Director, New Business Operations

Responsibilities:
• Own and evolve the operating model and cadence for all New Business motions, including standards, agendas, decision rights, and priorities.

• Lead forecast readiness and opportunity inspection, giving leaders an accurate, timely view of performance, risk, upside, stage progression, qualification, next steps, close dates, and opportunity health.

• Improve pipeline hygiene, opportunity completeness, and Salesforce data quality; combine Account Executive, Sales Engineer, and system signals to surface deal risk, blockers, and forecast changes early.

• Build and curate reporting that drives decisions, consolidating redundant dashboards into clear, useful views for New Business leaders and the field.

• Lead cross-functional initiatives involving CRM, CPQ, RFPs, pricing, and other GTM systems and processes from problem definition through delivery and adoption.

• Translate field needs into clear requirements, acceptance criteria, and success measures; coordinate owners, make tradeoffs visible, remove blockers, and escalate decisions with context.

• Partner with Marketing, Enablement, and Channels & Alliances to align handoffs and shared workflows, and convert field feedback into a prioritized improvement backlog.

• Create durable playbooks and inspection mechanisms; measure adoption, data quality, forecast accuracy, and process performance, and use the evidence to improve the operating model.

About You:
• Bachelor's degree or equivalent practical experience, plus 10+ years of progressive experience in Business Operations, Sales Strategy, or related roles in B2B SaaS or technology companies.

• Experience owning or materially shaping the operating model for New Business or enterprise sales motions.

• Strong experience with forecasting, pipeline management, opportunity inspection, and revenue-process discipline.

• Salesforce experience and familiarity with GTM systems such as CPQ and RFP tools, are highly desired.

• A proven ability to lead complex, cross-functional initiatives from requirements through delivery, adoption, and measurable outcomes.

• Strong analytical and data-storytelling skills, with the judgment to distinguish useful decision support from reporting noise.

• Exceptional stakeholder-management, written, and verbal communication skills, with the ability to create alignment and accountability without direct authority.

• Comfort moving between executive-level framing and detailed execution, with a high bar for clarity, urgency, organization, and follow-through.

Nice to Have:
• Experience supporting global, technical, or developer-focused sales organizations.

• Experience simplifying and increasing efficiencies of GTM processes.

• Familiarity with Cloudinary's market, including APIs, cloud technologies, digital asset management, or media workflows.

#LI-BP1

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 for employees & family
HSA company contribution
Matching 401k program
Robust vacation & wellness 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.