Technical Sales Development Representative

Technical Sales Development Representative

At Optimizely, we help organizations unlock their digital potential by reinventing how marketing and product teams work. As a Technical Sales Development Representative, you will generate qualified opportunities and leads through consultative discovery and tailored product demonstrations across our Content, Commerce, Experimentation, and Intelligence solutions.

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

• 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.
• Personalize outreach, sequence campaigns, and fine‑tune messaging to the needs of each prospect using insights surfaced through AI‑driven enrichment and CRM analytics.
• 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.
• Prepare and lead early‑stage demos, document key requirements, and ensure a smooth transition to Account Executives and full‑scale Solution Architects when deeper technical validation is needed.
• 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.
• 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.

• 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.

• 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, Linked In 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.

Bachelors Degree

• Communicating Effectively
• Displaying Technical Expertise
• Driving for Results
• Establishing Relationships
• Learning Quickly

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.