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: - 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: - College diploma/university degree required. - Equivalent Military experience will be considered. - Preferred Qualifications Understanding of IT operations management solutions a plus. - Experience using a CRM preferred, specifically Salesforce. - High level of commitment to exceptional customer service and relationship build. - Strong written and verbal communication skills. - Strong problem solving, organizational and interpersonal skills. - Ability to work both individually and in a team environment. - Self-motivated with the ability to work in a fast paced and constantly changing 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. - You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically. - Over 50% of the Fortune 100 companies are current customers of Dynatrace.

Role Description We are looking for a Sales Development Representative (SDR) to help grow our pipeline and connect with data teams who are looking to build their context layer for Enterprise AI and scale their use of AI for data management, governance, and analytics. As an early sales hire, you’ll play a critical role in driving top-of-funnel engagement, qualifying and nurturing prospects, and setting up Collate for long-term growth. - Own all warm leads within your territory including inbound sales requests, free tier leads, and users in the OpenMetadata community showing intent signals. - Generate outbound leads and build relationships through email, LinkedIn, etc. - Conduct discovery calls, qualify fit, pitch our platform and educate prospects on the value and differences of OpenMetadata and Collate. - Execute personalized account-based and event campaigns in partnership with Marketing. - Partner with Account Executives to penetrate target accounts, re-engage stalled opportunities, and continue personalized nurturing. - Track targeted accounts in open source community in partnership with Developer Relations. - Maintain accurate and up-to-date records of all sales activities, contacts and customer interactions in Hubspot. - Possible event attendance to support pipeline generation and lead follow-up. Qualifications - A passion for technology and software sales - 1-2 years of customer-facing experience is preferred. - Understanding of data infrastructure, analytics, AI, or engineering concepts is a plus. - Strong ability to craft compelling messaging and articulate value to technical and business stakeholders. - Comfortable running full discovery calls and pitching software to a range of buyer personas. - A self-starter who thrives in a fast-moving, startup environment with a test-and-learn mindset. - A strong curiosity for AI and a willingness to experiment with and leverage AI tools to drive efficiency, optimize workflows, and accelerate success. - Works well with cross-functional teams, including sales, marketing, and product. Requirements - Experience using tools such as Apollo, LI Sales Nav, Hubspot, Commonroom, Sumble. - Experience selling to data teams, engineers, or IT buyers. - Familiarity with open-source technologies or the data, AI, analytics space. - Prior experience in a high-growth startup environment. Benefits - Competitive salary and early stage startup equity. - Medical, dental, and vision insurance to keep you and your family healthy. - Remote-first workforce, headquartered in SF Bay Area. - Flexible time off. - Company offsites and team events. - Work with a smart, motivated team, where you can make an impact and grow.

• Execute "Sniper" Campaigns: Run hyper-segmented outbound sequences across email and LinkedIn based on strict departmental playbooks (Engineering, Finance, HR, Product, etc.). • Advanced Apollo Data Management: Take raw data exports and aggressively sanitize variables. You will ensure that company name suffixes (e.g., “Acme Corp, LLC” → “Acme”) and complex job titles are perfectly normalized before any message launches. • Maintain the "Cynical Peer" Illusion: Ruthlessly filter out corporate sales fluff, automated AI patterns, and bad formatting that triggers a prospect’s internal spam filter. • Data Routing & Sequence Logic: Manage conditional multi-channel branching logic within Apollo based on prospect personas, intent data, and LinkedIn connection status. • Lead Generation & Qualification: Manage initial responses, handle objections with precision, and book qualified discovery calls with US/EU technical leaders. • Data Analysis & Optimization: Track campaign conversion metrics inside HubSpot and Apollo. You will run clean A/B split tests testing completely different structural angles, not just swapping single words.

• Realizar a prospecção ativa por meio de telefone, whatsapp, e-mail e outras formas de comunicação para identificar leads qualificados e transformar as oportunidades em reuniões; • Desenvolver e manter um pipeline de leads consistentemente atualizado e gerenciado garantindo que as reuniões aconteçam; • Qualificar leads com base em critérios predefinidos, garantindo que apenas oportunidades qualificadas sejam passadas para a equipe de vendas; • Compreender as necessidades e desafios dos clientes em potencial e articular claramente como nossa solução pode agregar valor a eles; • Colaborar de forma eficaz com a equipe de vendas para garantir uma transição suave dos leads qualificados para o processo de vendas; • Utilizar adequadamente nossos sistemas e/ou outras ferramentas para rastrear atividades e manter registros precisos de interações com clientes em potencial; • Manter-se atualizado sobre as tendências do setor odontológico e sobre os recursos e benefícios de nossa solução de software; • Apresentar eventualmente os números da área em reuniões de OKR; • Ajudar na criação dos OKRs como parte do time comercial; • Registrar as melhores práticas e aprendizados na nossa ferramenta de log (Confluence); • Analisar seus números diariamente para identificar pontos de melhoria; • Participar de ações com o time, como imersões, coaches de venda, reuniões de forecast, criação de processos, treinamentos, etc.