Sales Development Representative

At Optimizely, as a Sales Development Representative (SDR), you will be responsible for driving revenue pipeline through outbound prospecting and following up on marketing-sourced leads. You will support our sales organization by proactively identifying, nurturing, and creating new opportunities with prospects, acting as the first point of contact. You will be on the frontlines of the go-to-market organization at Optimizely.

The SDR team bridges the gap between Marketing and Sales to grow the business by accelerating pipeline production and growth. SDRs manage a holistic territory plan together with their Account Executive counterparts to build relationships with in-market buyers in target accounts aligned to our ideal customer profile.

Every day as an SDR, you will leverage intent-based data to prioritize and tailor outreach, using tools such as Salesforce, Outreach, LinkedIn, and other prospecting tools combined with digital selling techniques. You will research accounts, identify key contacts, and craft targeted messaging to communicate our value proposition across a portfolio of solutions including content, commerce, intelligence, and experimentation.

You will work with new prospects to understand their challenges and goals, scope business requirements, and facilitate engagement with Account Executives and Solutions Consultants to create a prescriptive follow-up plan that translates to new opportunity creation. You will learn technical and selling skills that will lay the foundation for your career at Optimizely.

Job 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 (annual and quarterly reports, media coverage) and navigate company structures to identify buying committee members and/or divisions within an account.
• Conduct value assessments with prospects (e.g., evaluate a prospect’s current technology stack and position how solutions can drive business outcomes such as increased conversions, leads, and revenue).
• Understand the marketing technology ecosystem and how technical capabilities fit together to create a winning digital customer experience.
• Research target account lists, determine strategic outbound approaches, and book meetings with tailored messaging to Optimizely’s key personas.
• Provide weekly pipeline forecasts to your manager and regional Sales Vice Presidents on pipeline pacing and sales opportunity production.
• Achieve daily call, email, and LinkedIn outreach metrics.
• Partner with local field marketing, Sales, and presales teams to create account-based engagement programs.

Knowledge and Experience

• Adaptability: Excited by change, adaptable, and able to think on your feet.
• Coachability: Able to implement feedback and dedicated to continuous self-improvement.
• Drive/Achievement: Strong track record of performance; positive attitude; thrives on challenges; history of achieving quotas or objectives.
• Team Orientation: Collaborative, supports others, shares best practices, and works with partners across Sales channels.
• Process Orientation/Focus: Able to follow and iterate on processes for maximum results; detail-oriented and organized; manages time effectively; stays focused amid competing interests.
• Curiosity: Genuine curiosity about people, technology, and business; excellent listening skills.
• Communication: Strong persuasion and negotiation skills; excellent written and verbal communication, presentation, and client relationship skills.
• Technological Savvy: Strong internet, email, and Microsoft application skills preferred; Salesforce knowledge is useful.
• Maturity/Professionalism: Calm under pressure; professionally mature; able to remain collected and focused in a fast-paced, high-pressure environment.

Education

• Bachelor's degree or equivalent experience

Competencies

• Driving for Results
• Learning Quickly
• Accepting Responsibility
• Managing Time
• Communicating Effectively