Enterprise Account Executive

At Optimizely, we're on a mission to help people unlock their digital potential. We do that by reinventing how marketing and product teams work to create and optimize digital experiences across all channels. With Optimizely One, our industry-first operating system for marketers, we offer teams flexibility and choice to build their stack their way with our fully SaaS, fully decoupled, and highly composable solution.

We are proud to help more than 10,000 businesses, including H&M, PayPal, Zoom, and Toyota, enrich their customer lifetime value, increase revenue and grow their brands. Our innovation and excellence have earned us numerous recognitions as a leader by industry analysts such as Gartner, Forrester, and IDC, reinforcing our role as a trailblazer in MarTech.

Introduction

Over 26 of the Fortune 100 companies choose Optimizely to power their global digital experiences. Optimizely’s impressive customer list includes eBay, FOX, IBM, The New York Times and many more global enterprises. It is our job to acquire and cultivate relationships with our most strategic customers through proactive targeted efforts by effectively aligning internal resources to their needs. In the Enterprise role we work with Fortune 1000 organizations who spend upwards of 25-200M in digital advertising.

Job Responsibilities

1. Responsible for New Annual Recurring Revenue (new + expansion).
2. Consult with executives at digital-focused, medium & enterprise-sized businesses.
3. Work a mix of high ASP opportunities that have longer sales cycles, and quicker customer upgrades.
4. Manage accurate forecasts.
5. Create and execute a territory plan that builds pipeline using an inbound/outbound model.
6. Qualify deals effectively to get to decisions quickly and prioritize effectively.
7. Build relationships with Senior Executives and line-of-business in accounts.
8. Educate prospects effectively across their entire business, from Marketing to Product to Engineering.
9. Help customers understand the competitive landscape to best assess their needs.
10. Hold deals to a consistent sales cycle and process.
11. Navigate complex organizations and buying processes.

Knowledge and Experience

1. Minimum of 4+ years of proven experience selling software solutions.
2. Ability to build outbound pipeline.
3. Experience mapping internal and external resources to accounts.
4. An understanding of marketing technology trends to help recommend product direction (both Optimizely specific and other 3rd party).
5. Understanding of corporate structures to guide business + legal discussions.
6. Detailed account planning experience (not just territory planning).
7. Experience getting wide and deep within accounts (execution of account plan).
8. Background of managing complex deal cycles (detailed close plans, separate business and technical evaluation tracks, manage detailed contract negotiations).
9. You are coachable and willing to learn new skills.
10. You are self-motivated and hardworking.

Education

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

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.