Senior Enterprise AI MarTech Account Executive

Optimizely; New York (NY); Hybrid; USD 209,000 - 386,000; Full time

Job summary

Optimizely in New York is seeking a consultative Enterprise SaaS sales professional to drive AI-enabled marketing platform adoption. You will engage with senior marketing, product and technology leaders to translate business needs into AI-driven solutions.

You'll own the full sales cycle, from prospecting to close and expansion, and build a territory plan leveraging AI-led and inbound strategies to create predictable pipeline while delivering measurable ROI.

Qualifications

• Proven success in a consultative B2B SaaS sales environment.
• Experience selling AI, MarTech, CMS, experimentation or similar enterprise tech.
• Ability to sell business value rather than features.
• Comfort discussing AI with senior stakeholders.
• Understanding Generative AI and automation in organisations.
• Proven ability to manage many accounts and prioritise.
• Strong business acumen to map customer strategy to outcomes.
• Curious, self-motivated, adaptable to fast tech changes.
• Coachable and able to evolve with AI landscape.
• Proven ability to build relationships across levels.
• Experience managing complex multi-stakeholder sales cycles preferred.

Responsibilities

• Drive new annual recurring revenue across enterprise digital-focused clients.
• Own full sales cycle from prospecting to close and expansion.
• Consult with senior executives on how AI can transform UX and growth.
• Lead conversations on Agentic AI and automation.
• Position Agentic CMS and Experimentation for content at scale.
• Demonstrate value of Optimizely Opal as an AI layer.
• Translate AI concepts into business outcomes and ROI.
• Build territory plan with AI-led inbound/outbound prospecting.
• Maintain accurate forecasts and pipeline visibility.
• Qualify opportunities by pain, urgency, stakeholders and budget.
• Build relationships with C-suite and senior stakeholders.

Skills

Consultative selling

Enterprise sales

Sell business value

AI/MarTech knowledge

Stakeholder management

Executive engagement

Adaptability

Education

Bachelor's degree

Business Administration

Job description

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Location: New York, US, 10003 Nashua, US, 3063 US Austin, US, 78705

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

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.

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 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 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 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.

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, personalisation, 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 organisations are adopting Generative AI, AI agents and automation to transform marketing and digital operations.
• Proven ability to manage a large volume of accounts and prioritise 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 organisation.
• 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: $209,000-$386,000

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.

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Nearest Major Market: Manhattan
Nearest Secondary Market: New York City