Sales Development Representative

Introduction

We're not here to add to the noise. We're here to cut through it—with AI that actually works for marketers. From AI-powered content creation to world-class CMS and the industry's most trusted experimentation platform, Optimizely is the tool modern marketers actually want to use. AI-Ready. Set. Go.

10,000+ brands including H&M, PayPal, and Zoom already get it. So do Gartner, Forrester, and IDC, who consistently recognize us as leaders in MarTech. But here's the thing about building great products: it takes great people. Our 1,600+ Optimizers across 12 global offices are curious, collaborative, and refreshingly human. We don't do corporate speak. We do real conversations, big ideas, and genuinely care for the work we make together. If you want to be part of a team that's shaping the future of marketing technology—and actually enjoys doing it—you're in the right place.

Job Responsibilities

• Manage a multi-million-dollar book of business, contributing to 50% of the overall company-generated pipeline and 20% of all closed-won opportunities for sales.
• Manage a territory coverage plan of ~100 accounts.
• Create individualized industry and persona-based marketing content, including but not limited to customized emails, personal videos, and tailored digital experiences for outbound campaigns.
• Conduct extensive corporate research, including corporate annual and quarterly reports, media coverage, and navigate company structure to identify buying committee members within an account and/or divisions in an account.
• Ability to conduct a value assessment with a prospect (e.g., evaluate a prospect's current technology stack and position how our solutions can drive business outcomes—e.g., increase conversions, leads, revenue, etc.).
• Understand marketing technology ecosystem and understand how technical capabilities fit together to create a winning digital customer experience.
• Research target account list and determine strategic approach to outbound and book meetings with aforementioned accounts, providing tailored messaging to Optimizely's key personas.
• Provide weekly pipeline forecasts to manager and regional Sales Vice Presidents on pipeline pacing and production of sales opportunities.
• Achieve daily call, email, LinkedIn outreach metrics.
• Partner with local field marketing, Sales, and presales teams to create account-based engagement programs.

Qualifications

• Adaptability—excited by change vs. change averse. Adaptable and thrives in new situations where you can think on your feet.
• Coachability—coachable, able to implement feedback and dedicated to continuous self-improvement.
• Drive/Achievement—strong track record of performance in a previous role or experiences. Positive attitude and desire to win are a must. Thrive on challenges and have a proven history of consistently achieving quotas or objectives.
• Team Orientation—collaborative organization. Everyone needs to support each other, share best practices, and take on team projects to make the entire organization better. Forge strong bonds and work collaboratively with key partners across the Sales channels is a must.
• Process Orientation/Focus—being able to follow a specific process and iterate on it for maximum results, is a crucial skill. Detail-oriented, organized mindset with an ability to manage time effectively. Remain focused in the face of many competing interests.
• Curiosity—genuine curiosity about people, technology, and business, with excellent listening skills are required.
• Communication—strong persuasion and negotiation skills and excellent communication (written and verbal), presentation, and client relationship skills are critical.
• Technological Savvy—strong Internet, email, and Microsoft application skills are preferred. Understanding of Salesforce would be useful.
• Maturity/Professionalism—cool under pressure, professionally mature, and know how to remain collected and focused in a fast-paced, high-pressure, dynamic environment.

Education

• Bachelor's degree or equivalent experience.

Competencies

• Driving for Results
• Learning Quickly
• Accepting Responsibility
• Managing Time
• Communicating Effectively
• Optimizing Results