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About the Role
As a Sales Development Representative, you will drive revenue pipeline through outbound prospecting and follow up on marketing-sourced leads. You will be on the frontlines of the go-to-market organization, acting as the first point of contact with prospects and bridging the gap between Marketing and Sales to grow the business by impacting accelerated pipeline production and growth. You will leverage intent-based data to prioritize and tailor outreach, research accounts, identify key contacts, and craft targeted messaging to communicate our value proposition. You will understand prospect challenges and goals to scope business requirements and facilitate engagement with Account Executives and Solutions Consultants to create a prescriptive follow-up plan. This role will provide the technical and selling skills foundation for your career at Optimizely.
Responsibilities
- Manage a 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 approximately 100 accounts.
- Create individualized industry and persona-based marketing content, including customized emails, personal videos, and tailored digital experiences for outbound campaigns.
- Conduct extensive corporate research, including annual and quarterly reports, media coverage, and company structure to identify buying committee members.
- Conduct a value assessment with a prospect to evaluate their current technology stack and position how Optimizely's solutions can drive business outcomes.
- Understand the marketing technology ecosystem and how technical capabilities create a winning digital customer experience.
- Research target account lists and determine strategic approaches for outbound engagement.
- Book meetings with target accounts by providing tailored messaging to Optimizely's key personas.
- Provide weekly pipeline forecasts to management on pipeline pacing and production of sales opportunities.
- Achieve daily call, email, and LinkedIn outreach metrics.
- Partner with local field marketing, Sales, and presales teams to create account-based engagement programs.
Requirements
- Adaptability and ability to thrive in new situations.
- Coachability and dedication to continuous self-improvement.
- Strong track record of performance, positive attitude, and desire to win.
- Proven history of consistently achieving quotas or objectives.
- Ability to forge strong bonds and work collaboratively with key partners across Sales channels.
- Ability to follow a specific process and iterate for maximum results.
- Detail-oriented, organized mindset with effective time management skills.
- Ability to remain focused amidst competing interests.
- Genuine curiosity about people, technology, and business.
- Excellent listening skills.
- Strong persuasion and negotiation skills.
- Excellent communication (written and verbal) skills.
- Excellent presentation skills.
- Excellent client relationship skills.
- Strong Internet, email, and Microsoft application skills are preferred.
- An understanding of Salesforce would be useful.
- Professional maturity and ability to remain collected and focused in a fast-paced, high-pressure environment.
Skills
- AI-powered content creation
- CMS
- Experimentation platform
- Salesforce
- Outreach
- Prospecting tools
- Digital selling techniques
- Intent-based data utilization
- Persuasion
- Negotiation
- Written communication
- Verbal communication
- Presentation
- Client relationship management
- Internet skills
- Email skills
- Microsoft application skills
Location
- Global
Work Type
- Full-time
Experience Level
- Entry-level
Education Level
- Bachelor's degree or equivalent experience
About the Company
- Optimizely provides AI that works for marketers, including 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.
- Gartner, Forrester, and IDC recognize Optimizely as leaders in MarTech.
- Optimizely has 1,600+ employees across 12 global offices.
- The company culture is described as curious, collaborative, and human, with real conversations, big ideas, and genuine care for the work.
- Optimizely is shaping 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.