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About the Role

This role is at the forefront of AI transformation, helping customers understand how Optimizely's AI-powered capabilities can move organisations from manual digital workflows to intelligent, AI-driven optimisation. You will partner with fast-growing and medium-sized businesses that see digital as a primary growth channel, transforming how they create, deliver, test and optimise digital experiences.

Responsibilities

Drive new Annual Recurring Revenue (new business + expansion) across a portfolio of digital-focused, medium-sized businesses.
Own the full sales cycle, from prospecting and qualification through negotiation, close and expansion.
Consult with senior executives across Marketing, Digital, Product, Technology and Engineering on how AI can transform their customer experience and growth strategies.
Lead conversations around the future of Agentic AI, helping customers understand how AI agents can automate and optimise traditionally manual marketing and digital processes.
Position Optimizely’s Agentic CMS, enabling customers to use AI agents to create, manage, personalise and optimise digital content at scale.
Position Agentic Experimentation, demonstrating how AI can continuously identify opportunities, develop hypotheses, launch experiments, interpret results and optimise digital experiences.
Demonstrate the value of Optimizely Opal as an AI-powered layer that enables marketing and digital teams to work more intelligently and autonomously.
Translate complex AI and technology concepts into clear business outcomes, ROI and commercial value for customers.
Work a mix of high-ASP opportunities with longer sales cycles and faster-moving customer upgrades and expansion opportunities.
Build and execute a territory plan using a combination of AI-led, inbound and outbound prospecting strategies to consistently create pipeline.
Maintain accurate forecasts and provide clear visibility into pipeline, deal progression and revenue expectations.
Qualify opportunities effectively, identifying business pain, urgency, decision criteria, stakeholders, budget and the potential for AI-led transformation.
Build trusted relationships with C-suite and senior executives, as well as key line-of-business stakeholders.
Educate customers across their organisation, from Marketing and Digital through to Product, Data, Technology and Engineering.
Help prospects understand the evolving AI, CMS, experimentation and martech landscape, positioning Optimizely against traditional and emerging competitors.
Navigate complex organisations, multi-thread buying groups and sophisticated procurement processes.
Hold opportunities to a consistent sales methodology and sales cycle while maintaining a strong focus on customer value.
Identify opportunities to expand existing customers into additional Optimizely capabilities, including AI, CMS, experimentation and digital experience solutions.

Requirements

Proven success in a consultative B2B SaaS sales environment, ideally selling to Marketing, Digital, Product or Technology teams.
Experience selling solutions such as AI, MarTech, CMS, experimentation, personalisation, digital experience platforms or other enterprise technology is highly desirable.
Demonstrable ability to sell business value rather than simply product features.
Comfortable discussing AI and emerging technology with senior business and technical stakeholders.
Understanding of how organisations are adopting Generative AI, AI agents and automation to transform marketing and digital operations.
Proven ability to manage a large volume of accounts and prioritise opportunities effectively.
Strong business acumen with the ability to understand a customer's strategy, identify commercial challenges and connect technology to business outcomes.
Highly curious, self-motivated and comfortable operating in a rapidly evolving technology environment.
Coachable and willing to continuously develop new skills, particularly as the AI and agentic technology landscape evolves.
Proven ability to build relationships and influence stakeholders across multiple levels of an organisation.
Experience managing complex, multi-stakeholder sales cycles is preferred.

Skills

AI
MarTech
CMS
Experimentation
Personalisation
Digital experience platforms
Enterprise technology
Generative AI
AI agents
Automation
Consultative sales
B2B SaaS sales
Sales cycle management
Territory planning
Forecasting
Pipeline management
Relationship building
Stakeholder influence

Education Level

Bachelor's of Science or Business Administration preferred or equivalent work experience

Salary/Compensations

$209,000-$386,000

About the Company

We're here to cut through the noise 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.
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.
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.

Equal Opportunity

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.