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.

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.

Strategic Account Executive

Key skills