EMEA Sales Enablement Manager

**Note that as this is a very specific deal coaching role, we do require candidates who have had experience working as a Sales Director or Strategic Account Executive on complex software solutions. We also require experience of structured sales coaching - perhaps you have been a sales coach in a previous role (or currently) or it is a very structured part of your job

Field Sales Enablement at Dynatrace is both strategic and operational. You will influence pipeline quality, deal strategy, and account direction while ensuring the field is fully enabled to execute the Dynatrace observability platform strategy.

You will enable Regional and Frontline Sales Leaders to run stronger businesses by improving pipeline quality, deal execution rigor, and sales consistency - while ensuring teams are continuously enabled on Dynatrace’s platform, value messaging, and consumption-based GTM motion.

Responsibilities:

Strategic advisor to sales leadership

Advisor to Regional VPs

• Diagnose pipeline health, execution gaps, and regional performance patterns.
• Provide objective insights for forecasting, territory reviews, and QBRs.
• Support consistent platform‑selling and consumption-led execution.
• Act as a trusted advisor on GTM challenges such as slippage, weak executive narratives, or stalled expansions.

Coach and force multiplier for frontline managers

• Build stronger coaching habits around deals - not just reporting.
• Reinforce MEDDICC/MEDDPICC, account planning, mutual action plans, and value hypotheses.
• Join deal reviews as a coaching partner, modeling strong inspection and qualification.
• Help managers determine when to push, redirect, or exit deals.

Field execution and deal influence

• Engage in high‑impact and forecast‑critical deals, including competitive takeouts and major expansions.
• Provide objective commit‑level deal assessments.
• Increase deal velocity and quality by challenging weak logic early.
• Support sellers in aligning observability outcomes with CIO/CTO/engineering priorities.

Core enablement responsibilities

Sales readiness & enablement

• Drive readiness across onboarding, role development, and skill reinforcement.
• Enable the field on messaging, ICPs, personas, use cases, and competitive positioning.
• Support rollout of new platform capabilities, pricing, packaging, and GTM motions.

Methodology & process enablement

• Reinforce consistent use of MEDDPICC, CRM processes, opportunity stages, and qualification criteria.
• Partner with Sales Ops/RevOps to translate process changes into practical field execution.

Enablement programs & communications

• Build programs tied to active pipeline needs and GTM priorities.
• Partner cross‑functionally for aligned messaging.
• Contribute to plays, assets, communications, and tools supporting platform selling.

Indicators of success

• Leaders routinely pull you into strategic deals and leadership discussions.
• Improved win rates, deal velocity, and platform expansion.
• Higher‑quality pipeline, stronger MEDDPICC discipline, and reduced slippage.
• Greater forecast confidence and inspection rigor.
• Clear improvement in seller and manager capability and coaching effectiveness.
• Strong adoption of enablement programs and GTM plays that drive revenue impact.

• It is a pre-requisite for this role to have experience working as a Senior Account Executive or Account Director, working on large complex Enterprise SaaS deals.
• It is also a pre-requisite to have structured sales coaching experience - perhaps you have been a sales coach at some point in your career or it has been a very structured part of your job in some way.
• Strong POV on sales execution and GTM strategy; willing to challenge assumptions.
• Deep experience in enterprise sales methodologies and complex deal cycles.
• Ability to diagnose execution gaps and translate strategy into field‑ready action.
• Strong coaching skills with frontline managers and sellers.
• Effective communication and influence across leadership levels.
• Comfort operating in a technical, cloud‑native environment.
• A track record of tying enablement work directly to measurable business outcomes.

• 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.