Your role at Dynatrace

Role Overview

The leader of Sales Development for APAC is responsible for leading and scaling the Sales Development organisation across the region’s five key markets: ANZ, ASK, China, India, and Japan. This leader will drive predictable pipeline generation, elevate SDR performance, and build a consistent, high quality- operating rhythm across all regional teams.

As the senior-most SDR leader in APAC, this person will partner closely with the APAC Geo VP, regional sales and marketing leaders, and global SD leadership to ensure SDR strategy aligns with revenue goals, market differences, and cultural nuances. The role requires a strong people leader who brings operational rigor, strategic thinking, and a passion for developing future sales talent.

Key Responsibilities

Leadership & Team Development

• Lead, coach, and develop 4 SDR Managers and a team of ~20 SDRs across 5 APAC regions.
• Establish a strong culture of accountability, performance, and continuous learning.
• Ensure consistency in hiring, onboarding, coaching, and career development across all markets.
• Build succession planning for SDRs and SDR Managers to support organisational growth.

Pipeline Generation & Performance Management

• Own the pipeline generation target for the APAC SDR organisation.
• Define and manage KPIs across inbound, outbound, conversion rates, meeting quality, and pipeline contribution.
• Partner with Regional Sales Leadership to align SDR activity with revenue priorities, capacity, and sales motions.
• Work with Marketing to optimise lead management, event follow-up, persona alignment, and campaign readiness.

Strategy & Regional Execution

• Develop regional outbound strategies tailored to each of the 5 APAC markets.
• Adapt global Sales Development programs to local market dynamics, languages, and buying behaviors.
• Identify whitespace opportunities and drive targeted prospecting strategies to support growth.
• Build coverage models that balance team resources across regions and sales segments.

Cross-Functional Collaboration

• Collaborate with the APAC Geo VP and regional sales leaders to ensure SDR alignment with GTM priorities.
• Partner with RevOps/Sales Ops for forecasting accuracy, reporting consistency, and territory design.
• Work with Enablement to implement regional training programs, messaging frameworks, and skill development.
• Collaborate with Marketing, PMM, and Demand Gen to support events, campaigns, and regional messaging.

Process, Systems & Tools

• Drive operational excellence across CRM utilisation, prospecting tools, workflows, and reporting.
• Maintain a rigorous management cadence—forecasting, QBRs, team reviews, and 1:1 coaching.
• Recommend improvements in data, processes, and systems to maximise team efficiency and effectiveness.

What will help you succeed

Experience

• 8–12+ years of Sales Development leadership, with at least 3+ years managing managers.
• Proven success running multi-country SDR organisations in APAC.
• Deep experience partnering with senior sales leadership across multiple regions.
• Demonstrated track record of delivering pipeline targets in high-growth environments.

Skills

• Exceptional people leadership and talent development abilities.
• Strong command of metrics, analytics, and pipeline mechanics.
• Deep understanding of outbound strategies, inbound lead management, and SDR best practices.
• Ability to influence senior stakeholders and operate at both strategic and executional levels.
• Strong communication skills and comfort working across cultures, time zones, and languages.

Preferred Qualifications

• Experience in SaaS, cloud, or enterprise technology environments.
• Familiarity with Japan and China GTM motions, including language considerations (not required to be bilingual).
• Experience scaling SDR teams across both emerging and mature markets.

Why you will love being a Dynatracer

Compensation and Rewards