Cloudinary

Vice President, Global New Business Sales

Cloudinary

full-time

Posted on:

Location Type: Remote

Location: United States

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Job Level

Lead

About the role

  • 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
  • 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
  • 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
  • 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
  • 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

Requirements

  • 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
Benefits
  • 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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
B2B SaaS salesconsumption-based revenue modelsusage-driven revenue modelssales forecastingKPI trackingpipeline managementaccount-based strategiesterritory designcapacity planningsales cycle optimization
Soft skills
leadershipteam buildingcoachingaccountabilitycontinuous improvementcommunicationcollaborationstrategic thinkingoperational rigorperformance management