Strategic Account Executive

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.