Director, New Business Operations

Cloudinary

15d

About The Position

Cloudinary is seeking a Director, New Business Operations to make its New Business organization more predictable, focused, and effective as it scales. The role owns the operating system behind New Business motions, including processes, data, cadence, and tools that help leaders and sellers convert pipeline into ARR. Reporting to the VP, Revenue Operations & Enablement, this person will serve as an operating partner to New Business leadership, Account Executives, and Sales Engineers. The role works cross-functionally with Marketing, Pricing, Finance, IT, Legal, Data, Enablement, and Channels & Alliances to improve business operations. It is suited to a hands-on operator with sales-operations expertise, analytical judgment, cross-functional execution skills, and a focus on clarity and adoption. The role builds systems and rhythms to inspect performance, resolve blockers, and improve field execution, without owning the sale itself.

Requirements

Bachelor's degree or equivalent practical experience.
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.
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 Haves

Salesforce experience and familiarity with GTM systems such as CPQ and RFP tools.
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.

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, providing leaders with 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 escalate 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 evidence to improve the operating model.