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Solution Strategy Director - CMS

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Date: Aug 13, 2025

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

Company: Optimizely

At Optimizely, we're on a mission to help people unlock their digital potential. We do that by reinventing how marketing and product teams work to create and optimize digital experiences across all channels. With Optimizely One, our industry-first operating system for marketers, we offer teams flexibility and choice to build their stack their way with our fully SaaS, fully decoupled, and highly composable solution.  

We are proud to help more than 10,000 businesses, including H&M, PayPal, Zoom, and Toyota, enrich their customer lifetime value, increase revenue and grow their brands. Our innovation and excellence have earned us numerous recognitions as a leader by industry analysts such as Gartner, Forrester, and IDC, reinforcing our role as a trailblazer in MarTech.

 

At our core, we believe work is about more than just numbers -- it's about the people. Our culture is dynamic and constantly evolving, shaped by every employee, their actions and their stories. With over 1500 Optimizers spread across 12 global locations, our diverse team embodies the "One Optimizely" spirit, emphasizing collaboration and continuous improvement, while fostering a culture where every voice is heard and valued. 

Introduction

Optimizely is seeking a strategic and results-driven Go-To-Market (GTM) Strategist to lead our GTM efforts for the CMS (Content Management System) product line. This is a high-impact role responsible for driving pipeline growth, increasing bookings, and improving retention for one of our flagship products. You’ll play a critical role in refining our ICP, shaping end-to-end GTM programs, partnering with product on Tier 1 launches, and enabling the field across sales and customer success.

Job Responsibilities

  1. GTM Strategy & Leadership
    • Define and document repeatable GTM programs to grow pipeline, bookings, and retention.
    • Lead the development and prioritization of sales and retention initiatives tailored for the CMS product.
    • Collaborate cross-functionally with Product Marketing, Product Management, Enablement, and Sales to ensure alignment and execution of GTM initiatives.
    • Identify and raise process improvements with leadership to drive more effective GTM execution
  1. Business Analysis & Market Intelligence:
    • Analyze pipeline and bookings trends (wins/losses) and surface insights that inform GTM strategy.
    • Define and continuously refine the Ideal Customer Profile (ICP) based on business performance and market signals.
    • Stay ahead of market and competitive trends to guide positioning and strategic focus.
  1. GTM Execution:
    • Act as the business lead for Tier 1 launches, defining ICP, personas, target cohorts, and launch success metrics.
    • Work across GTM workstreams to drive coordinated and timely execution.
    • Own the feedback loop from Sales to Product to continuously improve the GTM motion.
  1. Field and Customer Support:
    • Support Sales in key deals with pitch enablement and differentiated messaging.
    • Enable Customer Success with roadmap alignment and QBR content tailored for customer outcomes.
    • Represent the CMS solution at customer-facing events and contribute to external thought leadership (blog posts, whitepapers, videos, etc.).
    • KPIs
    • Quarterly targets for CMS pipeline, bookings, and retention.
    • Execution of both strategic GTM programs and tactical plays tied to measurable pipeline and bookings contribution.
    • Achievement of Tier 1product launch goals (pipeline, bookings, number of customers live).

Knowledge and Experience

  • 7+ years of experience in a B2B SaaS GTM role, including strategy, sales, presales, etc.
  • Demonstrated ability to build and execute GTM programs that drive business impact.
  • Familiarity with the CMS or digital experience platform market strongly preferred.
  • Proven track record of cross-functional leadership across product, marketing, sales, and enablement.
  • Strong analytical skills with the ability to interpret performance data and turn it into actionable insights.
  • Excellent communicator with the ability to influence stakeholders and tell a compelling story.
  • Comfortable operating in a fast-paced, evolving 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.

 

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