Senior Enterprise Account Executive 2

Senior Enterprise Account Executive

Optimizely is here to cut through the noise with AI that works for marketers. From AI-powered content creation to world-class CMS and the industry's most trusted experimentation platform, Optimizely is the tool modern marketers want to use. Our 1,600+ Optimizers across 12 global offices are curious, collaborative, and refreshingly human. We don't do corporate speak. We do real conversations, big ideas, and genuinely care for the work we make together. If you want to be part of a team that's shaping the future of marketing technology and actually enjoys doing it you're in the right place.

Our Enterprise Account Executive partners with organizations looking to transform how they create, deliver, test, and optimize digital experiences. As AI fundamentally changes the way marketing and digital teams operate, this role is at the forefront of that transformation. You'll help customers understand how Optimizely's Agentic CMS and Agentic Experimentation capabilities, powered by Mark, can move organizations from manual digital workflows to intelligent, AI-driven optimization.

You'll challenge, teach, and learn alongside customers, positioning Optimizely as a strategic partner in their digital and AI transformation.

Job Responsibilities

• Drive new annual recurring revenue (new business + expansion) across a portfolio of digital-focused, enterprise-sized businesses.
• Own the full sales cycle, from prospecting and qualification through negotiation, close, and expansion.
• Consult with senior executives across Marketing, Digital, Product, Technology, and Engineering on how AI can transform their customer experience and growth strategies.
• Lead conversations around the future of Agentic AI, helping customers understand how AI agents can automate and optimize traditionally manual marketing and digital processes.
• Position Optimizely's Agentic CMS, enabling customers to use AI agents to create, manage, personalize, and optimize digital content at scale.
• Position Agentic Experimentation, demonstrating how AI can continuously identify opportunities, develop hypotheses, launch experiments, interpret results, and optimize digital experiences.
• Demonstrate the value of Optimizely Opal as an AI-powered layer that enables marketing and digital teams to work more intelligently and autonomously.
• Translate complex AI and technology concepts into clear business outcomes, ROI, and commercial value for customers.
• Work a mix of high-ASP opportunities with longer sales cycles and faster-moving customer upgrades and expansion opportunities.
• Build and execute a territory plan using a combination of AI-led, inbound, and outbound prospecting strategies to consistently create pipeline.
• Maintain accurate forecasts and provide clear visibility into pipeline, deal progression, and revenue expectations.
• Qualify opportunities effectively, identifying business pain, urgency, decision criteria, stakeholders, budget, and the potential for AI-led transformation.
• Build trusted relationships with C-suite and senior executives, as well as key line-of-business stakeholders.
• Educate customers across their organization, from Marketing and Digital through to Product, Data, Technology, and Engineering.
• Help prospects understand the evolving AI, CMS, experimentation, and martech landscape, positioning Optimizely against traditional and emerging competitors.
• Navigate complex organizations, multi-thread buying groups, and sophisticated procurement processes.
• Hold opportunities to a consistent sales methodology and sales cycle while maintaining a strong focus on customer value.
• Identify opportunities to expand existing customers into additional Optimizely capabilities, including AI, CMS, experimentation, and digital experience solutions.

Knowledge and Experience

Proven success in a consultative B2B SaaS sales environment, ideally selling to Marketing, Digital, Product, or Technology teams. Experience selling solutions such as AI, MarTech, CMS, experimentation, personalization, digital experience platforms, or other enterprise technology is highly desirable. Demonstrable ability to sell business value rather than simply product features. Comfortable discussing AI and emerging technology with senior business and technical stakeholders. Understanding of how organizations are adopting Generative AI, AI agents, and automation to transform marketing and digital operations. Proven ability to manage a large volume of accounts and prioritize opportunities effectively. Strong business acumen with the ability to understand a customer's strategy, identify commercial challenges, and connect technology to business outcomes. Highly curious, self-motivated, and comfortable operating in a rapidly evolving technology environment. Coachable and willing to continuously develop new skills, particularly as the AI and agentic technology landscape evolves. Proven ability to build relationships and influence stakeholders across multiple levels of an organization. Experience managing complex, multi-stakeholder sales cycles is preferred.

Education

Bachelor's of Science or Business Administration preferred or equivalent work 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.

Total target compensation range: $275,000-$509,000. Optimizely considers several factors when extending an offer, including but not limited to the role and associated responsibilities, a candidate's work experience, education/training, and key skills.