Sales Development Representative

• Generate pipeline and close revenue for the Sales org
• 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 understand 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

• Bachelor’s degree preferred
• Adaptability – excited by change vs. change averse, adaptable and thrives in new situations
• Coachability – coachable, able to implement feedback, dedicated to continuous self-improvement
• Drive/Achievement – strong track record of performance, positive attitude, desire to win, proven history of consistently achieving quotas or objectives
• Team Orientation – collaborative, support each other, share best practices, take on team projects, ability to forge strong bonds and work collaboratively with key partners across Sales channels
• Process Orientation/Focus – ability to follow a specific process and iterate on it, detail-oriented, organized mindset, ability to manage time effectively, remain focused in the face of many competing interests
• Curiosity – genuine curiosity about people, technology, and business, excellent listening skills
• Communication – strong persuasion and negotiation skills, excellent communication (written and verbal), presentation, and client relationship skills
• Technological Savvy – strong Internet, email, and Microsoft application skills, understanding of Salesforce would be useful
• Maturity/Professionalism – cool under pressure, professionally mature, know how to remain collected and focused in a fast-paced, high-pressure, dynamic environment

Understanding of Salesforce would be useful