The Role
About Cloudinary and the Emerging Business Team
Cloudinary’s Emerging Business (EB) group is Cloudinary’s new products’ launchpad. Our teams are dedicated to bringing new solutions to market and driving their successful adoption within Cloudinary’s ecosystem all the way to Product-Market Fit and beyond.
About the Role
We are seeking a Sales Overlay Director to be a key contributor to the Go-To-Market (GTM) strategy and execution for the more-mature EB products. This role is focused on driving sales execution, enabling sales teams, tracking deal progress, and supporting successful deal closures within Cloudinary’s GTM teams - Account Executives (AEs), Business Account Managers (BAMs), Solution Engineers (SEs), and Channel Sales. In this newly-created position, the Sales Overlay Director will collaborate closely with the General Managers (GMs) of EB products to support them in driving 5X-10X YoY ARR growth.
Success in this role requires development of subject-matter expertise, a deep understanding of the system, the ability to demonstrate its value, and the skillset to support account teams in closing deals. Additionally, the Sales Overlay Director will provide real-time visibility to the GMs and leadership on funnel and deal status.
Given the global nature of the business, flexibility in working hours is expected, to accommodate engagements across both Europe and America.
Responsibilities:
- ✅ GTM Contribution & Sales Execution
- Actively contribute to the development and execution of GTM strategies, ensuring strong alignment with Cloudinary’s overall sales motions.
- Serve as a key connection between EB and Cloudinary’s Sales, Marketing, Customer Success, and Partner Teams.
- Support and drive high-value, complex sales opportunities, working closely with AEs, BAMs, and SEs.
- Ensure smooth execution of sales processes, training sales teams, following up on deals, and facilitating successful sales motions.
- Representing EB at events, webinars and other speaking engagements.
- Collaborate with EB GMs to implement GTM initiatives and enhance product engagement within the sales ecosystem.
- ✅ Sales Enablement & Training
- Develop and deliver training programs to ensure sales teams are confident in positioning and selling EB products.
- Create and refine playbooks, battlecards, and objection-handling frameworks.
- Provide ongoing coaching and support to sales teams, reinforcing best practices and positioning strategies.
- Demonstrate EB products effectively, equipping the sales team with the necessary knowledge and skills.
- ✅ Pipeline & Performance Management
- Maintain accurate and up-to-date CRM records to track EB product pipeline details.
- Provide leadership with visibility into deal progress, forecasting, and probability of closures.
- Regularly report on pipeline, deal velocity, and conversion rates to ensure strategic alignment.
- ✅ Market & Product Influence
- Play a key role in refining EB products’ positioning, messaging, and roadmap priorities based on sales feedback.
- Work cross-functionally with Product, Growth, and GTM leaders to optimize adoption and remove barriers to success.
- Identify and develop new revenue streams and use cases to drive additional growth opportunities.
About You:
- ✔ 10+ years of experience in sales execution, sales enablement, or strategic sales roles within a SaaS environment.
- ✔ Strong track record in supporting and driving sales success for new products within an enterprise sales motion.
- ✔ Expertise in sales process execution, CRM management, and deal acceleration.
- ✔ Experience in training and enabling sales teams to confidently position and sell products.
- ✔ Ability to work flexible hours to accommodate engagements across Europe and America.
- ✔ Exceptional collaboration and communication skills to foster alignment across Sales, Product, and Customer Success teams.
- ✔ Experience in developer-first, media management, or cloud technologies is a plus.
- ✔ Experience in a Sales Overlay capacity is a strong plus.
Why Join Cloudinary’s Emerging Business?
- 🚀 Contribute to the successful execution of go-to-market efforts for Cloudinary’s newest innovations.
- 🌍 Be part of a dynamic team influencing product and sales execution at a strategic level.
- 💰 Competitive compensation.
- 🔄 Play a pivotal role in ensuring scalable, repeatable GTM execution for EB products.
- If you’re a results-driven sales professional who thrives on driving adoption of innovative SaaS products, we’d love to hear from you!
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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.
