The Role
Own the operating system for Cloudinary’s New Business organization, including sales processes, forecasting cadence, pipeline inspection, Salesforce data quality, reporting, and GTM workflows. Lead cross-functional CRM, CPQ, RFP, pricing, and process initiatives from requirements through adoption. Partner with sales, marketing, finance, legal, enablement, and alliances to improve forecast accuracy, operational discipline, field execution, and revenue performance.
Summary Generated by Built In
Cloudinary is the Image and Video API platform trusted by millions of developers and over 10,000 companies worldwide. Our powerful tools fuel websites to be faster, richer in user engagement, and breakthrough creativity. With a growing suite of products that support everything from developer efficiency to brand storytelling, Cloudinary is becoming the visual layer of the web.
Cloudinary has a globally distributed team across North America, EMEA, and Asia-Pacific, united by a shared commitment to building smart, scalable technology and a culture rooted in humility, curiosity, and collaboration. At Cloudinary, we celebrate Life & Work. We believe in healthy growth, working with purpose, and creating meaningful value. If you’re looking for a place where your voice matters and your work truly makes an impact, this may be the opportunity for you.
Cloudinary is looking for a Director, New Business Operations to make our New Business organization more predictable, focused, and effective as we scale. You will own the operating system behind our New Business motions - the processes, data, cadence, and tools that help leaders and sellers turn pipeline into ARR.
Reporting to the VP, Revenue Operations & Enablement, you will be the operating partner to New Business leadership, Account Executives, and Sales Engineers. You will work cross-functionally with Marketing, Pricing, Finance, IT, Legal, Data, Enablement, and Channels & Alliances to improve how the business runs.
This role is ideal for a hands-on operator who combines sales-operations expertise, analytical judgment, cross-functional execution, and a high bar for clarity and adoption. You will build the systems and rhythms that make it easier to inspect performance, resolve blockers, and improve field execution without owning the sale itself.
Reporting to the VP, Revenue Operations & Enablement, you will be the operating partner to New Business leadership, Account Executives, and Sales Engineers. You will work cross-functionally with Marketing, Pricing, Finance, IT, Legal, Data, Enablement, and Channels & Alliances to improve how the business runs.
This role is ideal for a hands-on operator who combines sales-operations expertise, analytical judgment, cross-functional execution, and a high bar for clarity and adoption. You will build the systems and rhythms that make it easier to inspect performance, resolve blockers, and improve field execution without owning the sale itself.
Responsibilities:
• Own and evolve the operating model and cadence for all New Business motions, including standards, agendas, decision rights, and priorities.
• Lead forecast readiness and opportunity inspection, giving leaders an accurate, timely view of performance, risk, upside, stage progression, qualification, next steps, close dates, and opportunity health.
• Improve pipeline hygiene, opportunity completeness, and Salesforce data quality; combine Account Executive, Sales Engineer, and system signals to surface deal risk, blockers, and forecast changes early.
• Build and curate reporting that drives decisions, consolidating redundant dashboards into clear, useful views for New Business leaders and the field.
• Lead cross-functional initiatives involving CRM, CPQ, RFPs, pricing, and other GTM systems and processes from problem definition through delivery and adoption.
• Translate field needs into clear requirements, acceptance criteria, and success measures; coordinate owners, make tradeoffs visible, remove blockers, and escalate decisions with context.
• Partner with Marketing, Enablement, and Channels & Alliances to align handoffs and shared workflows, and convert field feedback into a prioritized improvement backlog.
• Create durable playbooks and inspection mechanisms; measure adoption, data quality, forecast accuracy, and process performance, and use the evidence to improve the operating model.
• Lead forecast readiness and opportunity inspection, giving leaders an accurate, timely view of performance, risk, upside, stage progression, qualification, next steps, close dates, and opportunity health.
• Improve pipeline hygiene, opportunity completeness, and Salesforce data quality; combine Account Executive, Sales Engineer, and system signals to surface deal risk, blockers, and forecast changes early.
