Director of Global Sales Development, Cloudinary
3+ days a week in office (San Jose, CA)
Cloud-based image & video management
Be an early applicant
Cloud-based image & video management
201-500 employees
Be an early applicant
3+ days a week in office (San Jose, CA)
201-500 employees
Company mission
To empower companies to deliver visual experiences that inspire and connect by unleashing the full potential of their media.
Role
Who you are
- You must be willing to work out of our San Jose office 3 days a week and travel internationally as needed
- 5+ years leading global SDR teams in B2B SaaS, including experience designing teams to improve efficiency and conversion
- Demonstrated success driving high-quality pipeline in multi-product, multi-segment sales environments
- Strong command of pipeline economics, including deal-size mix, win-rate dynamics, and SDR cost efficiency
- Hands-on leader who can move between strategic modeling and frontline coaching
- Deep experience with modern sales development tooling (Outreach, Gong, CommonRoom, CRM, intent data, AI SDR workflows) and a track record of using technology to build efficient pipeline
What the job involves
- We are looking for a senior Sales Development leader to own the quality, efficiency, and scalability of SDR-sourced outbound pipeline
- This role reports to the SVP of Marketing and is responsible for building predictable, high-conversion ARR, not just activity or meeting volume
- You will lead a global SDR organization through disciplined qualification and tight alignment with Sales on pipeline acceptance and conversion
- This is a hands-on leadership role for someone who has redesigned SDR models, not just scaled them, and who is comfortable operating in environments where pipeline quality, rep productivity, and economic efficiency matter more than raw counts
- You must be willing to work out of our San Jose office 3 days a week and travel internationally as needed
- Own quarterly and annual SDR-sourced pipeline ARR targets, with clear accountability for conversion quality and deal-size mix
- Lead and evolve a global SDR organization with a focus on productivity per rep, qualification rigor, and sustainable throughput
- Partner with GTM Ops, Sales leadership to define and enforce sales acceptance criteria, including disqualification standards
- Collaborate with Marketing to align inbound, outbound, and product-led signals into intent-weighted SDR motions
- Redesign SDR coverage, segmentation, and routing to support higher win-rate segments
- Own forecasting, capacity planning, and performance modeling in partnership with RevOps, including pipeline per SDR and ARR efficiency metrics
- Continuously evolve the SDR playbook, including messaging, sequencing, tooling, and AI-assisted workflows, to drive measurable gains in productivity
- Develop SDR managers as operators who understand pipeline economics, not just coaching and activity management
Our take
As companies increasingly rely on their online presence, it is more important than ever for them to understand how their visuals affect engagement with audiences. That's where Cloudinary comes in, providing thousands of customers with the means to manage images and videos for websites and apps.
With video now being one of the most effective formats to influence purchasing decisions, it is clear that the company has bet on a trend which is set to continue well into the future. This forward thinking has enabled the company to secure large clients such as Forbes and Ted Baker.
Cloudinary's future success will depend on its ability to keep offering cutting-edge services. It is heading in the right direction, with the addition of shoppable videos and the launch of FinalTouch, its AI-powered platform that creates multiple unique product scenes from a single product shot.
Freddie
Company Specialist at Welcome to the Jungle
Insights
49% employee growth in 12 months
Company
Company HQ
Santa Clara, CA
Leadership
Itai Lahan
(Co-Founder & CEO)Also co-founded Newsodrome, a platform which delivers news in users' areas of interest.
Tal Lev-Ami
(Co-Founder & CTO)Co-founded Newsodrome with Itai. Also co-founded Ndivi, a software development outsourcing provider.
Nadav Soferman
(Co-Founder & CPO)Previously an independent R&D consultant.
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