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SDR Enablement Manager - EMEA

Company Description

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation.

Job Description

The SDR Sales Enablement Manager is responsible for establishing, evolving and facilitating programs for junior sellers on our Sales Development Team (Hybrid Inbound/Outbound sellers). The Sales Enablement Manager will be instrumental in new seller workshops (live and virtual), onboarding programs, and other on-going enablement events and programs. This role will provide a superior level of service and support to drive improved performance of Sales Development Representatives as they complete their on-boarding enablement and continuous development at Dynatrace.  


Essential Duties and Responsibilities include:

50%: Classroom & Virtual Session Facilitation

  • Leading the facilitation of workshops and coaching sessions for new sellers, Improving the effectiveness of the EMEA Sales Development.

  • Manage the regular cycle of new SDR onboarding activities (pre-class clinics, new seller bootcamp, after class redux sessions)

  • Develop SME status in areas such as sales plays, solution value proposition, competitive strategy and sales methodology. Build personal experience of Dynatrace sales best practices and sales success approach.

  • Facilitate in-person and virtual sessions combining your expertise in enterprise technology sales and the Dynatrace solution value. 

  • Optimize the balance of breakouts, role-plays and exercises to maximize training program effectiveness.

  • Proctor/ coach training sessions and lead certification assessments as part of the new hire curriculum

25%: Develop and refine enablement programs

  • Work with enablement management, sales leaders, and other stakeholders to ensure that the SDR Team are best prepared to execute corporate strategy and capture market opportunity. 

  • Optimize the blend of on-demand and ILT to maximize effectiveness for SDR’s and sales management. Develop materials for reinforcement and approach to maximize long-term effectiveness delivery methods and practices are innovative and effective

  • Ensure topics, messaging, and exercises are aligned with product and the company’s priorities and strategic direction 

15%: Seller assessment, analysis and recommendations

  • Assess seller performance, success potential and risk elements.

  • Provide feedback and recommendations to sales management

  • Maintain ongoing relationships with bootcamp attendees, sales management & maintain a peer network with bootcamp graduates

  • Evaluate and report attendee bootcamp/ on-boarding performance and areas for improvement

  • As needed work with sellers 1:1 to remediate and improve areas of concern/ development

10%: Identify, initiate sales effectiveness projects

  • Seek opportunities to improve and scale sales effectiveness and efficiency. Establish, drive sales enablement projects and own the results.


Your Qualifications

  • Experience in an Enablement, Sales or Sales Operations role

  • Passion for identifying sales execution issues and driving sales effectiveness improvement. 

  • Strong familiarity of SDR Tech stack (Salesloft, SFDC, Gong, LinkedIn, etc.)

  • Demonstrated success in supporting a Sales Development team, ideally in a high growth environment as market leader. 

  • Demonstrated success in collaborating cross-functionally to develop content and align operational execution with strategic objectives. 

  • Proficient in sales processes, methodologies, and skills. 

  • Strong program manager - a great project leader, communicator, and collaborator. 

  • Comfortable and effective at delivering in-person & online training, presentations, and coaching sessions. 

  • Ability to establish credibility with enterprise technology sales leadership & sellers

  • Enjoyment in working in a fast-paced, rapidly evolving environment 

Additional Information

We are a market share leader & a 11x magic quadrant leader

We invest more in R&D than some of our competitors’ total revenue, assuring market-leading customer value and quick adoption

Enjoy our culture of excellence with competitive compensation packages that recognize and reward greatness

Working with the largest of the Cloud players like AWS, Azure, VMware and Google Cloud allows our customers to have the best of 3rd Generation Monitoring in the world. Not to mention we’re fully automated from the start, providing the most advanced solution leveraging our AI machine learning technology






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