Strategic Account Director, EMEA

Overview

In this role you will lead strategic, multi‑stakeholder sales to $1bn+ enterprise brands across EMEA, focusing on commerce and fashion ecosystems. You’ll act as the senior Cloudinary ambassador, building executive-level business cases and coordinating cross‑functional teams to win and grow strategic accounts. You’ll manage complex deals through procurement and security reviews, with a clear pathway from first conversation to post‑close expansion. The work combines strategic hunting, relationship building, and cross‑team orchestration to drive measurable brand outcomes.

Pay / Benefits

• Competitive base salary plus uncapped commission and equity
• Flexible hybrid working
• Robust vacation & wellness policy
• Annual development stipend
• Catered lunches or a food stipend
• Awesome technology

Responsibilities

• Win new logos among $1bn+ revenue enterprise brands in EMEA with a focus on commerce
• Build and nurture pipeline through networking, executive outreach, events and partners
• Run complex enterprise sales cycles using MEDDPICC to qualify, map decisions and forecast
• Engage senior stakeholders across Digital, E‑commerce, Brand, Marketing, IT and Procurement up to CxO level
• Craft value-led business cases linking Cloudinary to commercial priorities (conversion, speed to market, content velocity, TCO)
• Coordinate the wider Cloudinary team (Solutions Engineering, Product, Customer Success, Marketing, partners) to win deals
• Negotiate and close multi-year, multi-product enterprise agreements with MSAs, security reviews, procurement
• Grow accounts through first 24 months with Customer Success to drive adoption and upsell/cross-sell
• Write and execute strategic account plans and maintain Salesforce pipeline and forecasts
• Represent Cloudinary at industry events and feed market insights back to product/marketing

Key requirements

• 10+ years of quota-carrying enterprise software sales
• At least 5 years in new business or strategic hunting roles
• Proven track record with $1bn+ revenue enterprise brands
• Experience selling into large enterprises across EMEA, especially in commerce (fashion/apparel, retail, luxury)
• Established network of senior relationships in digital, e‑commerce, creative, marketing or technology leadership
• Strong understanding of how commerce brands operate (omnichannel, product content, launch cycles, brand governance, digital tech stack)
• Mastery of a structured sales methodology (MEDDPICC or similar) and disciplined forecasting
• Ability to discuss business value with CDO/CMO and technical fit with architects
• Strong commercial and negotiation skills, including multi-year agreements and global procurement
• Collaborative leadership—able to lead the deal team and coordinate stakeholders across functions
• Willingness to travel across EMEA

• collaborative leadership
• executive-level communication
• strategic thinking
• MEDDPICC
• forecasting
• enterprise sales cycles

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