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About the Role
Drive meaningful revenue growth across strategic customers and high-value prospects by selling AI-driven solutions, particularly Opal AI. This role involves acting as a transformative partner in customers' digital experience journeys, challenging conventional thinking, and aligning innovation with measurable outcomes.
Responsibilities
- Drive new and expansion Annual Recurring Revenue (ARR) through the strategic sale of Opal AI solutions within enterprise accounts.
- Lead a sophisticated, AI-enhanced end-to-end sales process—from discovery and value articulation through to negotiation and close.
- Maintain a highly accurate, predictable forecast, leveraging AI-powered insights and data-driven decision making.
- Develop and execute a comprehensive territory strategy designed to maximise AI-driven revenue opportunities and long-term account value.
- Build and sustain a robust pipeline (4× coverage) across all available channels, including SDR, Marketing, Customer Success, Partners, and Opal AI-generated insights.
- Rigorously qualify opportunities to ensure focus on high-impact, AI-centric deals where Optimizely can deliver transformational value.
- Establish trusted relationships with senior executives and line-of-business leaders, clearly articulating the strategic and commercial impact of AI adoption.
- Act as a thought leader on AI, educating prospects on its enterprise-wide potential—from marketing optimisation to product innovation and engineering efficiency.
- Navigate complex enterprise organisations and multi-stakeholder buying processes using structured, insight-driven sales methodologies.
Requirements
- 5+ years of full-cycle SaaS sales experience, with exposure to AI-driven or data-centric solutions and a consistent history of closing 6- to 7-figure ARR deals.
- Demonstrated track record of exceeding quota within enterprise or strategic account environments—ideally in AI, analytics, or emerging technology categories.
- Strong commercial acumen combined with a deep curiosity and passion for AI, its business applications, and its transformative potential.
- A highly motivated, competitive mindset with a genuine drive to win, learn, and lead in a rapidly evolving AI landscape.
Skills
- AI-driven solutions
- Data-centric solutions
- SaaS sales
- Sales process leadership
- Forecasting
- Territory strategy
- Pipeline building
- Opportunity qualification
- Relationship building
- Thought leadership
- Sales methodologies
Experience Level
- 5+ years of full-cycle SaaS sales experience
Education Level
- Bachelor's of Science or Business Administration preferred or equivalent work experience
Salary/Compensations
- $209,000-$386,000
About the Company
- Optimizely provides AI-powered content creation, world-class CMS, and the industry's most trusted experimentation platform.
- 10,000+ brands including H&M, PayPal, and Zoom use Optimizely.
- Recognized as leaders in MarTech by Gartner, Forrester, and IDC.
- Has 1,600+ employees across 12 global offices.
- Fosters a culture of curiosity, collaboration, and genuine care.
- Aims to shape the future of marketing technology.
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.