Sales Development Representative in City of Westminster

At Optimizely, we're on a mission to help people unlock their digital potential. We do that by reinventing how marketing and product teams work to create and optimize digital experiences across all channels with Optimizely One, our industry‑first operating system for marketers that offers teams flexibility to build their stack their way with a fully SaaS, fully decoupled, and highly composable solution. We are proud to help more than 10,000 businesses, including H&M, PayPal, Zoom, and Toyota, enrich their customer lifetime value, increase revenue and grow their brands. Our innovation and excellence have earned us numerous recognitions as a leader by industry analysts such as Gartner, Forrester, and IDC.

At our core, we believe work is about more than just numbers -- it's about the people. Our culture is dynamic and constantly evolving, shaped by every employee and their stories. With over 1500 Optimizers spread across 12 global locations, our diverse team embodies the "One Optimizely" spirit, emphasizing collaboration, continuous improvement, and a culture where every voice is heard and valued. Join us and become part of a company that's empowering people to unlock their digital potential!

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 support our sales organization by proactively identifying, nurturing, and creating new opportunities with prospects, 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 accelerated pipeline production.

SDRs manage a holistic territory plan together with Account Executive counterparts to build relationships with in‑market buyers in target accounts with our ideal customer profile. You will leverage intent‑based data to prioritize and tailor outreach to prospects, using tools such as Salesforce, Outreach, LinkedIn, 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 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, creating a prescriptive follow‑up plan that translates to new opportunity creation. You will learn technical and selling skills that lay the foundation for your career at Optimizely.

Job Responsibilities

• 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 navigate 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 – e.g., increase conversions, leads, revenue).
• Understand the marketing technology ecosystem and how technical capabilities fit together to create a winning digital customer experience.
• Research target account list and determine a 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, LinkedIn outreach metrics.
• Partner with local field marketing, Sales, and presales teams to create account‑based engagement programs.

Knowledge and Experience

• Adaptability – You are excited by change versus change averse, thriving 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 have a strong track record of performance in a previous role, with a positive attitude and desire to win. 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. The ability to forge strong bonds and work collaboratively with key partners across the Sales channels is a must.
• Process Orientation/Focus – You must be able to follow a specific process, iterate on it for maximum results. Detail‑oriented, organized mindset with an ability to manage time effectively, remaining focused amid competing interests.
• Curiosity – Genuine curiosity about people, technology and business, with excellent listening skills.
• Communication – You have strong persuasion and negotiation skills and 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 – Cool under pressure, professionally mature, and able to remain collected and focused in a fast‑paced, high‑pressure, dynamic environment.

Education

• Bachelor's degree or equivalent experience

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.