The Role
The Enterprise Account Executive will manage the full sales cycle, exceed quotas, and develop strategic account plans, focusing on value-based selling.
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.
As an Enterprise Account Executive, you’ll play a pivotal role in driving Cloudinary’s next phase of growth. This is a value-based, business case–led sales role. You’ll create demand, shape deals, and help enterprise customers understand why Cloudinary is the right choice, why now.
You’ll lead strategic, multi-stakeholder sales cycles from prospecting to close, partnering cross-functionally to build ROI-driven business cases that tie our solutions directly to customer outcomes. Success requires a proven ability to generate pipeline, execute with precision, and consistently exceed quota. This opportunity is exclusively for candidates based on the West Coast.
Responsibilities:
- Own and manage the full enterprise sales cycle from outreach to close, consistently exceeding quota.
- Build and maintain a 4x qualified pipeline, driving predictable, sustainable revenue growth.
- Lead ROI and value-led discovery, connecting Cloudinary’s capabilities to measurable business outcomes.
- Develop and execute strategic account and territory plans to maximize market penetration.
- Partner with BDRs, Marketing, Channels & Alliances, and Product teams to create and progress high-quality opportunities.
- Deliver accurate, data-driven pipeline forecasts with accountability and consistency.
- Represent Cloudinary at industry events and customer engagements as a trusted advisor and brand ambassador.
About You:
- Must have 5+ years of Enterprise SaaS sales experience, consistently exceeding quota ($1M+ ARR) in video or asset-related products.
- Demonstrated success managing complex, multi-stakeholder sales cycles, along with proficiency in selling deals over 100k.
- Strong command of value-based and ROI-led selling, with the ability to articulate business impact.
- Excellent communication and presentation skills, engaging both technical and business leaders.
- Highly driven, disciplined, and collaborative, thrives in a performance-focused culture.
- Experience with structured methodologies (MEDDICC, Challenger, or similar) preferred.
- Willingness to travel up to 25% for customer meetings and events.
Why Join Enterprise Sales at Cloudinary
Impact and Ownership: Lead strategic, high-value deals that shape Cloudinary’s growth trajectory.
High-Performance Culture: Join a team defined by excellence, accountability, and collaboration.
Growth Environment: Access world-class enablement, tools, and coaching.
Compensation: Competitive base, uncapped commission, and strong earning potential.
Mission: Help the world’s leading brands create, manage, and deliver better visual experiences.
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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.
Top Skills
APIs
Challenger
Meddicc
Roi-Driven Business Cases
SaaS
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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.
