VP of Global Customer Growth

Cloudinary is the leading provider of media management solutions, powering the trusted, award-winning visual experiences for many of your favorite brands. Cloudinary is the de facto media platform standard for developers and brand managers looking to upload, store, transform, manage, and deliver images and videos online. With over 60 billion assets managed, up to 2000 pieces of content processed by algorithms each second, and a $2Billion valuation, Cloudinary is quickly becoming the visual media layer of the Internet. We are at an exciting stage, rapidly expanding our product offering, entering new market segments, extending the customer base, and featuring over 10,000 customers including household names like Bombas, Levi's, NBC, Neiman Marcus, Minted, and Peloton. 

We offer a values-driven, supportive environment in which you will constantly learn and evolve; a place where your ideas will be embraced and pursued. We are proud of our collaborative, and growth-minded work culture, being included in the Forbes Cloud 100 for the last four years, and being a multi-time winner of many “Best Place to Work” awards.

We are looking for an accomplished leader with a track record of leading global account management/customer growth (renewal, cross-sell, and upsell) sales teams at B2B SaaS companies with revenues exceeding $100 million. 

If you are a visionary with a passion for driving revenue growth in a global culture-driven sales environment, we invite you to join the Cloudinary team and be a part of our journey to redefine the digital media landscape. This is a key leadership position in our revenue organization, reporting directly to the Chief Revenue Officer.

Key Responsibilities:

• Develop and execute a comprehensive Account Management and Growth sales strategy tailored to the multi-product global Mid-market & Enterprise B2B SaaS platform, ensuring alignment with business objectives and revenue targets
• Lead, motivate, and mentor a high-performing sales team, which includes recruiting, hiring, and training new Account Managers on the post-sales process, to meet and exceed revenue goals
• Work alongside Account Managers by supporting deal strategy and client meeting preparation to ensure pipeline coverage, retention, and growth of existing customers
• Accountable for measuring weekly pipeline development
• Monitoring the activity of the team, tracking results, leading weekly forecast and pipeline review meetings, and ensuring consistency across teams and geographies
• Reporting on sales activity, pipeline development, and forecast to the CRO
• Aligning and establishing strong cross-functional partnerships with Cloudinary’s Customer Success, Onboarding, Sales, Marketing, Finance, and Product teams
• Serving as an escalation point for direct reports on all deals
• In Partnership with Customer Success and Sales, serve as the voice of the Customer to internal collaborators to appropriately influence the product roadmap
• Manage team members’ performance including formal reviews, establishing departmental and individual objectives, and performing applicable assessments
• Create a high-performance environment where business is conducted with integrity at all times and behavior aligns with Cloudinary’s core values.

About You - Required:

• Proven track record of successful leadership in B2B SaaS customer growth sales, with experience in companies surpassing $100 million in annual revenue - you have been on the journey from $100M to $250M in revenue and beyond
• Deep understanding of global markets, business practices, and market trends - you have managed global teams and a global customer portfolio
• Exceptional leadership, mentorship, and team-building skills, with a history of building and managing large teams of Sales Individuals
• Data-driven decision-making capabilities with the ability to leverage analytics for continuous improvement
• Builder mentality - experience building customer growth and renewal playbooks, processes, and customer journeys. You are a builder and coach - not a dashboard managing leader.

About You - Preferred:

• Experience in SaaS + consumption businesses
• Experience working with intangible/API-first products that power many use cases
• Experience working with technical + marketer buying committees/teams - where technical is the user buyer but marketing teams might be the economic buyer. 
• Experience working with buying committees that are not uniform - ie economic buyers are not always in the same function. 

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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

Matching 401k program

Robust vacation 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.