Senior Enterprise Account Executive

Optimizely • New York, NY

1d

About The Position

Optimizely’s Enterprise Sales Team drives revenue growth across strategic customers and high-value prospects. The team uses AI-driven insights and innovation, particularly through the Mark AI platform, to serve as a transformative partner in customers’ digital experience journeys. Its consultative approach challenges conventional thinking, shares expertise, and helps clients address complex business challenges with AI technologies. This role contributes to AI-led transformation by shaping customer success, influencing enterprise strategy, and supporting Optimizely’s growth and leadership in AI through Opal AI.

The Senior Enterprise Account Executive drives new and expansion ARR by selling Opal AI solutions to enterprise accounts. The role leads the sales process from discovery through negotiation and close, develops territory strategy and pipeline, maintains accurate forecasts, and builds relationships with senior executives and business leaders. It also educates prospects on AI’s enterprise-wide potential and navigates complex, multi-stakeholder buying processes.

Requirements

• At least 5 years of full-cycle SaaS sales experience.
• Exposure to AI-driven or data-centric solutions.
• A consistent history of closing 6- to 7-figure ARR deals.
• Demonstrated track record of exceeding quota in enterprise or strategic account environments.
• Strong commercial acumen.
• Curiosity and passion for AI, its business applications, and its transformative potential.
• A highly motivated, competitive mindset and a drive to win, learn, and lead in a rapidly evolving AI landscape.

Nice To Haves

• Experience in AI, analytics, or emerging technology categories.
• Bachelor of Science or Business Administration degree, or equivalent work experience.

Responsibilities

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

What This Job Offers

• Job Type: Full-time
• Career Level: Senior