Success in this role requires development of subject-matter expertise, a deep understanding of the system, the ability to demonstrate its value, and the skillset to support account teams in closing deals. Additionally, the Sales Overlay Director will provide real-time visibility to the GMs and leadership on funnel and deal status.
Given the global nature of the business, flexibility in working hours is expected, to accommodate engagements across both Europe and America.
Responsibilities:
GTM Contribution & Sales Execution
Actively contribute to the development and execution of GTM strategies, ensuring strong alignment with Cloudinarys overall sales motions.
Serve as a key connection between EB and Cloudinarys Sales, Marketing, Customer Success, and Partner Teams.
Support and drive high-value, complex sales opportunities, working closely with AEs, BAMs, and SEs.
Ensure smooth execution of sales processes, training sales teams, following up on deals, and facilitating successful sales motions.
Representing EB at events, webinars and other speaking engagements.
Collaborate with EB GMs to implement GTM initiatives and enhance product engagement within the sales ecosystem.
Sales Enablement & Training
Develop and deliver training programs to ensure sales teams are confident in positioning and selling EB products.
Create and refine playbooks, battlecards, and objection-handling frameworks.
Provide ongoing coaching and support to sales teams, reinforcing best practices and positioning strategies.
Demonstrate EB products effectively, equipping the sales team with the necessary knowledge and skills.
Pipeline & Performance Management
Maintain accurate and up-to-date CRM records to track EB product pipeline details.
Provide leadership with visibility into deal progress, forecasting, and probability of closures.
Regularly report on pipeline, deal velocity, and conversion rates to ensure strategic alignment.
Market & Product Influence
Play a key role in refining EB products positioning, messaging, and roadmap priorities based on sales feedback.
Work cross-functionally with Product, Growth, and GTM leaders to optimize adoption and remove barriers to success.
Identify and develop new revenue streams and use cases to drive additional growth opportunities.
10+ years of experience in sales execution, sales enablement, or strategic sales roles within a SaaS environment.
Strong track record in supporting and driving sales success for new products within an enterprise sales motion.
Expertise in sales process execution, CRM management, and deal acceleration.
Experience in training and enabling sales teams to confidently position and sell products.
Ability to work flexible hours to accommodate engagements across Europe and America.
Exceptional collaboration and communication skills to foster alignment across Sales, Product, and Customer Success teams.
Experience in developer-first, media management, or cloud technologies is a plus.
Experience in a Sales Overlay capacity is a strong plus.
