Cloudinary

Director, Global Sales Development

Cloudinary

full-time

Posted on:

Location Type: Hybrid

Location: San Jose • California • United States

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Job Level

Lead

About the role

  • Own quarterly and annual **SDR-sourced pipeline ARR targets**, with clear accountability for conversion quality and deal-size mix.
  • Lead and evolve a global SDR organization with a focus on **productivity per rep, qualification rigor, and sustainable throughput**.
  • Partner with GTM Ops, Sales leadership to define and enforce sales **acceptance criteria**, including disqualification standards.
  • Collaborate with Marketing to align inbound, outbound, and product-led signals into **intent-weighted SDR motions**.
  • Redesign SDR coverage, segmentation, and routing to support **higher win-rate segments**
  • Own forecasting, capacity planning, and performance modeling in partnership with RevOps, including **pipeline per SDR and ARR efficiency metrics**.
  • Continuously evolve the SDR playbook, including messaging, sequencing, tooling, and AI-assisted workflows, to drive measurable gains in productivity.
  • Develop SDR managers as operators who understand **pipeline economics**, not just coaching and activity management.

Requirements

  • 5+ years leading global SDR teams in B2B SaaS, including experience **designing teams to improve efficiency and conversion**.
  • Demonstrated success driving **high-quality pipeline in multi-product, multi-segment sales environments**.
  • Strong command of **pipeline economics**, including deal-size mix, win-rate dynamics, and SDR cost efficiency.
  • Hands-on leader who can move between **strategic modeling** and** frontline coaching.**
  • Deep experience with modern sales development tooling (Outreach, Gong, CommonRoom, CRM, intent data, AI SDR workflows) and a track record of using technology to **build efficient pipeline.**
Applicant Tracking System Keywords

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

Hard Skills & Tools
SDR-sourced pipeline ARR targetsconversion qualitydeal-size mixpipeline economicsforecastingcapacity planningperformance modelinghigh-quality pipelinestrategic modelingfrontline coaching
Soft Skills
leadershipcollaborationaccountabilitycoachingorganizational skillscommunicationproductivity focusqualification rigorsustainable throughputteam development