Enterprise Account Executive

Optimizely is focused on unlocking digital potential and we are the recognized category leader in Digital Experience Platform (DXP) and created the category for A/B Testing and experimentation software. We have incredible customers – isn’t that one of the most important aspects of looking for your next job? Optimizely has over 9,000 brands from global organizations such as Visa, Sky, Yamaha, Wall Street Journal to tech innovators like Atlassian, DocuSign, FitBit and Zillow.
Not only are we financially sound and growing but we have unicorn status: Exceeded $300M in revenue in 2020, is profitable already, and has all strategic options ahead of itself. Optimizely continues to invest and addresses a market opportunity north of $30 billion, providing significant personal career growth opportunities.
We are an inclusive culture with a global team of 1200+ people across the US, Europe, Australia, and Vietnam. We blend European and American business culture with emphasis on teamwork, inclusion, and moving fast. People make the difference!
If you are looking to work on the next generation of digital technologies in a fast-paced, hyper-growth environment, apply! We’re just getting started...
Over 26 of the Fortune 100 companies choose Optimizely to power their global digital experiences. Optimizely’s impressive customer list includes eBay, FOX, IBM, The New York Times and many more global enterprises.

It is our job to acquire and cultivate relationships with our most strategic customers through proactive targeted efforts by effectively aligning internal resources to their needs. In the Enterprise role we work with Fortune 1000 organizations who spend upwards of 25-200M in digital advertising.

About the Job:

• Responsible for New Annual Recurring Revenue  (new + expansion)
• Strategically OWN the accounts in your territory
• Understand the business direction and goals of the accounts as a whole
• Add value to the customer long-term by becoming a subject matter expert in vertical to be a trusted advisor who understands business value - industry knowledge, competitive landscape, core business model for that vertical
• Create an executive network within accounts in territory
• Map relationships from executives to users with the Optimizely account team
• Meet with customers in person when needed (travel up to 30%)
• Project manage across multiple business units within accounts
• Work with internal departments to coordinate resources to make account successful
• Manage legal/procurement process to create scalable global agreements

Qualifications:

• Minimum of 4+ years of proven experience selling software solutions
• Ability to build outbound pipeline
• Experience developing executive relationships
• Experience mapping internal and external resources to accounts
• An understanding of marketing technology trends to help recommend product direction (both Optimizely specific and other 3rd party)
• Understanding of corporate structures to guide business + legal discussions
• Detailed account planning experience (not just territory planning)
• Experience getting wide and deep within accounts (execution of account plan)
• Background of managing complex deal cycles  (detailed close plans, separate business and technical evaluation tracks, manage detailed contract negotiations)
• You are coachable and willing to learn new skills
• You are self-motivated, hardworking and proactive
• You have a strong business acumen