Enterprise Account Executive DACH - New Accounts

  • Munich, Germany
  • Full-time
  • Department: Sales

Company Description

As the most adopted digital experimentation software platform, Optimizely is enabling the world’s largest brands turn their data into best-in-class customer experiences. The platform’s ease of use and speed of deployment empowers organizations to create and run experiments that help them make better data-driven decisions, allowing businesses to dramatically drive up the value of their digital products. Headquartered in downtown San Francisco with offices in New York, Austin, Amsterdam, London, Cologne, Munich and Sydney, we have grown from an easy-to-use A/B testing product into a premier test and learn platform.

Job Description

The Enterprise Account Executive - New Accounts drives new business through prospecting for leads and closing opportunities in their territory and from inbound leads. Account executives are responsible for the first sale, subsequent expansion opportunities are owned by the Enterprise Account Executive - Existing Accounts.

How you will make an impact

  • Drive the business forward by expanding revenue within assigned sales territory by prospecting and building pipeline while building strong personal relationships with new customers
  • Meet or exceed quarterly and annual revenue targets
  • Successfully transition new customers to Enterprise Account Executive - Existing Accounts as they are closed
  • Develop and execute on a strategic plan for the territory, create reliable forecasts, and grow new spend
  • 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 5 years of proven experience selling enterprise software solutions
  • Experience selling SaaS solutions, CMS, CRO Software, email technology, website analytics, or software platform solutions
  • An understanding of marketing technology trends to help recommend product direction (both Optimizely specific and other 3rd party)
  • Experience carrying a revenue target with the ability to develop compelling strategies that deliver results
  • Excellent communication, negotiation and forecasting skills
  • Ability to build outbound pipeline
  • Experience developing executive relationships
  • Experience mapping internal and external resources to accounts
  • Understanding of corporate structures to guide business and 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

We believe in work/life balance and bringing our true selves to work. To that end, we offer best-in-class perks and benefits that support our Optinauts along their career journey with us. Read more about our culture at optimizely.com/careers.

Even if you meet 60% of these qualifications, we encourage you to apply! We are looking to create a diverse and multifaceted team. We embody inclusion, which is reflected in our company values where we embrace diversity and equal opportunities for everyone.

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