Solution Strategy Director - Opal

Optimizely • New York, NY

53d • $104,298 - $193,005

About The Position

At Optimizely, we're on a mission to help people unlock their digital potential. We do that by reinventing how marketing and product teams work to create and optimize digital experiences across all channels. With Optimizely One, our industry-first operating system for marketers, we offer teams flexibility and choice to build their stack their way with our fully SaaS, fully decoupled, and highly composable solution. We are proud to help more than 10,000 businesses, including H&M, PayPal, Zoom, and Toyota, enrich their customer lifetime value, increase revenue and grow their brands. Our innovation and excellence have earned us numerous recognitions as a leader by industry analysts such as Gartner, Forrester, and IDC, reinforcing our role as a trailblazer in MarTech. At our core, we believe work is about more than just numbers -- it's about the people. Our culture is dynamic and constantly evolving, shaped by every employee, their actions and their stories. With over 1500 Optimizers spread across 12 global locations, our diverse team embodies the "One Optimizely" spirit, emphasizing collaboration and continuous improvement, while fostering a culture where every voice is heard and valued. Join us and become part of a company that's empowering people to unlock their digital potential! To get a sneak peek into our culture, find us on Instagram: @optimizely Introduction The Solution Strategy Director, Opal is responsible for defining, executing, and scaling the global strategy that embeds Opal within Optimizely's core product suite. This role ensures every CMS, CMP, and Experimentation customer experiences the value of Opal's agentic capabilities, driving incremental adoption, usage, and revenue. The Director will shape attach plays, develop go-to-market programs, and work across Product, Marketing, Sales, and Enablement to operationalize AI adoption throughout the customer lifecycle. This position requires strategic vision, cross-functional leadership, and strong commercial instincts. It sits at the intersection of product innovation, customer strategy, and field execution, translating Optimizely's AI vision into measurable growth.

Requirements

• 5+ or more years of experience in SaaS GTM, product strategy, or solution strategy roles within a multi-product organization.
• Strong understanding of digital experience platforms, content and experimentation ecosystems, and AI or agentic technologies.
• Proven ability to define and operationalize attach or cross-sell strategies that deliver measurable revenue growth.
• Skilled in developing business cases, analyzing pipeline metrics, and communicating insights to senior leadership.
• Excellent collaboration and communication skills, able to influence across Sales, Product, and Marketing.
• Demonstrated success managing cross-functional projects and leading through influence rather than authority.
• Confident presenter to executive audiences, customers, and partners.
• Bachelors Degree

Responsibilities

• Define and own the global Opal attach strategy across Optimizely's product portfolio including CMS, CMP, and Experimentation.
• Develop and document attach playbooks that clearly show how Opal amplifies the value of each core product, with tailored narratives by persona such as marketer, developer, analyst, and executive.
• Work with Product Marketing and Enablement to align positioning, messaging, and training around the attach motion, ensuring consistency across regions and teams.
• Partner with Regional Sales Leaders and overlays to identify attach opportunities within existing accounts, guiding qualification, pitch, and solution framing.
• Analyze pipeline and bookings data to measure attach rates, deal size lift, and credit consumption, using insights to refine plays and forecast adoption trends.
• Collaborate with Customer Success and Value Consulting to integrate Opal value into QBRs, renewals, and expansion plans.
• Coordinate alignment between Product, Sales, and Marketing so every customer touchpoint reinforces the Opal attach opportunity.
• Develop and oversee attach campaigns and field initiatives including targeted GTM programs, webinars, case studies, and sales incentives.
• Support field teams on strategic deals by providing tailored value articulation, ROI models, and competitive positioning.
• Contribute to pricing, packaging, and promotional strategies for Opal to drive attach adoption and simplify purchasing.
• Serve as a feedback conduit between field and product teams to refine attach features, workflows, and integration points that improve customer adoption.
• Represent the Opal attach motion in GTM Steerco, quarterly business reviews, and leadership sessions, providing clear communication on impact and next steps.
• Travel up to 25 percent for customer meetings, field enablement sessions, and internal workshops.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Industry: Publishing Industries
• Number of Employees: 1,001-5,000 employees