Partner Acquisition Director, Cloudinary
Cloud-based image & video management
Posted today
Cloud-based image & video management
201-500 employees
Posted today
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
- Highly autonomous market-shaping work, including 8-12 years of relevant experience in partnerships, business development, alliances, or ecosystem strategy, including experience shaping partner strategy, ownership of a global strategic partner ecosystem and influencing senior stakeholders
- Strong track record of landing high-value partners that drive measurable commercial outcomes. Executive-level partner negotiations with top-tier alliances. Experienced in regular interaction with C-level executives at hyperscalers/global strategic partners
- Ability to quantify partnership potential by modelling commercial opportunity and evaluating technical fit to drive major sourced revenue influence
- Background in API-first SaaS, digital platforms, integrations, or software ecosystems is preferred. externally recognised thought leader in ecosystem/platform strategy
- Skilled at partnering across Product, Sales, Marketing, Legal, Finance, and Engineering to drive strategic alliances, leading through influence without direct authority and aligning multiple executive stakeholders around shared commercial outcomes
- The ideal candidate is a recognised subject-matter authority who combines strong judgment, commercial instinct, and technical credibility with a disciplined approach to qualification, recruitment, and enablement
What the job involves
- We are seeking a Partner Acquisition Director to identify, recruit, and activate high-value strategic partners to advance Cloudinary’s ecosystem to further unleash the full potential of visual media
- Strategic partners are those with the commercial potential, ecosystem relevance, and technical compatibility to extend Cloudinary’s reach and create long-term platform value, while delivering disproportionate returns
- This role focuses on choosing the right partners based on commercial upside and technical fit, and helping them succeed as AI reshapes business models, platform economics, and the competitive landscape
- Identify and recruit strategic partners that can disrupt the status quo, expand market reach, accelerate the pipeline, and create unparalleled revenue opportunities. Own Cloudinary’s global strategic ecosystem strategy
- Assess partner potential through market access, solution relevance, integration feasibility, and scalability, acting as the company’s top partnership authority. Define long-term partnership monetisation strategy
- Build executive alignment among partners and internal leadership by aligning key commercial and technical stakeholders to secure commitment and ensure launch readiness. Lead transformational global alliances with hyperscalers and strategic platform providers
- Work across internal teams to help partners unlock new revenue streams and shape a clear value proposition, accelerating value creation and delivery, with responsibility for major influence on sourced revenue
- Influence the company’s product and AI platform roadmap through ecosystem insights. Drive company-level ecosystem growth initiatives with executive leadership
- In this role, you'll build a pipeline of well-qualified partners and turn it into active alliances ready to scale
- You will create entirely new partnership models/business motions, define ecosystem monetisation frameworks, and shape platform economics or AI ecosystem positioning at company scale
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 clients with the means to manage their 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 smartly on a trend that should continue well into the future. This forward thinking has enabled the company to secure large clients such as Forbes and Ted Baker, becoming a key player in the space.
Cloudinary's future success will depend on its ability to keep offering cutting-edge services. It is headed in the right direction, with the addition of shoppable videos and the launch of an AI-powered platform that creates multiple unique product scenes from a single shot. It also added AI people search and analytics more recently, showing that it is committed to continue enhacing its value.
Freddie
Company Specialist at Welcome to the Jungle
Insights
49% employee growth in 12 months
Company
Company benefits
- Comprehensive health benefits program for employees and dependents (plans vary by location)
- Family-friendly policies include parental leave and flexible work arrangements
- Numerous fitness and therapy options to support your total well-being
- Four global days off so you can take the needed break
- Hybrid work model encourages flexibility and autonomy, and is balanced with in-office collaboration
- Company-wide DEI initiatives to enrich our team, technologies and communities
Company HQ
Santa Clara, CA
Leadership
Itai Lahan
(CEO & Co-founder)Also co-founded Newsodrome, a platform which delivers news in users' areas of interest.
Tal Lev-Ami
(CTO & Co-founder)Co-founded Newsodrome with Itai. Also co-founded Ndivi, a software development outsourcing provider.
Nadav Soferman
(CPO & Co-founder)Previously an independent R&D consultant.
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