Sales Development Representative

Optimizely is hiring a Sales Development Representative to drive revenue pipeline through outbound prospecting and follow up on marketing-sourced leads. In this role, you will support the sales organization by proactively identifying, nurturing, and creating new opportunities with prospects. You will act as the first point of contact with prospects and help bridge the gap between Marketing and Sales by accelerating pipeline production and growth.

SDRs manage a holistic territory plan together with Account Executive counterparts to build relationships with in-market buyers in target accounts aligned to Optimizely’s ideal customer profile. You will leverage intent-based data to prioritize and tailor outreach, using tools such as Salesforce, Outreach, LinkedIn, and other prospecting tools. You will research accounts, identify key contacts, craft targeted messaging, and communicate Optimizely’s value proposition across solutions including content, commerce, intelligence, and experimentation. You will work with prospects to understand challenges and goals, scope business requirements, and facilitate engagement with Account Executives and Solutions Consultants to create a prescriptive follow-up plan that translates into new opportunity creation. You will learn technical skills and selling skills that will lay the foundation for your career at Optimizely.

At Optimizely, we're on a mission to help people unlock their digital potential by reinventing how marketing and product teams work to create and optimize digital experiences across all channels. With Optimizely One, we offer a fully SaaS, decoupled, and composable solution designed to give teams flexibility and choice in how they build their stack.

Introduction

This role is hybrid, with three days in our Amsterdam office and two days working from home. For this role, fluency in German, Swedish or Danish is required.

Job Responsibilities

• Responsible for managing 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 ~100 accounts.

• Create individualized industry and persona-based marketing content, including but not limited to customized emails, personal videos, and tailored digital experiences for outbound campaigns.

• Conduct extensive corporate research, including corporate annual and quarterly reports, media coverage, as well as navigate company structure to identify buying committee members within an account and/or divisions in an account.

• Ability to conduct a value assessment with a prospect (e.g. evaluate a prospect’s current technology stack and position how our solutions can drive business outcomes – e.g. increase conversions, leads, revenue, etc.).

• Understand marketing technology ecosystem and how technical capabilities fit together to create a winning digital customer experience.

• Research target account list and determine strategic approach to outbound and book meetings with aforementioned accounts, providing tailored messaging to Optimizely's key personas.

• Provide weekly pipeline forecasts to manager and regional Sales Vice Presidents on pipeline pacing and production of sales opportunities.

• Achieve daily call, email, LinkedIn outreach metrics.

• Partner with local field marketing, Sales and presales teams to create account-based engagement programs.

Knowledge and Experience

• Adaptability - You are excited by change vs. change averse. You are adaptable and thrive in new situations where you can think on your feet.

• Coachability - You are coachable, able to implement feedback and dedicated to continuous self-improvement.

• Drive/Achievement - You must have a strong track record of performance in a previous role or experiences. A positive attitude and desire to win are a must. You thrive on challenges and have a proven history of consistently achieving quotas or objectives.

• Team Orientation - You are collaborative, support others, share best practices, and take on team projects. The ability to forge strong bonds and work collaboratively with key partners across the Sales channels is a must.

• Process Orientation/Focus - Ability to follow a specific process and iterate on it for maximum results. Detail oriented, organized mindset with an ability to manage time effectively, and remain focused amid competing interests.

• Curiosity - Genuine curiosity about people, technology and business, with excellent listening skills.

• Communication - Strong persuasion and negotiation skills and excellent written and verbal communication, presentation, and client relationship skills.

• Technological Savvy - Strong Internet, email, and Microsoft application skills are preferred; understanding of Salesforce is useful.

• Maturity/Professionalism - Cool under pressure, professionally mature, and able to remain collected and focused in a fast-paced, high-pressure, dynamic environment.

Education

Bachelor's degree or equivalent experience

Competencies

• Driving for Results

• Learning Quickly

• Accepting Responsibility

• Managing Time

• Communicating Effectively