Drive growth within global strategic accounts by leading complex, multi-year sales engagements and collaborating with executive stakeholders and cross-functional teams.
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’re looking for a Strategic Account Executive to join our New Business Sales organization. In this role, you will drive Cloudinary’s growth within global strategic accounts, focusing exclusively on self-generated, net-new global enterprise acquisition.
You’ll lead complex, multi-year, multi-product sales engagements, guiding large, multi-threaded opportunities that position Cloudinary as a long-term strategic platform. In this highly consultative, value-based role, you will shape transformational deals that align Cloudinary’s solutions to measurable business outcomes. You’ll collaborate closely with executive stakeholders, partner ecosystems, and internal cross-functional teams to deliver strategic wins that expand Cloudinary’s footprint in the Enterprise segment.
Responsibilities:
- Own the development and execution of a strategic target account list, and generate self-sourced, net-new global opportunities from executive engagement through close.
- Lead complex, multi-threaded, long-cycle global deals across stakeholders, business units, and partners.
- Build and continuously refine a strategic account list in collaboration with SDR, RevOps, and Alliances, with clear penetration and expansion strategies per account
- Build ROI-driven business cases that tie Cloudinary’s platform to measurable outcomes.
- Orchestrate cross-functional teams across GTM, Product, Pricing, Alliances, Marketing, and Professional Services to advance priority deals.
- Proactively generate an executive-level pipeline through direct outbound engagement, partner collaboration, and whitespace account penetration, with the expectation to self-generate the majority of the pipeline.
- Maintain accurate forecasting and disciplined pipeline management aligned to a $1.2M+ ARR quota.
- Engage C-suite stakeholders as a trusted advisor within strategic enterprise accounts.
- Champion a culture of customer value, accountability, and operational excellence.
About You:
- 8+ years of enterprise SaaS sales experience leading complex, value-based engagements.
- Consistent track record of exceeding $1.2M+ annual quota through long-cycle, multi-stakeholder global deals.
- Executive presence with the ability to influence senior decision-makers.
- Proven success in building strategic account plans and generating net-new enterprise pipeline.
- Demonstrated ability to create large enterprise opportunities from cold entry, including executive-level outbound prospecting and organizational mapping.
- Experience in co-selling with channel and ecosystem partners.
- Strong cross-functional leadership in matrixed environments.
- Accurate forecasting and disciplined pipeline management for strategic accounts.
- Degree in Business, Marketing, or a related field, or equivalent practical experience.
Ideally, You Bring
- Experience selling into Global 2000 or Fortune 500 organizations.
- Familiarity with structured sales methodologies such as MEDDICC, Challenger, or similar frameworks.
- Experience leading partner-influenced or partner-led enterprise sales motions.
- Demonstrated success closing seven-figure, multi-year enterprise agreements.
- Experience working in a distributed global environment.
#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.
Top Skills
Challenger
Meddicc
Salesforce
Similar Jobs
Artificial Intelligence • Big Data • Healthtech • Information Technology • Machine Learning • Software • Analytics
Manage ongoing contract relationships and service delivery to clients, build relationships, and lead complex projects for key business objectives.
Healthtech • Other • Social Impact • Software • Telehealth
The Strategic Sales & Partnerships Manager develops and closes enterprise sales with employer accounts, maintaining high pipeline goals and cultivating long-term partnerships.
Top Skills:
Crm SystemsSalesforce
Artificial Intelligence • Hardware • Information Technology • Security • Software • Cybersecurity • Big Data Analytics
The Executive Account Manager is responsible for developing project opportunities, managing relationships with government officials, driving strategies, and achieving revenue targets. Requires strong negotiation and communication skills, and a deep understanding of public safety solutions.
Top Skills:
Salesforce
What you need to know about the Seattle Tech Scene
Home to tech titans like Microsoft and Amazon, Seattle punches far above its weight in innovation. But its surrounding mountains, sprinkled with world-famous hiking trails and climbing routes, make the city a destination for outdoorsy types as well. Established as a logging town before shifting to shipbuilding and logistics, the Emerald City is now known for its contributions to aerospace, software, biotech and cloud computing. And its status as a thriving tech ecosystem is attracting out-of-town companies looking to establish new tech and engineering hubs.
Key Facts About Seattle Tech
- Number of Tech Workers: 287,000; 13% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Amazon, Microsoft, Meta, Google
- Key Industries: Artificial intelligence, cloud computing, software, biotechnology, game development
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Madrona, Fuse, Tola, Maveron
- Research Centers and Universities: University of Washington, Seattle University, Seattle Pacific University, Allen Institute for Brain Science, Bill & Melinda Gates Foundation, Seattle Children’s Research Institute
