Sales Development Representative

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 front lines 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, Linked In, 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.

• Responsible for managing a multi‑million‑dollar book of business, contributing to 50 % of the company’s generated pipeline and 20 % of all closed‑won opportunities for sales.
• Manage a territory coverage plan of approximately 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, and navigation of company structure to identify buying committee members within an account and/or divisions in an account.
• 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 such as increased conversions, leads, revenue, etc.).
• Understand the marketing technology ecosystem and how technical capabilities fit together to create a winning digital customer experience.
• Research target account lists and determine strategic approach to outbound and book meetings with those 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, and Linked In outreach metrics.
• Partner with local field marketing, sales, and pre‑sales teams to create account‑based engagement programs.

• Adaptability – You are excited by change versus 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.
• 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 – Collaboration. You must support each other, share best practices, and take on team projects. Ability to forge strong bonds and work collaboratively with key partners across the Sales channels is a must.
• Process Orientation/Focus – Ability to follow a specific process and iterate on it for maximum results. Detail oriented, organized mindset with an ability to manage time effectively. Must remain focused in the face of many competing interests.
• Curiosity – Genuine curiosity about people, technology and business, with excellent listening skills is required.
• Communication – 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. Understanding of Salesforce would be useful.
• Maturity/Professionalism – Cool under pressure, professionally mature, and know how to remain collected and focused in a fast‑paced, high‑pressure, dynamic environment.

Bachelor's degree or equivalent experience