT, and Deal Desk to design, implement, and govern standardized, scalable QTC business processes that align with our strategic goals, including global expansion and partner ecosystem enablement.
- System Alignment: Work closely with IT and the QTC Business Process Strategy and Operations team to ensure Quote-to-Cash processes are accurately and efficiently supported by our core platforms, including Salesforce Revenue Cloud (CPQ, Billing) and ERP systems (e.g., Oracle, NetSuite).
- 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-Cash workflows in designated repositories (e.g., Confluence).
- 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 QTC 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 Quote-to-Cash cycle.
Required Qualifications
- 5+ years of experience in Revenue Operations, Business Process Management, or a similar function focused on the Quote-to-Cash (QTC) lifecycle.
- Deep functional knowledge of QTC 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 QTC systems (e.g., Salesforce CPQ/Billing, Zuora) 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.
- Experience in a high-growth SaaS environment, ideally in a public company setting.
- Familiarity with compliance standards like SOX.
- Certification in process methodologies (e.g., Six Sigma, BPM).
Top Skills
What We Do
Cloudflare, Inc. (NYSE: NET) is the leading connectivity cloud company on a mission to help build a better Internet. It empowers organizations to make their employees, applications and networks faster and more secure everywhere, while reducing complexity and cost. Cloudflare’s connectivity cloud delivers the most full-featured, unified platform of cloud-native products and developer tools, so any organization can gain the control they need to work, develop, and accelerate their business.
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