Enterprise Account Executive

  • Sydney NSW 2000, Australia
  • Full-time

Company Description

As the most adopted website optimization platform, Optimizely is helping the world’s largest brands turn their data into a better a customer experience. Headquartered in downtown San Francisco with offices in New York, Austin, Amsterdam, London, Cologne, Munich, and Sydney, Optimizely has grown from an easy-to-use A/B testing product into a world-class experience optimization platform.

Optimizely ANZ is looking for the founding members of its Enterprise Sales team - sales professionals who bring their expertise, drive, and deep understanding of the market to help launch our Sydney operations.

 

Job Description

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 Annual Recurring Revenue (new + expansion + renewal of accounts)
  • Strategically OWN the accounts in your territory and grow the “book of business”
  • 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
  • Account plan for future product expansion and to grow accounts over time
  • 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 enterprise software solutions
  • Experience selling SaaS solutions, CMS, CRO Software, email technology, website analytics, or software platform 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

Additional Information

Perks:

  • Annual Wellness Grant
  • Commuter and transportation benefits
  • Unlimited vacation policy
  • Company pension plan
  • Working with a great team and having a huge impact! 

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