We're hiring a Strategic Account Director to win and grow new strategic accounts across EMEA. You'll target $1bn+ revenue enterprise brands and lead complex, multi-stakeholder sales cycles from first conversation to signature. You'll then own each new relationship through its first 24 months, expanding Cloudinary's footprint as the customer scales.
We specialise in commerce, particularly fashion and apparel, retail and luxury, so experience in these verticals is highly valued. Your territory won't be limited to them.
This is a hunting and early-growth role for someone who knows large enterprise brands, the people who run their digital, e-commerce, creative and technology functions, and how they buy. You'll be the senior face of Cloudinary in those accounts, bringing in the right internal experts to build business cases that land at board level.
London-based (hybrid), covering EMEA, reporting to the VP Global Sales.
Responsibilities:
Win new logos across a named list of $1bn+ revenue enterprise brands in EMEA, with a focus on commerce, consistently delivering against an annual new-business quota.
Build pipeline through your own network, executive outreach, events and partners, rather than waiting for inbound.
Run complex enterprise sales cycles with rigour, using MEDDPICC 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 and 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 24 months, working with Customer Success to drive adoption, expand into new teams, brands and regions, and land upsell and cross-sell across our full product suite.
Write and execute strategic account plans for your top targets and new customers, and keep Salesforce pipeline and forecasts accurate.
Represent Cloudinary at industry events and bring market insight back into product and marketing.
About You:
10+ years of quota-carrying enterprise software sales, with at least 5 in new business or strategic hunting roles.
A 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, such as fashion and apparel, retail or luxury.
An established network of senior relationships in enterprise brands, in digital, e-commerce, creative, marketing or technology leadership.
A 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.
The 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.
A 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 the 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.
Why Join Cloudinary:
Sell a platform that's already trusted by leading global brands, into a sector where visual content directly drives revenue.
A named territory of some of the biggest enterprise brands in EMEA, with real executive and specialist support behind every deal.
Competitive base salary plus uncapped commission and equity.
Flexible hybrid working, and a collaborative, inclusive culture that values ambition and teamwork.
Room to grow as we scale our enterprise business across EMEA.
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