Your role at DynatraceThe Sales Development Representative is responsible for identifying and qualifying sales opportunities for APM software field sales organization. Sales Development Representative will partner with field sales representatives and marketing to generate demand and qualify leads. Responsibilities: - Hunt for and qualify leads and prospects based on defined criteria. - Profile assigned accounts and drive outbound prospecting to generate new business. - Must call into senior IT management at Fortune 1000 as part of lead development and qualification. E.g. CTO, CIO, Directors of IT Operations, Directors of Infrastructure, Directors of Application support. - Conduct research on accounts by using Google, LinkedIn, Jigsaw and other tools. - Develop an understanding of the account’s business issues and other relevant information. - Execute database and telemarketing programs to increase attendance at upcoming events, seminars, and to create awareness for current product promotions to target audiences. - Educate prospects about Dynatrace enterprise solutions. - Use CRM-Salesforce.com to track activities. - Attend weekly territory forecast meetings and update team on progress of identified activities. - Work to meet defined metrics goals. - Provide input to marketing including feedback on quality of leads from marketing programs. What will help you succeedMinimum Requirements: - High level of commitment to exceptional customer service and relationship build. - Strong written and verbal communication skills. Preferred Qualifications - College diploma/university degree preferred. - Understanding of IT operations management solutions a plus. - Experience using a CRM preferred, specifically Salesforce. - Self-motivated with the ability to work in a fast paced and constantly changing environment. - Strong problem solving, organizational and interpersonal skills. - Ability to work both individually and in a team environment. Why you will love being a Dynatracer - Dynatrace is a leader in unified observability and security. - We provide a culture of excellence with competitive compensation packages designed to recognize and reward performance. - Our employees work with the largest cloud providers, including AWS, Microsoft, and Google Cloud, and other leading partners worldwide to create strategic alliances. - The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences. - Over 50% of the Fortune 100 companies are current customers of Dynatrace. Compensation and Rewards - The on-target-earning for this role is $90,000. When determining your salary, we consider your experience, skills, education, and work location. - Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system. - We also offer medical/dental benefits, and a company matching 401(k) plan for retirement.

• Book new business demos via phone, email, and AI-assisted outreach by hitting or exceeding benchmark KPIs (100 dials/day, 40 emails/day) • Own your book of business (thousand of K-12 institutions) through quarterly outreach • Introduce schools to Niche’s full enrollment marketing platform (Core, Engage) • Research prospects and craft messaging using Sales Enablement platforms • Track activity and results in Salesforce, Gong, Orum and other tools • Learn about Niche by meeting with various team members to learn more about our company through our Onboarding meetings • Dive into our sales training and quickly start to develop an understanding of our customers and enrollment marketing solutions • Role play, role play, role play until you’re confident and comfortable with verbiage • Learn our sales process, KPIs, and tools (Salesforce, Gong, Orum, Sales Enablement platforms) • Jump into the day-to-day duties of an SDR. You will call and email your assigned prospects while navigating Salesforce and Outreach • Own your numbers -- hit your qualified customer appointments number • Watch your appointment turn to revenue, as they start to close and turn into what we call "Closed Won" • Work closely with Account Executives to establish a process and strategy to achieve goals and progressively seek new business • Become an expert to confidently speak to product features • Work with other team members to determine what messaging is resonating with your segment and continue to build out based on that data • Ensure you're following up with all reschedules and B2B leads in a timely manner • 100%+ to goal for qualified appointments, with a healthy pipeline of closed won • Bring your own ideas to the team about ways to improve process, messaging, etc. • Close working relationship with Partnerships Executives to really own your accounts and territory, and figure out how to best book those appointments • Step up as a leader to the new team members • Consistently crush your numbers. Your appointments should be revenue generating machines, with a pipeline that only continues to grow • Become a senior member of the team where you will help onboard, train, and mentor your peers • Actively research sales development outside of Niche and bring best practices back to the rest of the team

• Engage with prospects, qualify leads, and set the stage for our Account Executives to close deals. • Drive the outreach process by contacting potential clients, introducing NIC MAP’s value, and conducting initial qualification calls. • Identify target accounts and key pain points to book outbound meetings. Outbound prospecting will account for approximately 20% of your responsibilities. • Quickly become knowledgeable about our offerings and be able to match these tools to the needs of prospective clients. • Regularly meet or exceed key performance indicators (KPIs), including call and email activity, as well as Sales Qualified Leads (SQLs) and Sales Accepted Leads (SALs). • Diligently qualify and rapidly respond to inbound inquiries and determine potential product fit. • Learn our tech stack and quickly become proficient in key outreach and sales tools, including Salesloft, Salesforce and Gong. • Demonstrate exceptional time management and the ability to effectively manage a high volume of inbound leads provided by the marketing team.

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description As a Sales Development Representative (SDR), you’ll be the first point of contact for prospective customers, playing a crucial role in identifying opportunities, building relationships, and setting the stage for our sales team. Your primary mission is to drive revenue growth by generating and qualifying leads through a combination of outbound prospecting and inbound lead management. - Identify and engage potential customers through outbound prospecting (cold calls, emails, LinkedIn, etc.) - Qualify inbound leads from marketing campaigns and determine sales potential - Understand Employbridge’s full suite of digital and traditional solutions to position to prospects - Set up meetings between qualified prospects and Business Development Representatives - Research target accounts and personalize outreach to drive engagement - Maintain accurate data and prospect interactions in Salesforce - Meet and exceed monthly KPIs for meetings set, meetings run and pipeline generation Qualifications - 2+ years of experience in sales, business development, or a similar role (SaaS experience a plus) - Strong communication and interpersonal skills with the ability to build rapport quickly - Comfortable with high-volume outbound activity (calls, emails, LinkedIn) - Goal-oriented with a competitive and resilient mindset - Proficiency in Salesforce - Ability to adapt and thrive in a fast-paced, dynamic environment Requirements - Confidence in addressing concerns and overcoming objections - Ability to pivot conversations to highlight value - Managing multiple leads and follow-ups efficiently - Prioritizing high-potential prospects over low-yield ones - Tracking outreach metrics (conversion rates, response rates) - Using data to improve approach and messaging - Understanding of the product/service being sold - Awareness of industry trends and competitors - Ability to tailor messaging to different customer pain points - Building rapport with prospects quickly - Establishing trust through personalized engagement - Handling rejection without losing motivation - Maintaining a high level of persistence in follow-ups Benefits - Competitive benefits package including Medical/Dental/Vision - Prescription drug benefits - 401(k) - Paid time off and holidays - Wellness program - Incentive programs - Variety of career paths and encouragement for promotion from within