Vice President, Global New Business Sales

Cloudinary is the Image and Video API platform trusted by millions of developers and over 10,000 companies worldwide. They are seeking a VP of Global New Business Sales to lead and scale their worldwide new-logo acquisition strategy, owning all net-new customer revenue and building a high-performing global sales organization.

Responsibilities:

• Global New Business Strategy & Execution
• Own global net-new ARR targets and pipeline conversion for all new business segments
• Design and execute a scalable new-logo sales strategy aligned with company growth objectives
• Drive consistency and excellence across regions while allowing for local market nuance
• Partner with Marketing to refine ICPs, segmentation, demand generation, and account-based strategies
• Sales Organization Leadership
• Establish clear operating rhythms, forecasting rigor, and performance management
• Attract, hire, onboard, and retain top sales talent at scale
• Develop a high-performing team of excellence
• Create a strong culture of accountability, coaching, and continuous improvement
• Go-To-Market & Consumption Model Expertise
• Lead sales motions optimized for usage-based / consumption pricing models
• Drive strong alignment between new business sales, solutions engineering, product, and RevOps
• Ensure sales teams effectively articulate value, ROI, and expansion potential from day one
• Optimize deal structures that support long-term consumption growth and customer lifetime value
• Pipeline, Forecasting & Metrics
• Own global new business forecasting accuracy and pipeline health
• Define and track KPIs across the funnel (pipeline creation, win rates, sales cycle, ACV/TCV, ramp productivity)
• Use data and insights to continuously refine territory design, coverage models, and capacity planning
• Cross-Functional Leadership
• Partner closely with Product, Finance, RevOps, and Growth Teams to ensure seamless handoffs and customer experience
• Provide field feedback to influence product roadmap and packaging decisions
• Act as a key voice on the executive leadership team for new business growth strategy

Requirements:

• 15+ years of progressive experience in B2B SaaS sales, with significant leadership at the VP+ level
• Proven success leading global new business sales at a $100M–$500M ARR SaaS company
• Deep experience with consumption-based or usage-driven revenue models
• Demonstrated ability to build, manage, and retain elite sales teams
• Demonstrated ability to scale sales organizations across multiple geographies (NA, EMEA, APAC)
• Strong background in selling complex, technical solutions to mid-market and enterprise customers
• Established track record of building predictable, repeatable new-logo motions
• Exceptional forecasting discipline and operational rigor
• Experience partnering closely with Marketing and RevOps in a modern GTM organization
• Experience in developer-focused, infrastructure, data, or platform SaaS companies
• Prior experience taking a company through rapid ARR growth and/or IPO-readiness
• Familiarity with PLG-assisted or hybrid sales motions