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. 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, you will bridge 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, you will leverage intent-based data to prioritise and tailor your 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-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.

Job Responsibilities

• Responsible for managing 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 personalised industry and persona-based marketing content, including customised 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.
• Conduct a value assessment with a prospect to evaluate how our solutions can drive business outcomes.
• Understand the marketing technology ecosystem and how technical capabilities fit together to create a winning digital customer experience.
• Research target account list and determine strategic approach to outbound and book meetings with aforementioned 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 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 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.
• Team Orientation: You are collaborative and support each other, sharing best practices and taking on team projects.
• Process Orientation/Focus: You can follow a specific process and iterate on it for maximum results.
• Curiosity: Genuine curiosity about people, technology, and business, with excellent listening skills.
• Communication: Strong persuasion and negotiation skills, along with excellent written and verbal communication skills.
• Technological Savvy: Strong Internet, email, and Microsoft application skills are preferred.
• Maturity/Professionalism: You remain cool under pressure and professionally mature.

Education

• Bachelor’s degree or equivalent experience.