• Own the development and execution of a strategic target account list, and generate self-sourced, net-new global opportunities from executive engagement through close. • Lead complex, multi-threaded, long-cycle global deals across stakeholders, business units, and partners. • Build and continuously refine a strategic account list in collaboration with SDR, RevOps, and Alliances, with clear penetration and expansion strategies per account. • Build ROI-driven business cases that tie Cloudinary’s platform to measurable outcomes. • Orchestrate cross-functional teams across GTM, Product, Pricing, Alliances, Marketing, and Professional Services to advance priority deals. • Proactively generate an executive-level pipeline through direct outbound engagement, partner collaboration, and whitespace account penetration, with the expectation to self-generate the majority of the pipeline. • Maintain accurate forecasting and disciplined pipeline management aligned to a $1.2M+ ARR quota. • Engage C-suite stakeholders as a trusted advisor within strategic enterprise accounts. • Champion a culture of customer value, accountability, and operational excellence.