This is a high-impact role for a strategic, consultative seller who thrives in complex B2B SaaS environments. You’ll collaborate closely with Sales Development, Channels & Alliances, Marketing, Sales Engineering, Client Success, and Product teams to generate pipeline, win new business, and create lasting value for customers.
Responsibilities:
- Drive Sales Excellence: Source, nurture, and lead a sales pipeline from prospecting to closure, consistently exceeding a $1M annual revenue quota.
- Win New Business: Leverage innovative sales strategies to acquire net-new enterprise customers and establish long-term partnerships.
- Deliver Accurate Forecasts: Provide reliable monthly, quarterly, and annual sales revenue forecasts, ensuring predictability and accountability in your pipeline.
- Build Strategic Plans: Develop comprehensive territory and go-to-market strategies to maximize sales results and market penetration.
- Own Pipeline Generation: Take ownership of all pipeline generation activities, collaborating with Sales Development, Channels & Alliances, and Marketing/Demand Generation teams to drive lead quality and volume.
- Be a Brand Ambassador: Represent the Cloudinary brand with professionalism and enthusiasm at key industry events and customer engagements.
- Ensure Client Success: Partner with Client Success, Sales Engineering, and Product teams to deliver outstanding outcomes and build lasting relationships with clients.
- Showcase Solutions: Present Cloudinary’s features and benefits in a compelling way, both in-person and online, tailored to the unique needs of each prospect.
About You:
- Fluent in German and English
- Proven Track Record: 8+ years of experience in a tech-oriented B2B SaaS sales role, consistently meeting or exceeding quotas of $1m or more.
- Enterprise Expertise: Demonstrated success in managing complex sales cycles and acquiring high-value enterprise clients.
- Pipeline Ownership: Hands-on experience managing all aspects of pipeline growth, from lead generation to closing.
- Exceptional Communication: Strong presentation and interpersonal skills, with the ability to convey technical concepts to both technical and non-technical audiences.
- Collaborative and Coachable: A team player who is eager to learn, adapt, and contribute to shared success.
- Strategic Thinker: Adept at interpreting client objectives and developing actionable strategies and ROI business cases.
- Willingness to Travel: Open to traveling up to 25% for client meetings, events, and other engagements.
Ideally, You Bring
- Experience selling to German enterprise customers across digital experience, media, commerce, marketing technology, developer platforms, or related SaaS categories.
- Familiarity with complex buying committees, multi-threaded sales strategies, and executive-level stakeholder engagement.
- Experience building territory plans for German-speaking or broader EMEA markets.
- Comfort traveling and working in a distributed, multicultural environment.
- Experience partnering closely with Sales Engineering, Client Success, Product, Marketing, Channels, and Alliance teams to drive customer value.
We wanted to share an overview of the interview process for this role, so you know what to expect throughout the journey.
Interview Process Overview:
1. Recruiter Introduction Call
A conversation focused on your background, interest in Cloudinary, language fluency, and overall fit for the role.
2. Hiring Manager Interview
A deeper discussion around enterprise SaaS sales experience, territory ownership, pipeline strategy, forecasting, and complex deal cycles.
3. Presentation Exercise
An opportunity to showcase your communication style, strategic thinking, and how you approach customer conversations and solution positioning.
4. Stakeholder Interview
A collaborative conversation focused on cross-functional partnership, values alignment, and how you work with teams across the business.
5. Final Leadership Conversation
A final meet-and-greet conversation with senior leadership.
How to Prepare:
• Review Cloudinary’s website, customer stories, and platform overview
• Familiarize yourself with enterprise media management and SaaS sales motions
• Be ready to discuss complex enterprise deals, outbound strategies, and forecasting methodologies
• Prepare examples demonstrating collaboration, ownership, and customer impact
What You Can Expect From Us:
• Respect for your time
• Focused conversations
• Collaborative interactions
• A welcoming experience
At Cloudinary, our values guide how we work and hire:
• We Are All People
• Customer Value First
• Healthy Growth
• Efficient and Impactful
• Humble, Helpful, and Proud
• Life & Work
Disclaimer:
Please note: This is the expected interview process, but it is not fixed. Steps, interviewers, timing, or order may change based on scheduling, role needs, or additional alignment required.
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