Sales Development Representative

Introduction

As a Sales Development Representative, you will be responsible for driving revenue pipeline through outbound prospecting and following up on marketing sourced leads. You will be the first point of contact with prospects, acting on the front lines of the go‑to‑market organization  SDR team bridges the gap between Marketing and Sales to grow our business by impacting the critical KPI of accelerated pipeline production and growth.

SDRs manage a holistic territory plan with their Account Executive counterparts to build relationships with in‑market buyers in target accounts that match our ideal customer profile. Every day you will leverage intent‑based data to prioritize and tailor outreach, using 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.

You will work with new prospects to understand their challenges and goals, 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 and selling skills that will lay the foundation for your future career at Optimizely.

Responsible for managing a multi‑million‑dollar book of business, contributing to 50% of the overall company‑generated pipeline and 20% of all closed‑won opportunities for sales. Manage a territory coverage plan of ~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 value assessments with prospects (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 approaches to outbound and book meetings with identified 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, Linked In outreach metrics. Partner with local field marketing, Sales, and presales 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. We are all about improving and giving and receiving feedback that will make us better.
• Drive/Achievement – You must have a strong track record of performance in previous roles or experiences. A positive attitude and desire to win are musts. You thrive on challenges and have a proven history of consistently achieving quotas or objectives.
• Team Orientation – We are a collaborative organization. Everyone needs to support each other, share best practices, and take on team projects to improve the entire organization. The ability to forge strong bonds and work collaboratively with key partners across the Sales channels is required.
• Process Orientation/Focus – Following a specific process and iterating on it for maximum results is a crucial skill. Being detail‑oriented, organized, and able to manage time effectively, while remaining focused amid many competing interests, is essential.
• Curiosity – Genuine curiosity about people, technology, and business, with excellent listening skills, is required.
• Communication – You must have strong persuasion and negotiation skills, as well as excellent written and verbal communication, presentation, and client‑relationship skills.
• Technological Savvy – Strong Internet, email, and Microsoft application skills are preferred. An understanding of Salesforce would be useful.
• Maturity/Professionalism – You are 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

• Driving for Results
• Learning Quickly
• Accepting Responsibility
• Managing Time
• Communicating Effectively