Cloudinary

Strategic Account Executive

Job Description

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.

    • Apply Now
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