Job Description
Introduction
Optimizely’s Enterprise Sales Team is responsible for driving meaningful revenue growth across our most strategic customers and high-value prospects. Powered by AI-driven insights and innovation, particularly through our Opal AI platform we position ourselves as transformative partners in our customers’ journey toward smarter, faster, and more impactful digital experiences.
We are deeply invested in our customers’ long-term success. Our approach is highly consultative: we challenge conventional thinking, share expertise, and continuously learn alongside our clients to help solve complex business challenges using cutting-edge AI technologies. By aligning innovation with measurable outcomes, we enable organisations to unlock new opportunities across marketing, product, and engineering.
This role places you at the forefront of AI-led transformation offering the opportunity to shape customer success, influence enterprise-level strategy, and contribute directly to Optimizely’s growth and leadership in the AI space through Opal AI.
Job Responsibilities
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Drive new and expansion Annual Recurring Revenue (ARR) through the strategic sale of Opal AI solutions within enterprise accounts.
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Lead a sophisticated, AI-enhanced end-to-end sales process from discovery and value articulation through to negotiation and close.
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Maintain a highly accurate, predictable forecast, leveraging AI-powered insights and data-driven decision making.
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Develop and execute a comprehensive territory strategy designed to maximise AI-driven revenue opportunities and long-term account value.
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Build and sustain a robust pipeline (4× coverage) across all available channels, including SDR, Marketing, Customer Success, Partners, and Opal AI-generated insights.
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Rigorously qualify opportunities to ensure focus on high-impact, AI-centric deals where Optimizely can deliver transformational value.
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Establish trusted relationships with senior executives and line-of-business leaders, clearly articulating the strategic and commercial impact of AI adoption.
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Act as a thought leader on AI, educating prospects on its enterprise-wide potential from marketing optimisation to product innovation and engineering efficiency.
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Navigate complex enterprise organisations and multi-stakeholder buying processes using structured, insight-driven sales methodologies.
Knowledge and Experience
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5+ years of full-cycle SaaS sales experience, with exposure to AI-driven or data-centric solutions and a consistent history of closing 6- to 7-figure ARR deals.
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Demonstrated track record of exceeding quota within enterprise or strategic account environments ideally in AI, analytics, or emerging technology categories.
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Strong commercial acumen combined with a deep curiosity and passion for AI, its business applications, and its transformative potential.
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A highly motivated, competitive mindset with a genuine drive to win, learn, and lead in a rapidly evolving AI landscape.
Education
Bachelor's of Science or Business Administration preferred or equivalent work experience