VP, Sales

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

Optimizely’s Enterprise Sales Team is at the heart of our revenue growth strategy, focusing on our largest and most important customers and prospects. As the VP of Sales, you will lead this dynamic team, leveraging AI-driven insights and solutions through our Opal AI platform to drive transformative partnerships with our clients. We emphasize our customers' long-term goals, providing innovative solutions to their business challenges with cutting‑edge AI technologies. Your leadership will be consultative, fostering a culture of challenge, learning, and expertise to propel companies toward their objectives.

This executive role places you at the forefront of AI innovation, enabling you to shape both our customers' success and Optimizely's growth in the AI domain with Opal AI.

Job Responsibilities

• Strategic Leadership : Lead and manage the Enterprise Sales Team to drive New Annual Recurring Revenue (new + expansion) with a strategic focus on Opal AI.
• Sales Process Oversight : Develop and oversee a robust, AI‑enhanced sales process from discovery to close, ensuring alignment with organizational goals.
• Forecasting and Insights : Ensure accurate and predictable forecasting by utilizing AI tools for insights, setting clear expectations, and delivering results.
• Territory and Pipeline Management : Spearhead the development and implementation of a territory plan that maximizes AI‑driven revenue opportunities. Guide the team to build and manage a 4x pipeline using all available channels : SDR, Marketing, CSM, Partners, and AI‑driven insights from Opal AI.
• Deal Qualification and Resource Allocation : Direct the effective qualification of deals to ensure time and resources are invested in high‑impact AI‑focused pursuits.
• Executive Relationship Building : Cultivate and maintain relationships with Senior Executives and line‑of‑business leaders, showcasing AI value propositions through Opal AI.
• AI Education and Advocacy : Lead efforts to educate prospects on the transformative impact of AI across their business, from Marketing to Product to Engineering.
• Complex Negotiation Navigation : Guide the team in navigating complex organizations and buying processes with AI‑driven strategies to secure successful outcomes.

Knowledge and Experience

5+ years of sales leadership experience in SaaS, with a focus on AI, successfully closing 6–7 figure ARR deals.

Demonstrated track record of exceeding quotas, particularly in AI‑focused sales environments.

Strong leadership skills with a passion for AI and a relentless drive to achieve success in the AI space.

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.

#LI-SR1

Nearest Major Market : Manhattan

Nearest Secondary Market : New York City

#J-18808-Ljbffr