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analytics gtm saas pricing strategy plg

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 are looking for a Chief Revenue Officer (CRO) to join our executive team. This is a unique opportunity to own and accelerate revenue growth through a broader lens than traditional sales leadership. Reporting directly to the CEO, the CRO will shape revenue intelligence, drive new and existing business, and lead globally distributed sales, marketing, enablement, and channel & alliance teams.

is an opportunity to play a defining role in Cloudinary's next chapter. If you’re a thoughtful revenue leader who thrives in scale, complexity, and collaboration, we’d love to meet you.

Responsibilities:

  • Open to occasional travel to our offices globally as needed.

    • Revenue Strategy and Growth Enablement:

  • Develop and execute comprehensive, data-driven revenue strategies aligned with company goals.
  • Align and optimize all revenue-generating functions, including Sales, Marketing, Customer Success, Channels, and Enablement.
  • Identify and unlock new monetization opportunities through partnerships, pricing, packaging, and segmentation.
  • Partner with Product and Finance to co-own pricing strategy and monetization models.

    • PLG + Enterprise Integration:

  • Evolve and scale our hybrid GTM approach by layering enterprise sales motion on top of a robust PLG engine.
  • Drive cross-functional alignment between self-serve acquisition and high-touch expansion strategies.

    • Go-to-Market Leadership:

  • Lead and mentor high-performing Sales, Marketing, Channel, Operations, and Enablement teams across key regions.
  • Implement scalable GTM systems, sales methodologies, and enablement programs.
  • Collaborate with Marketing to ensure demand generation and brand growth are aligned with revenue goals.
  • Partner with Product to ensure customer and market insights inform the roadmap and GTM priorities.
  • Champion a collaborative, feedback-rich culture and serve as a culture carrier across the leadership team.

    • Forecasting, Analytics, and Operational Rigor:

  • Develop robust revenue forecasting models and performance reporting to proactively identify growth opportunities and operational gaps.
  • Track KPIs across the customer journey, enabling informed decision-making and continuous improvement.

    • Customer Experience and Success Alignment:

  • Oversee the entire customer lifecycle, encompassing acquisition, retention, and expansion.
  • Foster a customer-first culture; partner with Customer Success to identify growth opportunities, renewals, and reduce churn.

    • About You:

  • Experienced CRO or equivalent executive role, leading multi-product SaaS businesses through $150M+ ARR stages.
  • Demonstrated success in sales-led environments, PLG, or consumption-based experience is a value-add.
  • Experience working cross-functionally on customer success, product, pricing strategy, and executing GTM transformations.
  • Strong global leadership experience in distributed GTM markets, especially in North America and EMEA.
  • Proven ability to lead through change, scale functions, and create clarity amid complexity.
  • Exceptional communicator with a strategic mindset, analytical acumen, and executive presence.
  • People-first leadership style, rooted in trust, growth, and accountability.

    • Additional Information

    #LI-GC1

    We have you in mind. As an employee, you will experience many benefits, including:

    Awesome technology

    Top-talent peers

    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.

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