Senior Enterprise Account Executive 1

Introduction

Our Digital Sales Team works with Enterprise businesses that see digital as a primary growth channel. We partner with organisations looking to transform how they create, deliver, test and optimise digital experiences.

As AI fundamentally changes the way marketing and digital teams operate, this role is at the forefront of that transformation. You’ll help customers understand how Optimizely’s Agentic CMS and Agentic Experimentation capabilities, powered by Opal, can move organisations from manual digital workflows to intelligent, AI-driven optimisation.

We’re looking for a consultative seller who is genuinely curious about how businesses operate and can connect emerging AI capabilities to tangible commercial outcomes. You’ll challenge, teach and learn alongside customers, positioning Optimizely as a strategic partner in their digital and AI transformation.

Job Responsibilities

• Drive New Annual Recurring Revenue (new business + expansion) across a portfolio of digital-focused, Enterprise-sized businesses.
• Own the full sales cycle, from prospecting and qualification through negotiation, close and expansion.
• Consult with senior executives across Marketing, Digital, Product, Technology and Engineering on how AI can transform their customer experience and growth strategies.
• Lead conversations around the future of Agentic AI, helping customers understand how AI agents can automate and optimise traditionally manual marketing and digital processes.
• Position Optimizely’s Agentic CMS, enabling customers to use AI agents to create, manage, personalise and optimise digital content at scale.
• Position Agentic Experimentation, demonstrating how AI can continuously identify opportunities, develop hypotheses, launch experiments, interpret results and optimise digital experiences.
• Demonstrate the value of Optimizely Opal as an AI-powered layer that enables marketing and digital teams to work more intelligently and autonomously.
• Translate complex AI and technology concepts into clear business outcomes, ROI and commercial value for customers.
• Work a mix of high-ASP opportunities with longer sales cycles and faster-moving customer upgrades and expansion opportunities.
• Build and execute a territory plan using a combination of AI-led, inbound and outbound prospecting strategies to consistently create pipeline.
• Maintain accurate forecasts and provide clear visibility into pipeline, deal progression and revenue expectations.
• Qualify opportunities effectively, identifying business pain, urgency, decision criteria, stakeholders, budget and the potential for AI-led transformation.
• Build trusted relationships with C-suite and senior executives, as well as key line-of-business stakeholders.
• Educate customers across their organisation, from Marketing and Digital through to Product, Data, Technology and Engineering.
• Help prospects understand the evolving AI, CMS, experimentation and martech landscape, positioning Optimizely against traditional and emerging competitors.
• Navigate complex organisations, multi-thread buying groups and sophisticated procurement processes.
• Hold opportunities to a consistent sales methodology and sales cycle while maintaining a strong focus on customer value.
• Identify opportunities to expand existing customers into additional Optimizely capabilities, including AI, CMS, experimentation and digital experience solutions.

Knowledge and Experience

• Proven success in a consultative B2B SaaS sales environment, ideally selling to Marketing, Digital, Product or Technology teams.
• Experience selling solutions such as AI, MarTech, CMS, experimentation, personalisation, digital experience platforms or other enterprise technology is highly desirable.
• Demonstrable ability to sell business value rather than simply product features.
• Comfortable discussing AI and emerging technology with senior business and technical stakeholders.
• Understanding of how organisations are adopting Generative AI, AI agents and automation to transform marketing and digital operations.
• Proven ability to manage a large volume of accounts and prioritise opportunities effectively.
• Strong business acumen with the ability to understand a customer's strategy, identify commercial challenges and connect technology to business outcomes.
• Highly curious, self-motivated and comfortable operating in a rapidly evolving technology environment.
• Coachable and willing to continuously develop new skills, particularly as the AI and agentic technology landscape evolves.
• Proven ability to build relationships and influence stakeholders across multiple levels of an organisation.
• Experience managing complex, multi-stakeholder sales cycles is preferred.

Education

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