• Generate pipeline and close revenue for the Sales org
• 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
• 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, as well as 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

• Adaptability – You are excited by change vs. change averse
• You are adaptable and thrive in new situations where you can think on your feet
• Coachability – You are coachable, able to implement feedback and dedicated to continuous self-improvement
• 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
• 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
• 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
• Curiosity – Genuine curiosity about people, technology, and business, with excellent listening skills is required
• Communication – You must have strong persuasion and negotiation skills, and excellent communication (written and verbal), presentation, and client relationship skills are critical
• An understanding of Salesforce would be useful
• Accepting Responsibility

Communicating Effectively

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