At Optimizely, we're on a mission to help people unlock their digital potential. We do that by reinventing how marketing and product teams work to create and optimize digital experiences across all channels. With Optimizely One, our industry-first operating system for marketers, we offer teams flexibility and choice to build their stack their way with our fully SaaS, fully decoupled, and highly composable solution.
We are proud to help more than 10,000 businesses, including H&M, PayPal, Zoom, and Toyota, enrich their customer lifetime value, increase revenue and grow their brands. Our innovation and excellence have earned us numerous recognitions as a leader by industry analysts such as Gartner, Forrester, and IDC, reinforcing our role as a trailblazer in MarTech.
Introduction
Generate pipeline and close revenue for the Sales org.
Job Responsibilities
1. Responsible for managing multi-million-dollar book of business, contributing to 50% of the overall company generated pipeline and 20% of all closed won opportunities for sales.
2. Manage a territory coverage plan of ~100 accounts
3. Create individualized industry and persona-based marketing content, including but not limited to customized emails, personal videos, and tailored digital experiences for outbound campaigns.
4. Conduct extensive corporate research, including corporate annual and quarterly reports, media coverage, as well as navigate company structure to identify buying committee members within an account and/or divisions in an account.
5. 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.)
6. Understand marketing technology ecosystem and understand how technical capabilities fit together to create a winning digital customer experience
7. Research target account list and determine strategic approach to outbound and book meetings with aforementioned accounts, providing tailored messaging to Optimizely's key personas
8. Provide weekly pipeline forecasts to manager and regional Sales Vice Presidents on pipeline pacing and production of sales opportunities
9. Achieve daily call, email, LinkedIn outreach metrics
10. Partner with local field marketing, Sales and presales teams to create account-based engagement programs
Knowledge and Experience
11. Adaptability – You are excited by change vs. change averse. You are adaptable and thrive in new situations where you can think on your feet.
12. Coachability – You are coachable, able to implement feedback and dedicated to continuous self-improvement. We are all about improving and giving and receiving feedback that will make us better.
13. Drive/Achievement – You must have a strong track record of performance in a previous role or experiences. A positive attitude and desire to win are a must. You thrive on challenges and have a proven history of consistently achieving quotas or objectives.
14. Team Orientation – We are a collaborative organization. Everyone needs to support each other, share best practices, and take on team projects to make the entire organization better. The ability to forge strong bonds and work collaboratively with key partners across the Sales channels is a must.
15. 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. You must be able to remain focused in the face of many competing interests.
16. Curiosity – Genuine curiosity about people, technology, and business, with excellent listening skills is required.
17. Communication – You must have strong persuasion and negotiation skills, and excellent communication (written and verbal), presentation, and client relationship skills are critical.
18. Technological Savvy – Strong Internet, email, and Microsoft application skills are preferred. An understanding of Salesforce would be useful.
19. Maturity/Professionalism – You are 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 preferred
Competencies
Accepting ResponsibilityCommunicating EffectivelyDriving for ResultsLearning QuicklyManaging Time
Optimizely is committed to a diverse and inclusive workplace. Optimizely is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.
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