Senior Enterprise Account Executive

Optimizely; Greater London; On-site; GBP 90,000 - 140,000; Full time

Job summary

Optimizely seeks an Enterprise Account Executive to drive new ARR across UK enterprise customers, partnering with Marketing, Digital, Product and Technology leaders. You will translate AI-enabled CMS and experimentation capabilities into tangible business value, while navigating complex procurement processes.

You will own the full sales cycle, build rigorous territory plans, forecast accurately, and drive expansions to help customers achieve AI-driven marketing outcomes at scale.

Qualifications

• Experience selling to enterprise-level Digital/Marketing teams.
• Proven track record of closing new business and expansions.
• Ability to translate AI/CMS/experimentation into ROI.
• Ability to navigate complex procurement with multiple stakeholders.
• Comfort with long sales cycles and high-ASP opportunities.

Responsibilities

• Own full sales cycle from prospecting to close and expansion.
• Drive new ARR across a portfolio of Enterprise customers.
• Consult with C-suite and senior execs on AI-enabled value.
• Build territory plans and maintain accurate forecasts.
• Position Agentic AI, CMS and Experimentation to deliver business outcomes.

Skills

New ARR ownership

Full sales cycle

Executive engagement

Territory planning

Forecasting accuracy

AI/MarTech knowledge

Job description

We're not here to add to the noise. We're here to cut through it- with AI that actually 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 actually want to use. AI-Ready. Set. Go.

10,000+ brands including H&M, PayPal, and Zoom already get it. So do Gartner, Forrester, and IDC, who consistently recognize us as leaders in MarTech.

But here's the thing about building great products: it takes great people. 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.

Find us on Instagram: @optimizely

Job Description

Introduction

Our Enterprise Account Executive'spartner withorganisations looking to transform how they create, deliver, test and optimise 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 organisations from manual digital workflows to intelligent, AI-driven optimisation. We’re looking for a consultative seller who is genuinely curious about how businesses operate and can connect emerging AI capabilities to tangible commercial outcomes. You’ll challenge, teach and learn alongside customers, positioning Optimizely as a strategic partner in their digital and AI transformation.

• 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 optimise traditionally manual marketing and digital processes.
• Position Optimizely’s Agentic CMS, enabling customers to use AI agents to create, manage, personalise and optimise digital content at scale.
• Position Agentic Experimentation, demonstrating how AI can continuously identify opportunities, develop hypotheses, launch experiments, interpret results and optimise digital experiences.
• Demonstrate the value of Mark 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 organisation, 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 organisations, 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.

Qualifications

Knowledge and Experience

• 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 optimise traditionally manual marketing and digital processes.
• Position Optimizely’s Agentic CMS, enabling customers to use AI agents to create, manage, personalise and optimise digital content at scale.
• Position Agentic Experimentation, demonstrating how AI can continuously identify opportunities, develop hypotheses, launch experiments, interpret results and optimise digital experiences.
• Demonstrate the value of Mark 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 organisation, 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 organisations, 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.

Additional Information

All your information will be kept confidential according to EEO guidelines.

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.

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