Your role at DynatraceWe are looking for a candidate to fill a newly created position as an Enterprise Acquisition Account Executive. In this role, you will drive sales growth through targeted acquisition efforts across various industry segments. It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 0 to 2 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 35 to 40 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Additionally, you’ll benefit from mentorship provided by our award-winning leadership team. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success. What you will be focusing on as an Enterprise Acquisition Account Executive: - Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts. - Collaborative pre-defined SE support based on region. - 0-2 customers, 35-40 prospects, with 40 total accounts. - Drive new logo customers, focusing on landing and expanding Dynatrace usage. - Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition. - Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events and account specific initiatives. - Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively. - Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs. - Ensure your customers’ implementations are wildly successful. What will help you succeedPreferred Requirements: - You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer. - You can manage sales cycles within complex organizations, while compressing decision cycles. - You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills). - You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - You have proven experience in acquiring new business. - You thrive in high-velocity situations and can think/act with a sense of urgency. - You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. - You know how to build and execute business plans and sales plays. - You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPIC). - You are familiar with the observability and modern application market. 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

• Hunt, qualify, and run through the sales cycles to close sales opportunities and generate new business for our consulting services and managed security services. • Manage a high volume of deals with accuracy and excellent customer service. • Grow existing footprint and incumbent customers. • Lead technical, solution-oriented sales conversations that help clients develop a clear vision of their problems and the solutions. • Act as an escalation point for sales, delivery, and client issues. • Provide accurate forecasting. • Work independently and with internal resources to build a successful pipeline to meet and exceed individual sales quota. • Network within the client’s business and influence key decision makers. • Articulate and promote the company’s value proposition and services to become a trusted advisor within the customer base. • Identify new business opportunities and prepare detailed account development plans, engagement strategies and targets for each account within your assigned portfolio. • Work in collaboration with internal teams and lead a virtual team to drive and close opportunities. • Take control of opportunities and accurately forecast their business objectives and outcomes. • Provide clear documentation that drives sales and project success. • Field initial scoping surveys and project requests, drive project scoping forward, create project proposals, and shepherd legal paperwork. • Ensure customer requirements and Bishop Fox standards of quality are met throughout the sales cycle.

• Develop and execute strategic outreach plans targeting top advertisers to build and maintain a strong, high-quality sales pipeline. • Consistently drive new logo acquisition by identifying, engaging, and closing new business opportunities. • Develop a deep understanding of clients’ business goals, proactively identify opportunities where Remerge can add value, and manage stakeholder expectations at all levels through a consultative sales approach. • Maintain accurate and up-to-date records of outreach activities, pipeline progress, and revenue forecasts using internal CRM tools. • Lead and participate in client meetings, effectively presenting solutions and guiding discussions to drive successful outcomes. • Build and maintain strong product knowledge to clearly communicate the value, nuances, and capabilities of Remerge’s offerings to clients. • Collaborate cross-functionally with Account Management, Marketing, and Product Marketing teams to ensure alignment on client needs, share market feedback, and support overall revenue growth. • Represent Remerge at key industry events, positioning the company as a leading app performance advertising partner and building strategic relationships in the market.

• Develop and execute strategic territory plans to identify, engage, and nurture new business opportunities within the SMB segment. • Drive outbound prospecting through targeted outreach, including calls, emails, and social selling, to build and maintain a healthy sales pipeline. • Respond promptly to inbound leads, qualifying interest and moving hand-raisers efficiently through the sales process to close. • Qualify and advance both inbound and outbound opportunities using the MEDDPICC sales methodology, ensuring a strong fit and alignment with business needs. • Lead prospects through the sales process by understanding pain points, challenging assumptions, and providing commercial insights that differentiate Articulate’s solutions. • Conduct thorough discovery to assess purchasing timelines, decision criteria, and organizational priorities. • Deliver engaging and tailored product demonstrations that address specific prospect requirements and use cases. • Maintain accurate and detailed records of prospect interactions, pipeline status, and sales activities in Salesforce. • Capture and communicate prospect feedback, requests, and emerging requirements to help inform ongoing product development. • Perform other duties as assigned to support team and company goals.