The Role
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.
We are seeking a VP of Global New Business Sales to lead and scale our worldwide new-logo acquisition strategy as we continue our rapid growth. This leader will own all net-new customer revenue, build and optimize a high-performing global sales organization, and establish repeatable, predictable new business motions across regions and segments.
The ideal candidate is a data-driven sales executive with deep experience in B2B SaaS and consumption-based models, who has successfully scaled new business sales teams in complex, technical, and multi-stakeholder buying environments. This leader knows how to build and lead elite (A-player) sales teams, understands how to position multiple products at the point of entry, align stakeholders, and close high-quality first transactions.
Responsibilities:
- Global New Business Strategy & Execution
- Own global net-new ARR targets and pipeline conversion for all new business segments.
- Design and execute a scalable new-logo sales strategy aligned with company growth objectives.
- Drive consistency and excellence across regions while allowing for local market nuance.
- Partner with Marketing to refine ICPs, segmentation, demand generation, and account-based strategies.
- Sales Organization Leadership
- Establish clear operating rhythms, forecasting rigor, and performance management.
- Attract, hire, onboard, and retain top sales talent at scale.
- Develop a high-performing team of excellence.
- Create a strong culture of accountability, coaching, and continuous improvement.
- Go-To-Market & Consumption Model Expertise
- Lead sales motions optimized for usage-based / consumption pricing models.
- Drive strong alignment between new business sales, solutions engineering, product, and RevOps
- Ensure sales teams effectively articulate value, ROI, and expansion potential from day one.
- Optimize deal structures that support long-term consumption growth and customer lifetime value.
- Pipeline, Forecasting & Metrics
- Own global new business forecasting accuracy and pipeline health.
- Define and track KPIs across the funnel (pipeline creation, win rates, sales cycle, ACV/TCV, ramp productivity).
- Use data and insights to continuously refine territory design, coverage models, and capacity planning.
- Cross-Functional Leadership
- Partner closely with Product, Finance, RevOps, and Growth Teams to ensure seamless handoffs and customer experience.
- Provide field feedback to influence product roadmap and packaging decisions.
- Act as a key voice on the executive leadership team for new business growth strategy.
About You:
- 15+ years of progressive experience in B2B SaaS sales, with significant leadership at the VP+ level.
- Proven success leading global new business sales at a $100M–$500M ARR SaaS company.
- Deep experience with consumption-based or usage-driven revenue models.
- Demonstrated ability to build, manage, and retain elite sales teams.
- Demonstrated ability to scale sales organizations across multiple geographies (NA, EMEA, APAC).
- Strong background in selling complex, technical solutions to mid-market and enterprise customers.
- Established track record of building predictable, repeatable new-logo motions.
- Exceptional forecasting discipline and operational rigor.
- Experience partnering closely with Marketing and RevOps in a modern GTM organization.
Preferred Qualifications:
- Experience in developer-focused, infrastructure, data, or platform SaaS companies.
- Prior experience taking a company through rapid ARR growth and/or IPO-readiness.
- Familiarity with PLG-assisted or hybrid sales motions.
#LI-GC1
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.
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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.
