VP, Sales Development

Overview

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.

• 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.
• Strategic Leadership:
  Collaborate with Sales, Marketing, and Operations teams to align demand-generation initiatives with revenue goals.
• Strategic Leadership:
  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.
• Team Leadership & Talent Development:
  Establish and manage to clear goals, KPIs, and development plans for individual and team success.
• Team Leadership & Talent Development:
  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.
• Pipeline Generation & Management:
  Drive innovative approaches to prospecting and lead discovery, leveraging technology, analytics, and market trends.
• Pipeline Generation & Management:
  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.
• Cross-functional Collaboration:
  
  Provide insights to senior leadership on market trends, competition, and areas for improvement.
• Cross-functional Collaboration:
  
  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.
• Operational Excellence:
  Monitor and report on metrics related to performance, lead conversion, and pipeline contribution, proactively identifying areas for improvement.

Candidates are required to work hybrid out of our Boston, MA office (3-4 days per week).

• Demonstrated experience with sales development teams.
• Proven track record of SDR enablement, including building and mentoring early-career teams.
• Experience with , Linked In 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.
• Experience working in a SaaS or technology company is strongly preferred.

• Dynatrace is a leader in unified…