Director, Global Sales Development
CloudinarySan Jose, California, United States
Posted February 6, 2026
Full Time
About the Company
Cloudinary is a leading digital asset management platform that empowers companies to deliver high-quality visual experiences online. With over 60 billion assets under management and serving more than 10,000 customers worldwide, Cloudinary offers comprehensive solutions for image and video transformation, optimization, and delivery. Its cloud-based technology, including AI and generative capabilities, enables businesses to enhance user satisfaction, boost engagement, and accelerate time-to-market, making it a cornerstone for brands seeking to maximize their digital media potential.
Job Description
We are looking for a senior Sales Development leader to own the quality, efficiency, and scalability of SDR-sourced outbound pipeline. This role reports to the SVP of Marketing and is responsible for building predictable, high-conversion ARR, not just activity or meeting volume.
Requirements
- Own quarterly and annual SDR-sourced pipeline ARR targets, with clear accountability for conversion quality and deal-size mix.
- Lead and evolve a global SDR organization with a focus on productivity per rep, qualification rigor, and sustainable throughput.
- Partner with GTM Ops, Sales leadership to define and enforce sales acceptance criteria, including disqualification standards.
- Collaborate with Marketing to align inbound, outbound, and product-led signals into intent-weighted SDR motions.
- Redesign SDR coverage, segmentation, and routing to support higher win-rate segments
- Own forecasting, capacity planning, and performance modeling in partnership with RevOps, including pipeline per SDR and ARR efficiency metrics.
- Continuously evolve the SDR playbook, including messaging, sequencing, tooling, and AI-assisted workflows, to drive measurable gains in productivity.
- Develop SDR managers as operators who understand pipeline economics, not just coaching and activity management.