Sales Development Representative

Discover Your Next Career Move at Optimizely

As a Sales Development Representative, you will be responsible for driving revenue pipeline through outbound prospecting and following up on marketing sourced leads. In this role, you will support our sales organization by proactively identifying, nurturing, and creating new opportunities with prospects. As the first point of contact with prospects, you will bridge the gap between Marketing and Sales to grow our business by impacting one of the most critical KPIs for the business: accelerated pipeline production and growth.

The SDR team at Optimizely manages a holistic territory plan together with their Account Executive counterparts to build relationships with in-market buyers in target accounts that fit our ideal customer profile. Every day, you will leverage intent-based data to prioritize and tailor your outreach to prospects, 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 effectively communicate our value proposition across a wide-ranging portfolio of solutions – including content, commerce, intelligence, and experimentation.

SDRs work with new prospects to understand their challenges and goals, accurately 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.
• Oversee 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 reviewing annual and quarterly reports, media coverage, and navigating company structures to identify buying committee members within accounts or divisions.
• Conduct value assessments with prospects (e.g., evaluate a prospect’s current technology stack and position how our 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 and determine strategic approaches to outbound, booking meetings with these accounts and providing tailored messaging to Optimizely's key personas.
• Provide weekly pipeline forecasts to managers and regional Sales Vice Presidents 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.

Knowledge and Experience

• Adaptability: You are excited by change and thrive in new situations where you can think on your feet.
• Coachability: You are able to implement feedback and are dedicated to continuous self-improvement.
• Drive/Achievement: You have a strong track record of performance in previous roles 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: We are a collaborative organization. Everyone needs to support each other, share best practices, and take on team projects to make the entire organization better. 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 is crucial. You should be detail-oriented, organized, and able to manage time effectively, remaining focused amid competing interests.
• Curiosity: Genuine curiosity about people, technology, and business, with excellent listening skills, is required.
• Communication: Strong persuasion and negotiation skills, as well as excellent written and verbal communication, presentation, and client relationship skills, are critical.
• Technological Savvy: Strong Internet, email, and Microsoft application skills are preferred. An understanding of Salesforce is useful.
• Maturity/Professionalism: You are cool under pressure, professionally mature, and know how 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