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Solution Strategy Director - CMS

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Date: Aug 13, 2025

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

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

We are seeking a strategic and results-oriented Go-To-Market (GTM) Strategist to spearhead GTM efforts for our CMS product line. In this high-impact role, you will be responsible for driving pipeline growth, accelerating bookings, and strengthening customer retention for one of our flagship products. You’ll play a critical role in refining the Ideal Customer Profile (ICP), shaping and executing end-to-end GTM programs, and enabling cross-functional success by partnering closely with sales, marketing, customer success, product, partners, and enablement teams.


Job Responsibilities

1. Business Analysis & Market Insights

  • Define and continuously refine the Ideal Customer Profile (ICP) in alignment with business performance, market signals, and product strategy.
  • Analyze pipeline and bookings trends to surface actionable insights that shape GTM strategy.
  • Monitor market dynamics and competitive landscape to guide positioning, messaging, and strategic priorities.

2. GTM Strategy & Leadership

  • Develop and document scalable, repeatable GTM programs and plays to drive pipeline, bookings, and customer retention for the CMS business.
  • Lead the creation and prioritization of sales and retention initiatives tailored to CMS market needs.
  • Identify and recommend process improvements to leadership that optimize GTM execution and overall business impact.

3. GTM Execution

  • Drive end-to-end execution of GTM initiatives — from concept through measurable business outcomes.
  • Partner cross-functionally with Sales, Marketing, Product, Customer Success, and Enablement to ensure coordinated and timely execution of GTM strategies.
  • Own the feedback loop between Sales and Product, ensuring market insights continuously inform GTM motions and product direction.

4. Field & Customer Engagement

  • Partner with Sales on strategic opportunities and key deals.
  • Support QBRs with top customers, delivering insights and recommendations.
  • Represent Optimizely at customer-facing events, serving as a speaker and thought leader. Collaborate with Marketing to create impactful content and thought leadership assets (e.g., blogs, whitepapers, videos).

Knowledge and Experience

  • 7+ years of experience in a B2B SaaS GTM role (strategy, sales, presales, or related functions).
  • Proven ability to design, launch, and scale GTM programs that deliver measurable business impact.
  • Deep familiarity with the CMS or Digital Experience Platform (DXP) market strongly preferred.
  • Strong track record of leading cross-functional initiatives across Product, Marketing, Sales, and Enablement.
  • Analytical mindset with expertise in turning performance data into actionable strategies.
  • Exceptional communication and storytelling skills, with the ability to influence stakeholders at all levels.
  • Comfortable working in a fast-paced, dynamic environment with evolving priorities.

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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