About this role.
Cloudinary is hiring a Strategic Account Manager to retain and expand a portfolio of enterprise SaaS customers in the United States. The role owns strategic account planning, pipeline management, forecasting, lead generation within target accounts, and delivery against revenue and expansion goals. Candidates need at least five years of customer-facing B2B SaaS experience, enterprise-selling experience, and a record of exceeding revenue expectations. Success will depend on consultative selling, cross-functional coordination with Sales Development, Customer Success, and Marketing, and strong executive communication. Some travel is required, and the position is presented as a full-time sales role with benefits.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Sample interview questions
I would begin by assessing current usage, commercial history, adoption barriers, stakeholder influence, and the customer's strategic priorities. I would map decision-makers and champions, identify measurable value opportunities, create a joint success and expansion plan, and review progress through a defined operating cadence.
I would first establish the root cause through direct stakeholder conversations and product-usage data, then align internal teams around a documented recovery plan. I would set clear milestones, communicate transparently with the customer, demonstrate progress quickly, and connect the resolution to the customer's desired business outcomes.
I use documented qualification criteria, stakeholder validation, next-step commitments, adoption signals, renewal dates, and deal risks to assess each opportunity. I update CRM data consistently, distinguish pipeline from committed business, and communicate changes early along with mitigation actions.
I focus on the customer's goals, workflows, and gaps rather than leading with products. By using business reviews, usage insights, and stakeholder discovery, I can connect additional capabilities to a specific outcome such as improved developer efficiency, brand consistency, or digital engagement.
I would establish a shared account hypothesis, target personas, messaging, ownership model, and measurable objectives. Sales Development can support outreach and contact mapping, Customer Success can surface adoption and value insights, Marketing can provide relevant content and campaigns, and I would coordinate execution through regular account-team reviews.
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.
We’re looking for a commercially driven, high-performing seller who thrives on crushing quota, building and executing strategic account plans, and consistently finding new paths to growth within enterprise accounts. You’ll combine a customer-first mindset with the ambition, discipline, and competitive drive required to deliver and exceed ambitious revenue targets.
We believe exceptional performance should be exceptionally rewarded. Cloudinary offers a highly competitive compensation package, alongside the opportunity to grow some of our strategic customer relationships and make a meaningful impact on the company’s continued growth.
Responsibilities:
Own and grow a portfolio of strategic existing customers, with accountability for retention, expansion, and overall revenue growth
Work closely with Sales Development, Customer Success and Marketing to be responsible for lead generation within targeted accounts
Comfortable and proactive in working cross functionally
Strong, in-depth account planning and execution
Maintain a strong and accurate pipeline and forecast
Consistently meet and exceed revenue and expansion targets
About You:
5+ years experience in a customer-facing, tech-oriented B2B SaaS company with a proven track record of exceeding revenue expectations
Experience in managing and selling to enterprises
Proven ability to integrate knowledge across disciplines to include relationship management, consultative selling, product demonstrations, closing contracts, operation/process flow, and product function
Excellent communication and presentation skills
Consistent Over-achiever
Some travel Required
Compensation
Additional Information
#LI-BP1
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.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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