Company Description

Dynatrace exists to make software work perfectly. Our platform combines broad and deep observability and continuous runtime application security with advanced AIOps to provide answers and intelligent automation from data. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences.

Job Description

We are looking for a dynamic, collaborative, driven and customer-obsessed Sales Development Manager in Sydney reporting to the APAC Sales Development Director.

The Sales Development Manager is a critical leader in our regional GTM team and will lead, manage and grow the Sales Development Representative (SDR) team whose goal is to generate revenue by developing target account opportunities and pipeline for Dynatrace in Australia and New Zealand to support our growth trajectory. Ensuring the critical work that marketing does to drive demand is picked up and executed through to the handover of opportunities to sales.

• Recruit, onboard, coach and optimise a team of SDRs responsible for inbound and outbound sales engagements

• Build best in class SDR team with the regionally specific tools, tactics and processes to make the regional teams successful

• Refine our customer value messaging and engagement strategy for your region to over-achieve Qualified Sales Opportunity (QSO) targets & conversion

• Stakeholders Management: align GTM strategy and processes with VP ANZ and Sales leaders

• Collaborate with Sales Managers, AEs, Marketing & Partner Managers on unified Account Prospecting Strategy

• Partner with Marketing leadership to ensure success of all marketing campaigns and inbound lead conversion

• Work closely with SDR Management and global teams to improve opportunity management and qualification processes

• Manage data driven reporting and performance optimisation for the team

• Manage inbound lead flow and track efficiency of sales and marketing programs

• Lead a high-energy and record-breaking team & environment where people love coming to work, collaborate & have fun!

• Support usage, enablement and processes for SDR enabling technologies and resources including Salesforce, Call tracker, LinkedIn Sales Navigator, Outreach etc

• Regular and impactful communication & reporting cadence on regional performance to goals

Qualifications

• Results Driven, over-achieving sales or sales development leader

• 5+ years of B2B software sales development management experience

• A proven track record of delivering sales pipeline at a fast-growing company with multiple sales segments with an inbound and outbound model

• Good understanding of the SaaS Cloud and Technology landscape/market

• Proficient in Salesforce.com, Salesloft, Gong, LinkedIn Sales Navigator

• Experience with Outbound prospecting (Call, Social, Mail) strategy to technology leaders

• Self-starter with the ability to work in a fast-paced, SaaS technology environment

• Proven experience selling into the Enterprise market strongly preferred

• Excellent written and verbal presentation and influencing skills

• Technically adept, with a data-driven and analytical mindset

• Deeply curious and passionate about people and team culture

• Strong problem-solving, organisational, and interpersonal skills

Additional Information

If you are looking for a company that values, encourages and rewards employees, and provides the work environment where you can best use your talents and grow professionally, you've come to the right place.