Optimizely
Overview
Optimizely is seeking a strategic and results-driven Solution Strategy Director – Industries to lead go-to-market efforts across our top verticals, including Retail, Financial Services, Healthcare, and Software. This is a high-impact role responsible for driving pipeline growth, increasing bookings and retention in our most strategic sectors. You’ll play a critical role in refining vertical-specific ICPs, shaping end-to-end GTM programs and plays, and driving cross-functional execution with sales, marketing, product, partners, customer success, and enablement.
Responsibilities
Business Analysis and Market Trends: Define and continuously refine Ideal Customer Profiles (ICPs) and buying centers for each priority industry based on business performance, market signals, and product strategy.
Analyze pipeline and bookings trends by industry and surface critical insights to inform strategic focus and GTM investments.
Stay ahead of vertical market and competitive trends to guide positioning and messaging.
Monitor regulatory, legal, and compliance requirements specific to each vertical (e.g., HIPAA in Healthcare, PCI DSS in Financial Services, accessibility standards in Public Sector/Retail), and ensure GTM programs and messaging align with industry-specific expectations.
GTM Strategy & Leadership: Define and document repeatable GTM programs and plays that grow pipeline, bookings, and retention across the priority industries.
Identify and propose organizational structure changes (e.g., roles, alignment, resourcing) required to support a fully verticalized GTM motion across sales, marketing, and customer success.
Identify and raise process improvements to drive stronger GTM execution and feedback loops.
GTM Execution: Drive execution of GTM initiatives for industries—from concept to measurable business impact. Create alignment across GTM departments and drive towards business goals.
Field and Customer Support: Represent Optimizely at industry events and co-create vertical-specific content, including blog posts, whitepapers, customer stories, and videos. Support Sales in strategic vertical deals with tailored content, messaging, and pitch materials. Partner with Customer Success to support QBRs with our top industry accounts, contributing roadmap context and thought leadership.
Your Main KPIs
Quarterly targets for pipeline, bookings, and retention for top sectors.
Execution of both strategic GTM programs and tactical plays tied to measurable pipeline and bookings contribution.
Knowledge And Experience
7+ years of experience in a B2B SaaS GTM role, including strategy, sales, presales, etc.
Demonstrated ability to build and execute GTM programs that drive business impact.
Familiarity with the CMS or digital experience platform market strongly preferred.
Proven track record of cross-functional leadership across product, marketing, sales, and enablement.
Strong analytical skills with the ability to interpret performance data and turn it into actionable insights.
Excellent communicator with the ability to influence stakeholders and tell a compelling story.
Comfortable operating in a fast-paced, evolving environment.
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.
Seniority level
Director
Employment type
Full-time
Job function
Business Development and Sales
Industries
Software Development
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Responsibilities
Business Analysis and Market Trends: Define and continuously refine Ideal Customer Profiles (ICPs) and buying centers for each priority industry based on business performance, market signals, and product strategy.
Analyze pipeline and bookings trends by industry and surface critical insights to inform strategic focus and GTM investments.
Stay ahead of vertical market and competitive trends to guide positioning and messaging.
Monitor regulatory, legal, and compliance requirements specific to each vertical (e.g., HIPAA in Healthcare, PCI DSS in Financial Services, accessibility standards in Public Sector/Retail), and ensure GTM programs and messaging align with industry-specific expectations.
GTM Strategy & Leadership: Define and document repeatable GTM programs and plays that grow pipeline, bookings, and retention across the priority industries.
Identify and propose organizational structure changes (e.g., roles, alignment, resourcing) required to support a fully verticalized GTM motion across sales, marketing, and customer success.
Identify and raise process improvements to drive stronger GTM execution and feedback loops.
GTM Execution: Drive execution of GTM initiatives for industries—from concept to measurable business impact. Create alignment across GTM departments and drive towards business goals.
Field and Customer Support: Represent Optimizely at industry events and co-create vertical-specific content, including blog posts, whitepapers, customer stories, and videos. Support Sales in strategic vertical deals with tailored content, messaging, and pitch materials. Partner with Customer Success to support QBRs with our top industry accounts, contributing roadmap context and thought leadership.
Your Main KPIs
Quarterly targets for pipeline, bookings, and retention for top sectors.
Execution of both strategic GTM programs and tactical plays tied to measurable pipeline and bookings contribution.
Knowledge And Experience
7+ years of experience in a B2B SaaS GTM role, including strategy, sales, presales, etc.
Demonstrated ability to build and execute GTM programs that drive business impact.
Familiarity with the CMS or digital experience platform market strongly preferred.
Proven track record of cross-functional leadership across product, marketing, sales, and enablement.
Strong analytical skills with the ability to interpret performance data and turn it into actionable insights.
Excellent communicator with the ability to influence stakeholders and tell a compelling story.
Comfortable operating in a fast-paced, evolving environment.
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.
Seniority level
Director
Employment type
Full-time
Job function
Business Development and Sales
Industries
Software Development
#J-18808-Ljbffr