We’re a growing team, and as we scale, so does our need to focus on expanding our sales development team. You’ll be joining a people-focused company with an excellent opportunity to accelerate your career in enterprise-level SaaS sales. As a Sales Development Representative, you will play a critical role in identifying and engaging our ideal customers using Vendavo’s target account profile. You will lead the first stage of the customer journey - initiating contact with prospective clients and building early relationships through strategic outbound prospecting, targeted campaigns, events, and coordinated marketing activity. Your responsibility is to guide prospects through the early stages of the commercial lifecycle: conducting opportunity discovery, qualifying interest and fit, securing high-quality meetings for our Account Executives, and supporting the account team with follow-through on key marketing motions. Your work lays the foundation for predictable, high-quality pipeline creation across Vendavo’s enterprise segment. THE OPPORTUNITY - Qualify all inbound sales leads from marketing campaigns and other inbound channels based upon specific lead qualification criteria. Apply strong question discipline and clarity to identify true fit and move the right opportunities forward. - Leverage research and tailored outreach to create new sales opportunities with both New Logo accounts and existing customers. - Outbound prospecting (Cold Calling, Emailing, LinkedIn) on strategic target accounts (most of quota is based on outbound prospecting) using concise, high-quality messaging built from account research. - Undertake research on business issues and conditions impacting ICP accounts and the identification and profiling of key contacts and other critical account information prior to outbound prospecting. - Learn and demonstrate a fundamental understanding of the company technology and solution. Clearly articulate the problems solved by our solutions, the capabilities and the advantages to prospective customers. - Support every core activity that drives the sales cycle, including forecasting, reporting, data management, and communication. - Lead discussions during Team Meetings and shares thoughts, learnings and ideas with the team on new strategies to elevate SDR team performance. - Monitor social media for relevant trends, keywords, and activity, and provide insights to the SDR, marketing and content teams. - Contribute to team meetings on a monthly basis on topics relevant to the role. - Other duties as assigned. THE SKILL SET - Minimum of 3 years related work experience; bachelor's degree preferred. - Consistent track record of meeting and exceeding lead generation and new account development objectives. - Fluent English speaker (Swedish and/or German a plus). - Excellent communication skills in writing, speaking, listening, and outbound calling - able to communicate clearly, concisely, and with precision. - Knowledge of and experience with CRM platforms (e.g., Salesforce.com) is a plus. - Stays up to date with modern prospecting tools, AI capabilities, and emerging technology, and tests and applies them intelligently to improve outreach and efficiency. - Experience calling into Fortune 1000 accounts preferred. - Ability to understand and successfully promote technical offerings and solution sets, supported by strong curiosity about business problems and product value. - Highly motivated professional with excellent interpersonal skills and a consistently positive attitude when engaging with both prospects and internal teams. - Demonstrated coachability - you seek feedback, apply it quickly, and continuously refine your approach. - Demonstrated creativity in prospecting, with the ability to build effective outreach sequences and experiment with new ideas, messaging, and cadences. - Strong self-learning mindset: proactive in developing your sales craft through reading, testing, and continuous improvement. - Strong ownership mentality - takes responsibility for pipeline creation, follow-through, and results without outsourcing challenges. - Effective outreach skills across email, phone, and social channels, including a solid understanding of LinkedIn, Twitter, blogs, and other monitoring tools. - Understanding of workflow systems and their application to improving customer business processes. - Proven ability to understand marketing strategies throughout the buyer lifecycle — from awareness to lead qualification. - Ability to prioritize work assignments and shift efforts based on business goals and team needs. - Energetic, driven, enthusiastic, committed, and professional - able to bring enthusiasm and momentum to the role every day. - Self-starter with an entrepreneurial spirit and strong organizational/planning skills; able to manage time effectively. - Strong PC skills required, including MS Office. Salesforce knowledge is a plus. Interest and adaptability to new and evolving technology and platforms such as Chat GPT. - Ambitious about long-term career growth in sales, with a clear desire to progress into quota-carrying roles. - Must be able to travel as needed. THE BENEFITS - Flexibility to work from home or in the office, depending on what works best for you - Unlimited PTO for vacation, sick and mental health days–we encourage everyone to take vacation during the year to ensure dedicated time to spend with loved ones, explore, rest and recharge - 4 recharge days, where the entire company goes on a brief pause in all geographies for 1 day each quarter. This day can be spent in whatever way helps you recharge, to regain energy, and dive back into the next workday - 16 weeks of paid parental leave with health benefits for all parents, plus flexible re-entry schedules for returning to work - $110 a month to cover your cell phone and internet expenses - High-end laptop - Competitive pay and bonus/commission - Comprehensive health, detail, vision, and mental benefit options (PPO, FSA, HSA) - 401k plan with a 3% employer non-election contribution The national minimum salary is $50,000 a year + commission. The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. *Note: Disclosure as required by CA, CO, NY, and WA Pay Transparency Law THE VENDAVO STORY Vendavo partners with the world’s leading companies to accelerate growth and profitability, advance innovation, and build more prosperous communities. Our powerful, cloud-based, AI-powered pricing, selling, and prescribing solutions empower global manufacturers and distributors to manage, optimize, and digitize their end-to-end commercial processes. But we offer so much more than software. Our proven, repeatable process, and passionate, experienced people accelerate value and drive profitable, unrivaled business outcomes for our customers. We are passionate about helping our customers deliver the right products, at the right prices, at the right time, for the right people. OUR SAAS PRODUCTS Our B2B pricing and selling solutions include Vendavo Intelligent CPQ, Margin Bridge Analyzer, Profit Analyzer, Business Risk and Sales Alerts, Vendavo Sales Optimizer, Deal Price Optimizer, Vendavo Pricepoint, and Rebate & Channel Manager. You can learn more about our products here. OUR FUNDING We are backed by two of the top high-tech private equity firms in the world, have excellent financial health, and boast the top SaaS retention in our space. OUR CULTURE & YOU We collaborate with our customers unlike any others in our industry. Anchored in our values (Move with Integrity, Be Clear, Win as One, Solve for the Customer, Build What’s Next), we are growing, constantly innovating, and consistently driving sustainable outcomes for our clients and partners. Unlocking opportunities for our customers would not be possible without our employees. When you are part of Vendavo, you’re part of a company that’s committed to your growth and invested in your career. Diversity, inclusion, and celebration of community are at our core, and we come together to learn from each other and honor our commitments. EMEA and California residents applying for positions at Vendavo can see our privacy policy here. OUR TEAM IS GROWING. YOU WILL TOO.

