Director, New Business Operations

Cloudinary; United States; Remote; USD 180,000 - 240,000; Full time

Benefits offered by this job

100% covered medical, dental, vision

HSA company contribution

Matching 401k program

Paid vacation & wellness

Annual development stipend

Catered lunches or food stipend

Job summary

Cloudinary is seeking a Director of New Business Operations to make our New Business motions more predictable and scalable. You will own the operating system behind pipeline-to-ARR, partnering with Sales, Marketing, Pricing, and Finance to drive clarity and adoption across the field.

You will lead cross-functional programs, build playbooks, and ensure data quality and forecast accuracy while enabling field execution without owning the sale itself.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10+ years of progressive experience in Business Operations or Sales-related roles in B2B SaaS or tech.

Responsibilities

• Own and evolve the operating model and cadence for all New Business motions.
• Lead forecast readiness and opportunity inspection with clear view of performance and health.
• Improve pipeline hygiene and Salesforce data quality; surface risks and forecast changes early.
• Build and curate reporting for New Business leaders and the field.
• Lead cross-functional initiatives involving CRM, CPQ, RFPs, pricing, and other GTM systems.
• Translate field needs into clear requirements and acceptance criteria; coordinate owners and blockers.
• Partner with Marketing, Enablement, and Channels to align workflows and feedback.
• Create durable playbooks and measure adoption, data quality, and forecast accuracy.

Skills

Forecasting

Pipeline mgmt

Salesforce

CPQ tools

Cross-functional leadership

Education

Bachelor's degree or equivalent

Tools

RFP tools

Job description

Cloudinary is the Image and Video API platform trusted by millions of developers and over 10,000 companies worldwide. Our powerful tools fuel websites to be faster, richer in user engagement, and breakthrough creativity. With a growing suite of products that support everything from developer efficiency to brand storytelling, Cloudinary is becoming the visual layer of the web.

Cloudinary has a globally distributed team across North America, EMEA, and Asia-Pacific, united by a shared commitment to building smart, scalable technology and a culture rooted in humility, curiosity, and collaboration. At Cloudinary, we celebrate Life & Work. We believe in healthy growth, working with purpose, and creating meaningful value. If you’re looking for a place where your voice matters and your work truly makes an impact, this may be the opportunity for you.

Cloudinary is looking for a Director, New Business Operations to make our New Business organization more predictable, focused, and effective as we scale. You will own the operating system behind our New Business motions - the processes, data, cadence, and tools that help leaders and sellers turn pipeline into ARR.

Reporting to the VP, Revenue Operations & Enablement, you will be the operating partner to New Business leadership, Account Executives, and Sales Engineers. You will work cross-functionally with Marketing, Pricing, Finance, IT, Legal, Data, Enablement, and Channels & Alliances to improve how the business runs.

This role is ideal for a hands-on operator who combines sales-operations expertise, analytical judgment, cross-functional execution, and a high-bar for clarity and adoption. You will build the systems and rhythms that make it easier to inspect performance, resolve blockers, and improve field execution without owning the sale itself.

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 escal[i]ate 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.

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.