[All remote jobs](https://jobicy.com/jobs.md)[![Cloudinary logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2022/06/2420d93729403f55a9cf8f6d70dbad81.png)](https://jobicy.com/company/cloudinary.md)[Cloudinary](https://jobicy.com/company/cloudinary.md) # Director, New Business Operations Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/cloudinary.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUndisclosedDepartment[Product & Operations](https://jobicy.com/categories/management.md)EmploymentFull TimeExperienceDirectorPublished3 Nov 2026Apply before3 Dec 2026Listing views35Application actions3Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. Cloudinary is seeking a senior revenue-operations leader to build and run the operating model for its New Business organization. The role owns forecasting readiness, pipeline governance, Salesforce data quality, reporting, and operating cadences that help convert pipeline into ARR. It partners closely with sales leadership, Account Executives, Sales Engineers, and teams across Marketing, Finance, Legal, IT, Enablement, and Channels. Success depends on translating field needs into scalable GTM processes, tools, playbooks, and measurable adoption. This is a strategic yet hands-on individual contributor or operational leadership role rather than a direct sales-closing position. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a director-level role requiring more than 10 years of B2B SaaS operations experience and ownership of complex, cross-functional revenue processes. It demands strong judgment across forecasting, CRM data, GTM systems, executive alignment, and change adoption without direct authority. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$190,000US market range (per year)$165k–$225k0$247.50k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. No employer salary was disclosed. The annual figures are AI estimates for a US-based Director of New Business Operations in B2B SaaS; the yearly cadence is inferred from the full-time senior director-level role and US market conventions. ## Core skills Skills and capabilities most closely associated with this opportunity. [Revenue Operations](https://jobicy.com/jobs?search_keywords=Revenue%20Operations.md)[Sales Operations](https://jobicy.com/jobs?search_keywords=Sales%20Operations.md)[Salesforce](https://jobicy.com/jobs?search_keywords=Salesforce.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Pipeline Management](https://jobicy.com/jobs?search_keywords=Pipeline%20Management.md)[Opportunity Inspection](https://jobicy.com/jobs?search_keywords=Opportunity%20Inspection.md)[GTM Strategy](https://jobicy.com/jobs?search_keywords=GTM%20Strategy.md)[CRM Data Quality](https://jobicy.com/jobs?search_keywords=CRM%20Data%20Quality.md)[CPQ](https://jobicy.com/jobs?search_keywords=CPQ.md)[RFP Management](https://jobicy.com/jobs?search_keywords=RFP%20Management.md)[Business Process Improvement](https://jobicy.com/jobs?search_keywords=Business%20Process%20Improvement.md)[Cross-functional Leadership](https://jobicy.com/jobs?search_keywords=Cross-functional%20Leadership.md)[Dashboard Reporting](https://jobicy.com/jobs?search_keywords=Dashboard%20Reporting.md)[Stakeholder Management](https://jobicy.com/jobs?search_keywords=Stakeholder%20Management.md)[Data Storytelling](https://jobicy.com/jobs?search_keywords=Data%20Storytelling.md) Sample interview questionsHow would you improve forecast accuracy for a rapidly scaling new-business sales organization?I would first define a common forecast methodology and inspect the quality of core inputs such as stage, close date, amount, qualification evidence, next step, and identified risks. I would pair CRM signals with structured manager and seller inspection cadences, identify leading indicators of slippage, and publish a small set of actionable forecast views. I would then measure forecast variance by segment, stage, and manager to target coaching and process improvements. Describe how you would address low Salesforce data quality without creating unnecessary administrative burden for sellers. I would focus on the few fields and workflows that materially affect forecasting, pipeline decisions, and handoffs. After documenting friction with sellers and managers, I would simplify field requirements, add automation and validation where appropriate, and make the value visible through reports that use the improved data. Adoption metrics, recurring feedback, and targeted enablement would guide iterative refinement. How do you manage a cross-functional GTM systems initiative when you do not have direct authority over the owners? I establish a clear problem statement, desired business outcome, scope, decision rights, owners, milestones, and acceptance criteria at the outset. I use a transparent operating cadence to surface dependencies, tradeoffs, and blockers early, while documenting decisions and escalating only with relevant context and recommended options. This creates accountability around outcomes rather than relying on organizational authority. What metrics would you use to evaluate the health of a new-business operating model? I would evaluate pipeline coverage, conversion rates, stage aging, close-date movement, forecast accuracy, opportunity completeness, data-quality scores, process cycle times, and adoption of core playbooks and tools. The metric set should connect operational behavior to business outcomes, not simply measure activity. I would segment results by region, segment, source, and sales team to identify where intervention is needed. How would you consolidate a large number of dashboards into decision-useful reporting? I would inventory existing reports, identify their audiences and decisions, and retire or combine views that duplicate information or lack a clear action. I would create role-based reporting around executive performance, manager inspection, and seller execution, with consistent definitions and drill-down paths. I would validate the redesigned dashboards with users and track whether they reduce manual analysis and improve decision speed. Opportunity details ## About this role. 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 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 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. #LI-BP1 ### Compensation ### Additional Information 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. Show more [Apply now >](https://jobicy.com/jobs/158592-director-new-business-operations.md) > Annual salary information is not provided for this position. 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