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Director, New Business Operations
Cloudinary. Own and evolve the operating model and cadence for all New Business motions, including standards, agendas, decision rights, and priorities .
Core Competencies
Role fitCore Competencies
Use this summary to align your resume positioning with the role.
Demonstrates expertise in Business Operations and Sales Strategy, with a strong focus on forecasting, pipeline management, and operating model evolution. Proven ability to lead cross-functional initiatives and improve data quality and process performance in B2B SaaS environments.
Highest-signal resume keywords
Salesforce ExperienceForecastingPipeline ManagementCross-Functional LeadershipData Storytelling
ATS Keywords
Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills
Business OperationsSales StrategyOpportunity InspectionRevenue-Process DisciplineGTM SystemsAnalytical SkillsData Quality MeasurementProcess Performance ImprovementAPIs FamiliarityCloud Technologies
Soft Skills
Stakeholder ManagementWritten CommunicationVerbal CommunicationAlignment CreationOrganizational Skills
Tools & Technologies
SalesforceCPQ ToolsRFP ToolsDigital Asset ManagementMedia Workflows
Industry Keywords
B2B SaaSNew Business MotionsEnterprise SalesGTM ProcessesTechnical Sales
Tech Stack
Tools & technologiesCloud
About the role
Key responsibilities & impact- 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, providing leaders an accurate 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 and consolidate redundant dashboards into useful views
- 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 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
- Convert field feedback into a prioritized improvement backlog
- Create playbooks and inspection mechanisms
- Measure adoption, data quality, forecast accuracy, and process performance to improve the operating model
- Serve as operating partner to New Business leadership, Account Executives, and Sales Engineers
- Collaborate with Marketing, Pricing, Finance, IT, Legal, Data, Enablement, and Channels & Alliances
Requirements
What you’ll need- Bachelor's degree or equivalent practical experience
- 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
- Proven ability to lead complex, cross-functional initiatives from requirements through delivery, adoption, and measurable outcomes
- Strong analytical and data-storytelling skills
- Exceptional stakeholder-management, written, and verbal communication skills
- Ability to create alignment and accountability without direct authority
- Comfort moving between executive-level framing and detailed execution
- High bar for clarity, urgency, organization, and follow-through
- Experience supporting global, technical, or developer-focused sales organizations
- Experience simplifying and increasing efficiencies of GTM processes
- Familiarity with APIs, cloud technologies, digital asset management, or media workflows is a plus
Benefits
Comp & perks- 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