Responsibilities:
- Own quarterly and annual SDR-sourced pipeline ARR targets, with clear accountability for conversion quality and deal-size mix.
- Lead and evolve a global SDR organization with a focus on productivity per rep, qualification rigor, and sustainable throughput.
- Partner with GTM Ops, Sales leadership to define and enforce sales acceptance criteria, including disqualification standards.
- Collaborate with Marketing to align inbound, outbound, and product-led signals into intent-weighted SDR motions.
- Redesign SDR coverage, segmentation, and routing to support higher win-rate segments
- Own forecasting, capacity planning, and performance modeling in partnership with RevOps, including pipeline per SDR and ARR efficiency metrics.
- Continuously evolve the SDR playbook, including messaging, sequencing, tooling, and AI-assisted workflows, to drive measurable gains in productivity.
- Develop SDR managers as operators who understand pipeline economics, not just coaching and activity management.
About you:
- You must be willing to work out of our San Jose office 3 days a week and travel internationally as needed.
- 5+ years leading global SDR teams in B2B SaaS, including experience designing teams to improve efficiency and conversion.
- Demonstrated success driving high-quality pipeline in multi-product, multi-segment sales environments.
- Strong command of pipeline economics, including deal-size mix, win-rate dynamics, and SDR cost efficiency.
- Hands-on leader who can move between strategic modeling and frontline coaching.
- Deep experience with modern sales development tooling (Outreach, Gong, CommonRoom, CRM, intent data, AI SDR workflows) and a track record of using technology to build efficient pipeline.
Top Skills
What We Do
Cloudinary’s mission is to empower companies to deliver visual experiences that inspire and connect by unleashing the full potential of their media. With more than 50 billion assets under management and 7,500 customers worldwide, Cloudinary is the industry standard for developers, creators and marketers looking to upload, store, transform, manage, and deliver images and videos online. As a result, leading brands like Atlassian, Bleacher Report, Grubhub, Hinge, NBC, Mediavine, Peloton, Petco and Under Armour are seeing significant business value in using Cloudinary, including faster time to market, higher user satisfaction, and increased engagement and conversions. For more information, visit www.cloudinary.com.
