Director of Global Sales Strategy
Employment Type : Full-Time
Cloudinary is the leading provider of media management solutions, powering the trusted, award-winning visual experiences for many of your favorite brands. Cloudinary is the de facto media platform standard for developers and non-technical brand managers looking to upload, store, transform, manage, and deliver images and videos online. With more than 30 billion assets under our management and 6,500 customers worldwide, we’re always looking for exceptional people to help us reach for the cloud.
Cloudinary is at an exciting stage, rapidly expanding its product offering, entering new market segments, and extending the customer base. We offer a fun, supportive environment in which you will constantly learn and evolve; a place where your ideas will be embraced and pursued. We are proud of our collaborative, and growth-minded work culture, being included in Forbes Cloud top 100 three times in a row and being a multi-time winner of the “best place to work” award as evident by our Glassdoor score.
We are looking for a Head of Sales Strategy to take a critical role within the sales leadership team to define and optimize the Sales GTM strategy, processes, operating cadence, and systems that enable the business to realize profitable growth objectives. This individual will be the key to achieving our profitable growth objectives including optimizing our go-to-market segmentation, revenue acquisition models, operations, and numerous business improvement initiatives that support and enable this expansion.
The ideal candidate would have a strong track record of creating strategies that deliver commercial results, while also being strongly analytical, strategic, and a great problem solver. This role reports to the VP of Global Sales and is preferably located in the Bay Area, CA. Responsibilities:- Develop the Sales GTM Strategy, establish insights into performance, market opportunities, and manage cross-functional planning processes
- Create detailed strategic paths to market playbooks for the sales organization to execute
- Become a critical business partner to the Finance, Business Operations, Data Analytics, and Strategy teams
- Define & manage the key performance indicators (KPI's) for the global sales organization
- Proactively identify and recommend improvement actions and corresponding plans
- Enable a best-in-class sales forecast, pipeline, and renewal operating cadence. This will include everything from gathering data, improving predictive measures, running analysis, and facilitating forecast calls
- Track the efficacy of go-to-market initiatives & help implement the appropriate reporting and metrics to ensure desired results are being achieved
- Strategically plan, manage, and maintain territories. Both to launch a new fiscal period but also as headcount growth occurs throughout a year
- Own and drive a handful of long-term change management initiatives each year. This will involve a mixture of project management skills, communication and presentation skills, strong collaboration across departments, and the initiative to push projects to completion
- Align and manage the roadmap for Operations enhancements (i.e. Sales & Marketing technology stack & tools)
- Oversee the annual planning process for the Sales Organization
- Lead the planning process for annual headcount planning, bookings targets, and other key annual planning modeling outputs
- Enforce key processes and ensure data is clean and up to date.
About You:- Minimum of 10 years in a relevant revenue related role with high-performance B2B Software companies (at least 5 years in the SaaS world)
- Must have experience in building multi-product sales GTM growth stage strategies starting from $30M in revenue
- Proven strategic and commercial success with ability to actively contribute to the company growth strategy to go above $100M revenue
- Strong leadership skills; for leading cross-functional initiatives with channels, growth and product marketing, revenue/budget activities, corporate strategy for existing and new products, and Customer Success initiatives
- Track record of driving insights and new business growth
- Expertise in data management, business intelligence, and leading GTM frameworks to create and share insights.