Role Description We are looking for an SMB Account Manager for our Account Management team here at Greenhouse! As an Account Manager, you will own the entire customer relationship, including: - Renewals - Adoption and product optimization strategy - Upselling of new products into our rapidly growing ecosystem of customers You will ensure a premium experience for our customers by: - Understanding their business objectives - Collaborating with cross-functional partners to streamline workflows and communication processes within Greenhouse Who will love this job - A strategic hunter – you thrive in a competitive environment, driving revenue by recommending the best solution for both Greenhouse and our customers - A thoughtful mediator – you're successful, effective, and helpful through tough situations and hard-to-close negotiations - A collaborative teammate – you love working with others and utilizing strong partnerships to achieve the best outcome - A hardworking problem solver – you're not afraid to test, iterate, and chip in ideas when it comes to solutions What you’ll do - Efficiently manage and prioritize relationships within a high-velocity book of business - Develop strategic account plans to identify expansion and upsell opportunities - Maintain an active pipeline of forecasted renewals and expansions to consistently meet or exceed quota objectives - Establish yourself as a strategic partner to key stakeholders and executive champions within your named accounts - Proactively identify at-risk accounts and own resolution strategies to mitigate churn risk - Be an active participant in building and improving internal operational processes - Additional projects and responsibilities as business needs require Qualifications - Experience in a goal-oriented, customer-facing role (such as SDR, CSM, or AM) with a history of carrying a quota or performance-based targets - Exceptional verbal, written, and presentation skills - Excellent time and process management skills - Strong pipeline management and familiarity with Salesforce - Proven success navigating organizations and ability to quickly identify decision makers for SaaS investments - Your own unique talents and transferable skills Requirements - Applicants must be currently authorized to work in the United States on a full-time basis Benefits - Medical, dental, and vision insurance - Basic life insurance - Mental health resources - Financial wellness benefits - Fully paid parental leave program - Short-term and long-term disability coverage - 401(k) plan and company match - Up to 14 scheduled paid holidays and up to 80 hours of paid sick leave per calendar year - Non-exempt employees accrue up to 20-25 days of paid vacation time annually - Exempt employees have flexible paid time off (PTO)

• Own and expand a portfolio of strategic partner-led accounts, driving revenue growth and expansion through joint account planning and execution • Drive structured pipeline creation with partners through target account mapping, new logos, and cross-sell/upsell identification • Influence deal strategy and pricing for partner-led opportunities • Conduct Quarterly Business Reviews (QBRs) with partners to assess performance, align on growth priorities, and drive accountability to targets • Drive forecast accuracy and revenue predictability with partners, with a strong focus on bookings and ARR growth, retention, and pipeline conversion • Build and continuously improve partner selling capability, ensuring partners can independently position, scope, and progress Accruent deals efficiently • Develop and manage a partner recruitment pipeline, aligned to Accruent’s growth priorities and target profiles • Recruit new, strategic partners to expand our partner ecosystem with a focus on partners with SaaS capabilities • Scale partner motions regionally, adapting GTM approaches, messaging, and enablement to local market conditions • Own partner onboarding and enablement outcomes, ensuring partners are successfully activated, certified, and able to sell Accruent solutions • Drive accountability for partner enablement through onboarding, including training completion and certifications post-onboarding • Track and manage partner performance through daily visual management, ensuring clear visibility into pipeline, progress against targets, and risks • Apply the Fortive Business System (FBS) to identify inefficiencies and proactively improve the partner experience and internal processes • Accountable for partner deal execution, including quoting and order processes • Spend time “at gemba” (where the work is done) by meeting in-person with partners and customers to understand their challenges, and uncover new opportunities • Drive cross-functional action across Sales, Product, Enablement, Services, Marketing, Deal Desk and other cross-functional teams to improve our partner channel

Your role at Dynatrace**Note that for this position we can consider candidates based in Munich, Frankfurt or Dusseldorf. Travel to customer meetings and team meetings will be required. We are looking for a candidate to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will drive sales growth through targeted acquisition and expansion 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 approximately 8 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with approximately 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. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success. - Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts. - Collaborative pre-defined SE support based on region. - Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts. Approximately 26 accounts in total. - 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 succeedMinimum Requirements: - 5+ years selling Enterprise SaaS solutions in a complex environment - Proven Track Record both strategically growing existing accounts and also winning new business with new customers - Fluency in German and English is a pre-requisite Preferred 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. - You use AI to be more effective and efficient in your daily work 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.

• Lead Onboarding and Engagement: You will be the first point of contact for inbound genotyping leads, proactively reaching out to new prospects through outbound sales calls and emails, ensuring a smooth transition into our customer base. • Customer Relationship Management: From registration to their seventh paid order, you'll provide dedicated service to new genotyping customers, addressing their needs and ensuring satisfaction every step of the way. • Sales Support: Assist customers with various administrative tasks, such as account setup, logistics, and follow-up, to streamline their experience and facilitate their success with our products. • Software Adoption: Identify and qualify genotyping accounts for the adoption of our Colony management software, guiding them through the registration process and supporting them during the initial two months of full functionality. • Sales Execution: Execute the five fundamentals of Colony software, ensuring its seamless integration into customer operations and maximizing its benefits. • Prospect Engagement: Engage with prospect leads to understand their needs, gather essential information about decision-makers, cage numbers, current costs, and pain points, laying the groundwork for effective sales strategies. • Data Management: Utilize Salesforce to meticulously capture customer profiling information and log all call activity, maintaining high standards of organization and efficiency with an expected call volume of 5-7 per day. • Lead Conversion: Drive the conversion of leads generated from various sources, including vendor and national shows, customer meetings, marketing initiatives, and other lead channels, from initial interest to full adoption of our products. • Collaboration and Support: Collaborate closely with the Regional Sales Manager to qualify diagnostic sales opportunities and ensure a coordinated approach to customer engagement. • Technical Support: Triage technical inquiries and complaints during customer interactions, ensuring a seamless handoff to the appropriate Transnetyx support teams for resolution. • Professional Development: Participate actively in various company-wide meetings, sales calls, and training sessions, staying abreast of industry trends and best practices to continually enhance your skills and performance. • Event Participation: Attend vendor shows as required, potentially involving minimal travel, to represent Transnetyx and foster valuable connections within the industry. • Flexibility: Perform any other duties as assigned, demonstrating adaptability and a willingness to contribute to the overall success of the team and organization.