• Build and curate reporting that drives decisions, consolidating redundant dashboards into clear, useful views for New Business leaders and the field.
• Lead cross-functional initiatives involving CRM, CPQ, RFPs, pricing, and other GTM systems and processes from problem definition through delivery and adoption.
• Translate field needs into clear requirements, acceptance criteria, and success measures; coordinate owners, make tradeoffs visible, remove blockers, and escalate decisions with context.
• Partner with Marketing, Enablement, and Channels & Alliances to align handoffs and shared workflows, and convert field feedback into a prioritized improvement backlog.
• Create durable playbooks and inspection mechanisms; measure adoption, data quality, forecast accuracy, and process performance, and use the evidence to improve the operating model.
About You:
• Bachelor's degree or equivalent practical experience, plus 10+ years of progressive experience in Business Operations, Sales Strategy, or related roles in B2B SaaS or technology companies.
• Experience owning or materially shaping the operating model for New Business or enterprise sales motions.
• Strong experience with forecasting, pipeline management, opportunity inspection, and revenue-process discipline.
• Salesforce experience and familiarity with GTM systems such as CPQ and RFP tools, are highly desired.
• A proven ability to lead complex, cross-functional initiatives from requirements through delivery, adoption, and measurable outcomes.
• Strong analytical and data-storytelling skills, with the judgment to distinguish useful decision support from reporting noise.
• Exceptional stakeholder-management, written, and verbal communication skills, with the ability to create alignment and accountability without direct authority.
• Comfort moving between executive-level framing and detailed execution, with a high bar for clarity, urgency, organization, and follow-through.
• Experience owning or materially shaping the operating model for New Business or enterprise sales motions.
• Strong experience with forecasting, pipeline management, opportunity inspection, and revenue-process discipline.
• Salesforce experience and familiarity with GTM systems such as CPQ and RFP tools, are highly desired.
• A proven ability to lead complex, cross-functional initiatives from requirements through delivery, adoption, and measurable outcomes.
• Strong analytical and data-storytelling skills, with the judgment to distinguish useful decision support from reporting noise.
• Exceptional stakeholder-management, written, and verbal communication skills, with the ability to create alignment and accountability without direct authority.
• Comfort moving between executive-level framing and detailed execution, with a high bar for clarity, urgency, organization, and follow-through.
Nice to Have:
• Experience supporting global, technical, or developer-focused sales organizations.
• Experience simplifying and increasing efficiencies of GTM processes.
• Familiarity with Cloudinary's market, including APIs, cloud technologies, digital asset management, or media workflows.
• Experience simplifying and increasing efficiencies of GTM processes.
• Familiarity with Cloudinary's market, including APIs, cloud technologies, digital asset management, or media workflows.
#LI-BP1
We have you in mind. As an employee, you will experience many benefits, including:
Awesome technology
Top-talent peers
100% sponsored medical, dental, and vision plans for employees & family
HSA company contribution
Matching 401k program
Robust vacation & wellness policy
Annual development stipend
Catered lunches or a food stipend
Cloudinary is proud to be an equal-opportunity employer dedicated to pursuing a diverse workforce.
Skills Required
- Bachelor's degree or equivalent practical experience
- 10+ years of progressive experience in Business Operations, Sales Strategy, or related roles
- Experience in B2B SaaS or technology companies
- Experience owning or materially shaping operating models for new business or enterprise sales motions
- Experience with forecasting, pipeline management, opportunity inspection, and revenue-process discipline
- Experience with Salesforce and familiarity with GTM systems such as CPQ and RFP tools
- Ability to lead complex cross-functional initiatives from requirements through delivery, adoption, and measurable outcomes
- Strong analytical and data-storytelling skills
- Exceptional stakeholder-management, written, and verbal communication skills
- Experience supporting global, technical, or developer-focused sales organizations
- Experience simplifying and increasing efficiencies of GTM processes
- Familiarity with APIs, cloud technologies, digital asset management, or media workflows
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The Company
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.
