Your role at Dynatrace

The Vice President of Sales Development will lead our worldwide sales development efforts and drive sustained growth. In this role you will design and execute strategies to build a high-performing sales pipeline while working cross-functionally to enable scalable success. This includes overseeing a global team, ensuring alignment with the company’s goals, fostering a culture of collaboration, and driving results through exceptional leadership and strategic direction. Your ability to drive early-stage sales opportunities, mentor and inspire teams, innovate with technology and AI, and provide strategic direction will be instrumental in accelerating our business expansion.

This role reports into the Chief Marketing Officer, and is a core partner within the Marketing team, who together, are focused on building customer success with Dynatrace. 

Key Responsibilities

Strategic Leadership

• Develop and implement a comprehensive inbound and outbound sales development strategy to generate pipeline that converts to bookings to meet enterprise growth objectives.
• Collaborate with Sales, Marketing, and Operations teams to align demand-generation initiatives with revenue goals.
• Bring a data-driven approach to forecasting, tracking, and optimizing lead conversion and pipeline performance.

Team Leadership & Talent Development

• Recruit, mentor, and lead a diverse team of sales development professionals, building a culture that promotes teamwork, excellence, and growth.
• Establish and manage to clear goals, KPIs, and development plans for individual and team success.
• Promote ongoing training and development to ensure best practices, understanding of products and customer value, and continuous improvement.

Pipeline Generation & Management

• Ensure effective lead qualification processes to deliver high-value opportunities to the sales team.
• Drive innovative approaches to prospecting and lead discovery, leveraging technology, analytics, and market trends.
• Work closely with marketing to refine messaging, target audiences, and campaign strategies.

Cross-functional Collaboration

• Serve as a strategic partner across departments to optimize customer insights, refine value propositions, and enhance buyer journeys.
• Provide insights to senior leadership on market trends, competition, and areas for improvement.
• Align with sales enablement resources to empower the team in achieving sustainable success.

Operational Excellence

• Oversee the implementation and use of tools, systems, and analytics to optimize team workflows and reporting.
• Monitor and report on metrics related to performance, lead conversion, and pipeline contribution, proactively identifying areas for improvement.

What will help you succeed

• Demonstrated experience with sales development teams. 
• Proven track record of SDR enablement, including building and mentoring early-career teams. 
• Experience with Salesforce.com, LinkedIn Navigator, and other prospecting tools, as well as enabling AI capabilities to enrich SDR capabilities.  
• Exceptional analytical skills, with proficiency in utilizing data to drive outcomes. 
• Proven partnership with Sales and understanding of sales operations and processes.
• Proven record of consistently performing above quota in a sales environment
• Understanding of the observability market to be able to jump right in. 
• Leads by example, creating a sense of energy, ownership, and personal commitment to the work.  
• Experience working with large, global enterprise customers. 
• Exhibits drive and excitement for growing the business, and builds a high-performing, motivated team.   
• Drive accountability and foster transparency in all aspects of the sales development process.

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.
• 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.