• Create and nurture outbound leads • Identify customer needs, fit, and readiness • Maintain accurate lead status and notes in CRM • Prioritize high-quality opportunities • Conduct outreach via email, LinkedIn, and other channels • Follow up with warm leads consistently • Re-engage dormant prospects • Maintain consistent outreach volume • Schedule qualified meetings for the sales team • Ensure smooth handoff to closers • Provide context and notes for each meeting • Track conversion from lead to meeting • Maintain clean and organized CRM data • Track outreach and engagement metrics • Support pipeline reporting and updates • Ensure consistent follow-up workflows

• Execute highly targeted, insight-driven outreach across email, phone, and social channels to engage VP and C-level stakeholders within enterprise healthcare organizations. • Rapidly engage inbound interest (demo requests, content downloads, event leads), qualifying against ICP, strategic priorities, and readiness to evaluate Lumeris’ solutions. • Research and map complex healthcare organizations to identify key decision-makers, influencers, and buying committees. • Initiate meaningful conversations that uncover business challenges (e.g., access, care gaps, workforce strain) and align them to Lumeris’ value. • Generate high quality meetings with “Strategic, Technology, and Timing” criteria gathered. Coordinate seamless handoffs to RSDs, ensuring strong context, clear next steps, and high conversion potential. • Maintain accurate, actionable data in Salesforce and SalesLoft to provide visibility into pipeline health, activity effectiveness, and account progression. • Partner closely with Sales, Marketing, and Leadership to refine messaging, improve targeting, and elevate outreach effectiveness. Actively contribute to continuous improvement of the SDR function and workflows. • Develop a strong understanding of healthcare trends (AI in care delivery, value-based care, workforce challenges) and competitor positioning to inform outreach and conversations.

Your role at DynatraceOur Sales Development Representatives partner with our Account Executives across Sub Saharan Africa and Israel to build and implement an effective sales pipeline strategy. You will be engaging with an Enterprise client base to drive the adoption of our market leading products and will need to be able to think strategically to adjust your approach depending on each customers unique needs. We are seeking a Sales Development Representative to support our growth across Sub Saharan Africa and Israel. Responsibilities: - Drive new logo acquisitions and build sales pipeline and generate fully qualified sales opportunities through proactive outbound prospecting into target organisations - Be creative and strategic with your sales approach by using all tools available (Sales Nav, Outreach, Salesloft etc.) - Building sales pipeline through qualifying inbound leads gained from events, downloads, trials and webinars - Gather sales intelligence around customers situation, needs, issues and decision process - Ensure quality data on prospects is updated and maintained within Salesforce - Become fully emersed with Dynatrace’s products and its value add to customers in order to leverage our position against competitors - Conduct product demonstrations for customers What will help you succeedWhat we’re looking for: - Prior experience of Sales Development within an Enterprise Software environment - Is able to think strategically and adapt sales approach to various prospects - A driven, ambitious individual who thrives on meeting and exceeding sales targets - Can build effective internal working relationships with stakeholders - Experience of Salesforce is desirable but not essential - Native/Fluent Hebrew Speaker is desirable but not essential 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.

• Own the end-to-end outbound prospecting process, from identifying target accounts to initiating first contact and nurturing early-stage conversations • Conduct high-volume outreach through multiple channels (cold calls, email campaigns, LinkedIn, and other platforms) while maintaining quality engagement • Research and identify potential clients, key decision-makers, and relevant business opportunities within target markets • Qualify inbound and outbound leads by understanding their needs, challenges, and level of interest to determine fit • Initiate meaningful conversations that uncover pain points and position the business as a potential solution • Confidently handle objections, gatekeepers, and rejections while maintaining professionalism and persistence • Book high-quality meetings and discovery calls for the sales team, ensuring prospects are well-qualified and properly briefed • Build and manage a consistent pipeline of leads and opportunities to support ongoing sales efforts • Track, update, and maintain accurate records of all outreach, conversations, and lead statuses in CRM or tracking tools • Collaborate closely with the sales team to align on target profiles, messaging, and campaign strategies • Continuously test and improve outreach messaging, scripts, and strategies to increase response and conversion rates • Meet and exceed key performance metrics such as call volume, response rates, meetings booked, and qualified opportunities • Stay organised and manage time effectively to balance outreach, follow-ups, and administrative tasks • Proactively identify new channels, approaches, or ideas to improve lead qualification, nurture, and overall sales performance