Technical Sales Development Representative

Introduction

The Technical Sales Development Representative family is a hybrid job family that bridges early-stage pipeline generation and pre-sales solution expertise. Technical Sales Development Representatives generate qualified opportunities and leads with value through consultative discovery and tailored product demonstrations. The goal of this role is to help prospects experience Optimizely’s platform earlier in the sales cycle, showing how our solutions in Content, Commerce, Experimentation, and Intelligence solve real business challenges, accelerate decision-making, and improve pipeline quality.

As part of Optimizely’s AI-enabled go-to-market model, Technical Sales Development Representatives leverage modern tools and insights to personalize outreach, prioritize accounts, continuously refine messaging, and give all-star demos. By combining data-driven engagement with credible technical storytelling, this role strengthens how we connect with and deliver to prospects, our future customers. 

Job Responsibilities

The IC3 Technical Sales Development Representative blends the responsibilities of a Lead Sales Development Representative and a Solution Architect II into one seamless, customer-facing role. 

Key responsibilities include:

• Identify and engage high-potential accounts using AI-powered prospecting tools and intent data, conduct thoughtful discovery to understand business goals, and deliver tailored product demos that clearly demonstrate how Optimizely creates measurable impact. (Works on problems of diverse scope that require and analysis or evaluation of a variety of factors/data/situations) 
• Personalize outreach, sequence campaigns, and fine-tune messaging to the needs of each prospect using insights surfaced through AI-driven enrichment and CRM analytics. (Demonstrates solid judgement in selecting methods and techniques for obtaining solutions.)
• Upon engagement, act as a trusted advisor, exploring the prospect’s digital ecosystem, uncovering their challenges, and showing how Optimizely’s integrated platform can drive meaningful outcomes. (Able to breakdown and execute on complicated projected, end-to-end)
• Prepare and lead early-stage demos, document key requirements, and ensure a smooth transition to Account Executives and full-scale SAs when deeper technical validation is needed. (Demonstrates consistent and autonomous application of skills, experience and expertise to relevant work.)
• Partner closely with AEs, Marketing, and Solution Architects to align account strategy, develop repeatable demo narratives, and capture customer feedback that shapes our GTM approach. (Work is cross functional in nature)
• Maintain accurate pipeline tracking and forecasting in Salesforce, contribute reusable demo and objection-handling materials to team playbooks, and use AI insights to monitor performance, spot trends, and improve win rates. (Broadens their impact by leveraging their knowledge and expertise to provide guidance and recommendations to others.)

Knowledge and Experience

• 2–4+ years in SDR, Presales, Sales Engineering, or Solutions Architecture
• Proven success driving qualified pipeline and/or delivering impactful software demonstrations.
• Experience using or supporting AI-powered engagement, analytics, or personalization tools.
• Bachelor’s degree or equivalent experience in business, marketing, or technology.

Skills:

• Strong business development and consultative selling skills, with experience engaging executive-level and technical stakeholders.
• Demonstrated success prospecting, qualifying, and converting leads into sales opportunities using a multi-channel approach (calls, email, social, and events).
• Proven ability to generate pipeline through outbound outreach, supported by AI and intent-based prioritization tools (e.g., 6sense, Clay, Opal, LinkedIn Sales Navigator).
• Skilled at conducting structured discovery conversations—uncovering pain points, aligning to business outcomes, and positioning value effectively.
• Experience managing a territory or named-account list, creating personalized messaging and campaigns tailored to target industries and personas.
• Strong presentation and demo abilities; confident delivering short, impactful product demonstrations to non-technical audiences.
• Working knowledge of SaaS and digital experience technologies, including CMS, commerce, experimentation, personalization, and analytics.
• Basic familiarity with standard web technologies (HTML, CSS, JavaScript) and understanding of APIs, SDKs, and data integrations.
• Proficient in Salesforce, Outreach, and other GTM tools, with solid understanding of CRM hygiene, forecasting, and pipeline tracking.
• Excellent written and verbal communication skills with strong storytelling, copywriting, and listening abilities.
• Highly organized, detail-oriented, and able to manage competing priorities in a high-volume, fast-paced environment.
• Data-driven mindset—comfortable analyzing metrics, dashboards, and AI-surfaced insights to improve performance.
• Self-motivated, creative, and adaptable; thrives in collaborative, cross-functional environments and embraces continuous learning.

Education

Bachelors Degree

Competencies