Cloudinary is hiring a Vice President, Go-To-Market (GTM - Sales and Marketing) Operations & Enablement, who will be responsible for managing ongoing operations for sales and marketing as well as GTM strategy/methodology and enablement. This role reports directly to the Chief Revenue Officer.
GTM Operations & Enablement owns all reporting and analysis of all aspects of the Sales, Customer Success, and Marketing teams, including pipeline, performance metrics, trends, forecasting, territory formulation, planning, and opportunities at individual, regional, and divisional levels. This includes providing management with a complete picture of business performance. This person will also work with internal and external stakeholders to ensure the appropriate objectives and priorities are enabled within the sales organization.
This role also plays a key role in accelerating the performance of our Sales and Success organizations by ensuring that our GTM teams are equipped with the content, resources, skills, and knowledge needed to sell Cloudinary’s products and services effectively.
The preferred hiring location is the San Francisco Bay Area, or the candidate is open to quarterly travel if based elsewhere.
Responsibilities:
- Reporting and analysis of key metrics - including by product and by market segments - within Sales, Marketing, and at times within Product Strategy
- Territory, quota, and compensation planning
- Executing other ad hoc analysis and reporting needs and summarizing results and trends
- Identify, develop, monitor, and provide analysis of sales and marketing performance KPIs and metrics
- Deliver accurate and timely updates for ongoing reporting, including “Board” reporting
- Partner with Sales and Marketing leadership to identify opportunities for process improvement and execute among the team
- Project management of Salesforce updates, changes related to better data quality and management
- Actively participate in long-range planning, growth modeling, annual budgeting process, and strategic initiatives
- Oversee strategy and operations for all sales and marketing systems
- Evaluate and optimize the use of sales and marketing CRM and demand gen tools to streamline lead generation and sales cycle development
- Manage relationships with tools and systems vendors including system architecture and design, identifying development and customization needs
- Coach and teach direct reports and encourage continual professional development
- Own and enforce general process and CRM compliance
- Participation/leadership in the Salesforce Governance Committee
- Develop and manage the end-to-end enablement strategy for the revenue teams including sales development, sales, and customer success
- Collaborate with revenue leadership to identify knowledge and skills gaps across CLD, and build strategies to close those gaps.
- Design, implement, and manage programs that enable the revenue team to achieve its potential including new hire boot camp, training on product releases, ongoing professional
- development, and ongoing skills training.
- Collaborate with product management and marketing to deliver quality and up-to-date training programs and materials about Cloudinary’s products and services
- Measure, monitor, and report back the effectiveness of all enablement investments.
- Deploy events that improve the productivity of the revenue organization (i.e. Revenue Kickoff, Leadership offsites).
About You - Required:
- You have a proven track record of successful hands-on & leadership in B2B SaaS GTM Operations, with experience in companies surpassing $100 million in annual revenue
- Experience overseeing both sales and marketing ops, as well as enablement
- Exceptional leadership, mentorship, and team-building skills, with a history of building and managing multi-departmental teams
- Proficient with SFDC, Microsoft Excel, PowerPoint, and other potential elements of the tech stack
- Experience designing and building GTM comp plans, along with operationalizing GTM waterfalls
- Data-driven decision-making capabilities with the ability to leverage analytics for continuous improvement.
- Proven ability to effectively influence and collaborate cross-functionally, particularly in partnerships with the finance teams.
About You - Preferred:
- Experience in SaaS + consumption businesses
- Experience working with intangible/API-first products that power many use cases
- Experience enabling sales teams working with technical + marketer buying committees/teams - where technical is the user buyer but marketing teams might be the economic buyer
- Experience working with buying committees that are not uniform - ie economic buyers are not always in the same function.
- Direct selling experience
- Public company experience and or IPO experience.
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What We Do
Cloudinary’s mission is to empower companies to deliver visual experiences that inspire and connect by unleashing the full potential of their media. With more than 50 billion assets under management and 7,500 customers worldwide, Cloudinary is the industry standard for developers, creators and marketers looking to upload, store, transform, manage, and deliver images and videos online. As a result, leading brands like Atlassian, Bleacher Report, Grubhub, Hinge, NBC, Mediavine, Peloton, Petco and Under Armour are seeing significant business value in using Cloudinary, including faster time to market, higher user satisfaction, and increased engagement and conversions. For more information, visit www.cloudinary.com.
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