Senior Enterprise Account Executive

About the role

Optimizely's Enterprise Sales Team is responsible for driving meaningful revenue growth across our most strategic customers and high-value prospects. Powered by AI-driven insights and innovation-particularly through our Mark AI platform-we position ourselves as transformative partners in our customers' journey toward smarter, faster, and more impactful digital experiences.

We are deeply invested in our customers' long-term success. Our approach is highly consultative: we challenge conventional thinking, share expertise, and continuously learn alongside our clients to help solve complex business challenges using cutting-edge AI technologies. By aligning innovation with measurable outcomes, we enable organisations to unlock new opportunities across marketing, product, and engineering.

This role places you at the forefront of AI-led transformation-offering the opportunity to shape customer success, influence enterprise-level strategy, and contribute directly to Optimizely's growth and leadership in the AI space through Opal AI.

Job Responsibilities

• Drive new and expansion Annual Recurring Revenue (ARR) through the strategic sale of Opal AI solutions within enterprise accounts.
• Lead a sophisticated, AI-enhanced end-to-end sales process -from discovery and value articulation through to negotiation and close.
• Maintain a highly accurate, predictable forecast, leveraging AI-powered insights and data-driven decision making.
• Develop and execute a comprehensive territory strategy designed to maximise AI-driven revenue opportunities and long-term account value.
• Build and sustain a robust pipeline (4× coverage) across all available channels, including SDR, Marketing, Customer Success, Partners, and Opal AI-generated insights.
• Rigorously qualify opportunities to ensure focus on high-impact, AI-centric deals where Optimizely can deliver transformational value.
• Establish trusted relationships with senior executives and line-of-business leaders, clearly articulating the strategic and commercial impact of AI adoption.
• Act as a thought leader on AI, educating prospects on its enterprise-wide potential-from marketing optimisation to product innovation and engineering efficiency.
• Navigate complex enterprise organisations and multi-stakeholder buying processes using structured, insight-driven sales methodologies.

Qualifications & Requirements

• 5+ years of full-cycle SaaS sales experience, with exposure to AI-driven or data-centric solutions and a consistent history of closing 6- to 7-figure ARR deals.
• Demonstrated track record of exceeding quota within enterprise or strategic account environments-ideally in AI, analytics, or emerging technology categories.
• Strong commercial acumen combined with a deep curiosity and passion for AI, its business applications, and its transformative potential.
• A highly motivated, competitive mindset with a genuine drive to win, learn, and lead in a rapidly evolving AI landscape.

Education

Bachelor's of Science or Business Administration preferred or equivalent work experience

Additional Information

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