• Lead efforts to provide valuable products and services to the Co-packer market and gain sales in this space. • Provide technical support for ePac Customers to ensure ePac packaging materials are processing to meet customer needs. • Provide technical support for ePac plants to ensure our equipment and processes are aligned to process ePac materials in line with plant KPI goals. • Provides leadership in the research, installation, and commercialization of packaging equipment and processes. • Provide Leadership and actively optimize ePac’s existing product lines to ensure ePac is delivering state of the art, quality offerings to the market. • Support technical service requirements such as structure testing and analysis, customer complaints, assist in material qualification trials internally and externally. • Creates packaging related SOPs, work instructions and packaging specifications.

Who We AreVerkada is transforming how organizations protect their people and places with an integrated, AI-powered platform. A leader in cloud physical security, Verkada helps organizations strengthen safety and efficiency through one connected software platform that includes solutions for video security, access control, air quality sensors, alarms, intercoms, and visitor management. Over 30,000 organizations worldwide, including more than 100+ companies in the Fortune 500, trust Verkada as their physical security layer for easier management, intelligent control, and scalable deployments. Founded in 2016, Verkada has expanded rapidly with 15 offices and 2,200+ full-time employees. About the RoleAs a Channel Sales Manager, you'll be pivotal in scaling Verkada's reach and impact by developing and managing a network of high-performing reseller partners. You'll be responsible for driving net new business through the channel—building pipeline and executing strategic plans that result in measurable growth. This individual contributor role requires strategic thinking and hands-on execution as you collaborate across sales, marketing, and partner teams to grow Verkada’s presence in Ohio and Kentucky. What You’ll DoYou’ll be at the heart of Verkada’s mission, working hand-in-hand with our sales teams to drive growth and success with channel partners. You’ll be responsible for building pipeline and generating net new business through reseller partners while executing a best-in-class channel strategy. Here’s what you’ll own: - Drive Net New Pipeline: Proactively identify and generate pipeline with net new end-user customers through strategic reseller partners. Collaborate closely with field sales teams to co-sell and close high-value opportunities. - Execute Regional Channel Strategy: Develop and manage a focused partner business plan for your territory that aligns with Verkada’s overall GTM objectives and quarterly sales targets. - Empower Our Partners: Train and enable partner executives, sales teams, and technical stakeholders on Verkada’s full product portfolio, programs, and campaigns to ensure deep engagement and capability across all levels. - Collaborate Cross-Functionally: Work closely with Verkada’s internal sales, marketing, and pre-sales teams to drive joint activities, including partner events, demand generation campaigns, and customer-facing initiatives. - Lead with Insight: Conduct regular QBRs and ad-hoc business reviews with partners to align on priorities, track performance, celebrate wins, and identify opportunities for improvement. - Strengthen the Channel Ecosystem: Influence partner sales teams to prioritize Verkada in key deals and business planning efforts. Leverage insights from the field to recommend improvements to Verkada’s channel tools, incentives, and partner program offerings. - Drive Awareness and Demand: Lead and participate in regional in-person and virtual events to grow Verkada’s brand awareness, build community, and strengthen relationships with key partner contacts and stakeholders. - Operate Strategically and Tactically: Own the full lifecycle of partner engagement in your region—from onboarding and enablement to pipeline development and revenue realization. - This role requires regular travel, estimated to be at least 50% of the time, including both domestic and international destinations as needed. The successful candidate must be comfortable with frequent travel to support business operations, customer and partner engagements and team collaboration. What You Bring - Experience & Success: 4+ years of channel sales or partner management experience with a strong track record of building new business via Security Integrators or IT VAR partners. Recognition, such as President’s Club, is a plus. - Strategic & Creative Thinking: A process-driven approach, complemented by innovative thinking to create scalable, partner-focused initiatives. - Relationship-Builder: Ability to influence and engage across all levels—from partner sales reps to executive leadership. - Technical Fluency: Comfortable navigating product discussions and sales operations. Proficiency in Salesforce, Excel, and business intelligence tools. - Clear Communicator: Strong verbal and written communication skills with sharp attention to detail and a professional presence. - Locally Based in West or Central Ohio or Kentucky: Open to 50% travel across West and Central Ohio and the entire state of Kentucky to meet with partners weekly, and attend trade shows and conferences when needed. US Employee BenefitsVerkada is committed to fostering a workplace environment that prioritizes the holistic health