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Cloudinary is the Image and Video API platform trusted by millions of developers and over 10,000 companies worldwide. The company provides powerful tools for websites to be faster, richer in user engagement, and breakthrough creativity, with a growing suite of products supporting developer efficiency and brand storytelling.
You will be a Strategic Account Director responsible for winning new logos across a named list of $1bn+ revenue enterprise brands in EMEA, with a focus on commerce. Your core responsibilities include:
• Win new business across a named territory of enterprise brands, consistently delivering against an annual new-business quota.
• Build pipeline through your own network, executive outreach, events, and partners rather than waiting for inbound leads.
• Run complex enterprise sales cycles with rigor using MEDDPICC methodology to qualify, map decision-making, and forecast accurately.
• Engage and align senior stakeholders across Digital, E-commerce, Brand and Creative, Marketing, IT, and Procurement up to CxO level.
• Build compelling, value-led business cases that tie Cloudinary to the brand's commercial priorities such as conversion, speed to market, content velocity, and total cost of ownership.
• Orchestrate the wider Cloudinary team including Solutions Engineering, Product, Customer Success, Marketing, and partners (SIs, agencies, commerce platforms) to win and land deals.
• Negotiate and close multi-year, multi-product enterprise agreements, working through MSAs, security reviews, and procurement.
• Grow each new strategic account through its first 12 months, working with Customer Success to drive adoption, expand into new teams, brands and regions, and land upsell and cross-sell opportunities.
• Write and execute strategic account plans for top targets and new customers, keeping Salesforce pipeline and forecasts accurate.
• Represent Cloudinary at industry events and bring market insight back into product and marketing.
Cloudinary offers a competitive base salary plus uncapped commission and equity, flexible hybrid working, and a collaborative, inclusive culture. You will have real executive and specialist support behind every deal and room to grow as the company scales its enterprise business across EMEA.
REQUIREMENTS:
• 10+ years of quota-carrying enterprise software sales, with at least 5 years in new business or strategic hunting roles.
• Track record of winning large, complex deals with $1bn+ revenue enterprise brands, growing them after signature, and consistently over-achieving quota.
• Experience selling into large enterprises across EMEA, ideally in commerce (fashion and apparel, retail, luxury).
• Established network of senior relationships in enterprise brands in digital, e-commerce, creative, marketing, or technology leadership.
• Strong grasp of how commerce brands operate: omnichannel, product content, seasonal launch cycles, brand governance, and the digital commerce tech stack.
• Mastery of a structured sales methodology (MEDDPICC or similar) and disciplined forecasting.
• Credibility to talk business value with a CDO or CMO and technical fit with an architect, translating between the two.
• Strong commercial and negotiation skills, including multi-year agreements and global procurement processes.
• Collaborative style: you lead the deal team, not just the deal.
• Willingness to travel across EMEA.
NICE TO HAVE:
• Experience selling DAM, PIM, CMS, e-commerce platforms, digital experience, or media and content technology.
• Relationships with SIs, digital agencies, and commerce platform partners these brands work with.
• Experience in a high-growth SaaS company helping shape a new vertical or territory.
• A second European language such as French, Italian, or German.
