Senior Sales Development Representative

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 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, as well as navigate company structure to identify buying committee members within an account and/or divisions in an account.
• Ability to 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, etc.)
• Understand marketing technology ecosystem and understand 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, 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 vs. 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 a previous role or experiences. A positive attitude and desire to win are a must. 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 make the entire organization better. The ability to forge strong bonds and work collaboratively with key partners across the Sales channels is a must.

Process Orientation/Focus – Being able to follow a specific process and iterate on it for maximum results is a crucial skill. Detail-oriented, organized mindset with an ability to manage time effectively. You must be able to remain focused in the face of many competing interests.

Curiosity – Genuine curiosity about people, technology, and business, with excellent listening skills is required.

Communication – You must have strong persuasion and negotiation skills, and excellent communication (written and verbal), presentation, and client relationship skills are critical.

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.

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