Senior Account Executive 2

In this role you will drive new ARR from mid-market digital-focused clients by advising on how AI-powered Agentic CMS and Experimentation can transform their marketing and digital operations. You will work closely with cross-functional teams to position Optimizely as a strategic partner in AI-driven digital transformation. Expect complex, multi-stakeholder deals and opportunities to expand existing accounts across AI and martech offerings. You’ll thrive on translating AI concepts into clear commercial value while shaping client outcomes.

• Own the full sales cycle from prospecting to close and expansion
• Consult with senior executives across Marketing, Digital, Product, Tech and Engineering on AI impacts
• Lead conversations on the future of Agentic AI and how AI agents automate manual processes
• Position Agentic CMS and Agentic Experimentation to enable AI-driven content creation, management and optimisation at scale
• Demonstrate the value of Optimizely Opal as an AI-powered layer for smarter, autonomous work
• Translate AI and technology concepts into business outcomes, ROI, and revenue impact
• Build and execute territory plans using AI-led, inbound and outbound prospecting to generate pipeline
• Maintain accurate forecasts and provide visibility into deal progression and revenue expectations
• Qualify opportunities by identifying pain, urgency, stakeholders, budget, and transformation potential
• Build trusted relationships with C-suite and senior stakeholders across organisations
• Educate customers on evolving AI, CMS, experimentation and martech landscape and competitive positioning
• Navigate complex, multi-thread buying groups and procurement processes
• Identify opportunities to expand existing customers into additional Optimizely capabilities (AI, CMS, experimentation, digital experiences)

• Proven success in a consultative B2B SaaS sales environment
• Experience selling AI, MarTech, CMS, experimentation, personalisation or related enterprise tech is highly desirable
• Ability to sell business value, not just features
• Comfort discussing AI and emerging tech with senior stakeholders
• Understanding of Generative AI, AI agents and automation in marketing/digital ops
• Track record managing a large volume of accounts and prioritising opportunities
• Strong business acumen to map customer strategy to commercial outcomes
• Curious, self-motivated and adaptable in a fast-evolving tech landscape
• Coachable with willingness to learn new skills as AI/agentic tech evolves
• Proven ability to build relationships and influence across multiple organisational levels
• Experience with complex, multi-stakeholder sales cycles preferred

• Consultative mindset
• Strong communication and storytelling around business value
• Relationship building with C-suite and senior stakeholders
• AI concepts and Generative AI fundamentals
• Agentic AI and AI-driven workflows
• Agentic CMS, Experimentation and Opal platform awareness