• Responsible for New Annual Recurring Revenue (new + expansion)
• Consult with executives at digital-focused, medium-sized businesses
• Work a mix of high ASP opportunities that have longer sales cycles, and quicker customer upgrades
• Manage an accurate forecasts
• Create and execute a territory plan that builds pipeline using an inbound/outbound model
• Qualifies deals effectively to get to decisions quickly and prioritize effectively
• Builds relationships with Senior Executives and line-of-business in accounts
• Educates prospects effectively across their entire business, from Marketing to Product to Engineering
• Helps customers understand the competitive landscape to best assess their needs
• Holds deals to a consistent sales cycle and process

Navigates complex organizations and buying processes

• Minimum of 2+ years of proven experience selling software solutions
• Ability to build outbound pipeline
• Experience developing executive relationships
• Experience mapping internal and external resources to accounts
• An understanding of marketing technology trends to help recommend product direction (both Optimizely specific and other 3rd party)
• Understanding of corporate structures to guide business + legal discussions
• Detailed account planning experience (not just territory planning)
• Experience getting wide and deep within accounts (execution of account plan)
• Background of managing complex deal cycles (detailed close plans, separate business and technical evaluation tracks, manage detailed contract negotiations)
• You are coachable and willing to learn new skills
• You are self-motivated, hardworking and proactive
• You have a strong business acumen

Communicating Effectively