and wellbeing of our employees and their families by offering comprehensive wellness perks, benefits, and resources. Our benefits and perks programs include, but are not limited to: - Healthcare programs that can be tailored to meet the personal health and financial well-being needs - Premiums are 100% covered for the employee under at least one plan and 80% for family premiums under all plans - Nationwide medical, vision and dental coverage - Health Saving Account (HSA) with annual employer contributions and Flexible Spending Account (FSA) with tax saving options - Expanded mental health support - Paid parental leave policy & fertility benefits - Time off to relax and recharge through our paid holidays, firmwide extended holidays, flexible PTO and personal sick time - Professional development stipend - Fertility Stipend - Wellness/fitness benefits - Healthy lunches provided daily - Commuter benefits Additional Information - You must be independently authorized to work in the U.S. We are unable to sponsor or take over sponsorship of an employment visa for this role, at this time. Annual Pay Range At Verkada, we want to attract and retain the best employees, and compensate them in a way that appropriately and fairly values their individual contribution to the company. With that in mind, we carefully consider a number of factors to determine the appropriate starting pay for an employee, including their primary work location and an assessment of a candidate's skills and experience, as well as market demands and internal parity. A Verkada employee may be eligible for additional forms of compensation, depending on their role, including sales incentives, discretionary bonuses, and/or equity in the company in the form of restricted stock units (RSUs) Below is the annual on-target earnings (OTE) range for full-time employees for this position, comprised of base compensation and commissions (if applicable). Estimated Annual Pay Range $160,000—$220,000 USD Verkada Is An Equal Opportunity EmployerAs an equal opportunity employer, Verkada is committed to providing employment opportunities to all individuals. All applicants for positions at Verkada will be treated without regard to race, color, ethnicity, religion, sex, gender, gender identity and expression, sexual orientation, national origin, disability, age, marital status, veteran status, pregnancy, or any other basis prohibited by applicable law. Your application will be handled in accordance with our Candidate Privacy Policy.

Your role at DynatraceLocation: Ideal candidates are located in EST or CST Why this role is open: Growth—our Global Accounts business is scaling rapidly. As a Regional Director, Global Accounts at Dynatrace, you'll lead a high‑performing sales team focused on some of the most influential enterprise organizations in the world. This is a high‑impact leadership role responsible for developing strategic go‑to‑market plans, driving new revenue, and expanding Dynatrace’s footprint across our most critical customers. You will play a key part in shaping our continued hyper‑growth in the observability and digital transformation space. In this role, you’ll coach and elevate a team of elite enterprise sellers, partner cross‑functionally to execute territory strategies, and build a healthy, sustainable pipeline that consistently delivers against forecast. You’ll work alongside Marketing, Pre‑Sales, Customer Success, Partner Sales, and executive stakeholders to accelerate deal cycles and unlock new opportunities. (Position may be filled at a higher level depending on candidate experience.) What You'll Own - Develop, coach, and mentor your sales team with ongoing feedback, best practices, and field execution guidance. - Build and maintain a strong, predictable sales pipeline aligned to growth targets. - Use Salesforce to drive rigorous forecasting, pipeline analytics, and cadence discipline. - Create and execute strategic GTM plans across assigned territories and target accounts. - Lead competitive strategies by providing insight into market trends, customer needs, and competitive intelligence. - Collaborate deeply with cross‑functional partners—including Marketing, Pre‑Sales, Partner Sales, Regional Directors, Account Executives, and Customer Success—to accelerate revenue outcomes. What will help you succeedMinimum Requirements: - HS diploma or GED. - A minimum of 7 years of experience in leading teams closing enterprise technology sales. Preferred Requirements: - You feel comfortable in building and mentoring a team of successful sales hunters. - You have experience with the sales cycle; prospecting, qualification, verbal presentation, and closing using a repeatable process. - You have proven experience in generating sales revenue through new logo wins. - You are methodical, action-oriented, results-oriented. - You possess MEDDIC experience. - You bring extensive consultative selling methodologies in managing sales cycles (eg. Challenger Sales, MEDDIC). - You show a history of closing business opportunities consistently meeting and/or exceeding quota. - You are confident in attaining revenue and performance goals. 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 base salary range for this role is $166,000 - $207,000 with the possibility of a higher salary in line with qualifications and experience. - 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. Equal Employment OpportunityAll your information will be kept confidential according to EEO guidelines. We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.