Sales Development Representative

At Optimizely, 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. As the first point of contact with prospects, you will be on the frontlines of the go-to-market organization, bridging 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.

SDRs manage a holistic territory plan together with their Account Executive counterparts to build relationships with in-market buyers in target accounts with 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 to 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 skills 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 annual and quarterly reports, media coverage, and navigate 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

• Language Skills: Dutch language preferred; English required.
• Adaptability: Excited by change and thrive in new situations where you can think on your feet.
• Coachability: Able to implement feedback and dedicated to continuous self-improvement.
• Drive / Achievement: Strong track record of performance in previous roles or experiences. A positive attitude and desire to win are a must. Proven history of consistently achieving quotas or objectives.
• Team Orientation: Ability to forge strong bonds and work collaboratively with key partners across the Sales channels.
• Process Orientation / Focus: Ability to follow a specific process and iterate on it for maximum results. Detail-oriented, organized mindset with effective time management.
• Curiosity: Genuine curiosity about people, technology, and business, with 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. 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