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Sales Development Representative

Date: Sep 19, 2022

Location: Nashua, US, 3063 Minneapolis, US, 55401 Austin, US, 78705

Company: Optimizely

Optimizely is focused on unlocking digital potential and we are the recognized category leader in Digital Experience Platform (DXP) and created the category for A/B Testing and experimentation software. We have incredible customers – isn’t that one of the most important aspects of looking for your next job? Optimizely has over 9,000 brands from global organizations such as Visa, Sky, Yamaha, Wall Street Journal to tech innovators like Atlassian, DocuSign, FitBit and Zillow.

Not only are we financially sound and growing but we have unicorn status: Exceeded $300M in revenue in 2020, is profitable already, and has all strategic options ahead of itself. Optimizely continues to invest and addresses a market opportunity north of $30 billion, providing significant personal career growth opportunities.

We are an inclusive culture with a global team of 1200+ people across the US, Europe, Australia, and Vietnam. We blend European and American business culture with emphasis on teamwork, inclusion, and moving fast. People make the difference!

If you are looking to work on the next generation of digital technologies in a fast-paced, hyper-growth environment, apply! We’re just getting started...


As a Sales Development Representative, you will be responsible for driving revenue pipeline through outbound prospecting and following up on marketing sourced leads. As a Sales Development Representative (SDR), you will be responsible for supporting our sales organization by proactively identifying, nurturing, and creating new opportunities with prospects. You will be on the frontlines of the go-to-market organization at Optimizely, acting as the first point of contact with prospects. The SDR team bridges 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 as an SDR, you will leverage intent-based data to prioritize and tailor your outreach to prospects, leveraging tools such as Salesforce, Outreach, LinkedIn, and other prospecting tools combined with digital selling techniques to 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

  • 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. 

Knowledge and Experience

  • Adaptability- You are excited by change vs. change averse. You are adaptable and thrive in new situations where you can think on your feet.
  • Coachability- You are coachable, able to implement feedback and dedicated to continuous self-improvement. We are all about improving and giving and receiving feedback that will make us better. Drive/Achievement- You must have a strong track record of performance in a previous role 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- Being able to follow a specific process and iterate on it for maximum results, is a crucial skill. Detail oriented, organized mindset with an ability to manage time effectively. You must be able to remain focused in the face of many competing interests
  • Curiosity- Genuine curiosity about people, technology and business, with excellent listening skills is required.
  • Communication-You must have strong persuasion and negotiation skills and excellent communication (written and verbal), presentation, and client relationship skills are critical.
  • Technological Savvy - Strong Internet, email, and Microsoft application skills are preferred. An understanding of Salesforce would be 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.



Optimizely is committed to a diverse and inclusive workplace. Optimizely is an equal opportunity employer and does not discriminate on the basis of race, national origin, gender, gender identity, sexual orientation, protected veteran status, disability, age, or other legally protected status.