Account Executive

Introduction

Optimizely’s Sales Team is responsible for growing revenue from our largest and most important customers and prospects. By focusing on our customer’s long term goals and having a genuine desire to help solve their business problems, we aim to be viewed as a consultative partner in the eyes of our customers. We challenge, we teach and we learn in order to provide expertise that pushes companies towards their goals.

Job Responsibilities

• Responsible for New Annual Recurring Revenue  (new + expansion). 
• Consult with executives at digital-focused, medium-sized businesses. 
• Work a mix of high ASP opportunities that have longer sales cycles, and quicker customer upgrades. 
• Manage an accurate forecasts. 
• Create and execute a territory plan that builds pipeline using an inbound/outbound model. 
• Qualifies deals effectively to get to decisions quickly and prioritize effectively. 
• Builds relationships with Senior Executives and line-of-business in accounts.     
• Educates prospects effectively across their entire business, from Marketing to Product to Engineering. 
• Helps customers understand the competitive landscape to best assess their needs. 
• Holds deals to a consistent sales cycle and process. 
• Navigates complex organizations and buying processes. 

Knowledge and Experience

• Minimum of 2+ years of proven experience selling software solutions
• Ability to build outbound pipeline
• Experience developing executive relationships
• Experience mapping internal and external resources to accounts
• An understanding of marketing technology trends to help recommend product direction (both Optimizely specific and other 3rd party)
• Understanding of corporate structures to guide business + legal discussions
• Detailed account planning experience (not just territory planning)
• Experience getting wide and deep within accounts (execution of account plan)
• Background of managing complex deal cycles  (detailed close plans, separate business and technical evaluation tracks, manage detailed contract negotiations)
• You are coachable and willing to learn new skills
• You are self-motivated, hardworking and proactive
• You have a strong business acumen

Education

Bachelor's of Science or Business Administration preferred or equivalent work experience

Competencies