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Dynatrace
Dynatrace delivers answers and intelligent automation from data.
Waltham, MA, USA
Hybrid
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Jobs//Hybrid//Waltham//Sales//

Senior Manager, Sales Development Operations

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Employer Provided Salary: 130,000-150,000 Annually
Salary data is provided by the employer. Please note this is not a guarantee of compensation.

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 seeking an experienced and strategic Senior Manager, Sales Development Operations to join our fast-paced global MarketingAnalytics &Operations team at Dynatrace. You will be responsible for leading and overseeing the day-to-day operations of our SDR team, driving process improvements, and ensuring alignment with sales and marketing teams to achieve revenue goals. Your focus will be on partnering with SDR leadership to maximize the performance of our SDR team. This position requires strong leadership skills, a strategic mindset, and a solid understanding of marketing & sales operations.
Responsibilities:

  • Process Optimization:
  • Continuously improve SDR workflows, lead qualification processes, and outbound prospecting strategies.
  • Implement best practices to enhance efficiency and effectiveness.
  • Monitor KPI's and support SDR leadership to adjust strategies as needed.
  • Day-to-day SDR operations:
  • Partner with sales leadership to define and refine SDR targets, territories, and compensation plans.
  • Establish and maintain best practices, standard operating procedures (SOPs), and partner with SDR enablement on training programs to enhance SDR productivity and effectiveness.
  • Data Analysis and Reporting:
  • Analyze data related to lead generation, conversion rates, and pipeline development.
  • Provide regular reports to senior management on SDR performance & pipeline health.
  • Use insights to make data-driven decisions and optimize processes.
  • Technology and Tools:
  • Evaluate and implement sales development tools (e.g., 6sense, Drift, Salesloft, etc.), in partnership with the SDR enablement team, to enhance productivity.
  • Identify enhancements to existing sales development tools to improve adoption & ROI
  • Stay informed about industry trends, competitive landscape, and emerging technologies to identify opportunities for innovation and growth.
  • Cross-Functional Collaboration:
  • Partner with SDR, Marketing, Sales, & Sales Operations to achieve common goals.
  • Collaborate on field events, targeted marketing campaigns, & personalized messaging.


Qualifications
Requirements:

  • 5+ years of experience in sales operations, sales development, or related field. Preference for experience in SDR focused operations.
  • Proven track record of success in driving process improvements and increasing productivity.
  • Exceptional analytical and problem-solving skills, with the ability to translate data into actionable insights for improving productivity.
  • Strong understanding of lead generation and pipeline management.
  • Excellent communication and interpersonal skills, with the ability to collaborate effectively across departments and influence stakeholders at all levels.
  • Deep understanding of sales methodologies, processes, and tools, including Salesforce, Salesloft, Zoominfo, 6sense and other enterprise sales engagement tools.
  • Ability to thrive in a dynamic and rapidly changing environment, with a passion for continuous learning and improvement.
  • Bachelor's Degree in Business Administration, Marketing, or related field


Additional Information
DOE, annual salary is $130K - $150K plus Health, Dental, Life, STD, LTD, 401k, PTO. Total compensation may vary depending on candidate experience, education and location.
All your information will be kept confidential according to EEO guidelines.
We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact [email protected] . Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law / EEO is the Law Supplement . To be considered for this position, please upload your resume/CV.

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Harsha Gunnam
Director of Marketing Analytics and Operations
EMPHASIS ON GROWTH
Mistakes are opportunities to learn
Transparency, empowerment and empathy guide Harsha Gunnam in his efforts to lead the marketing analytics and operations team through its exciting project roadmap. On this journey, Gunnam places a high value on keeping his team engaged and leaves plenty of room for growth and development. He appreciates that leadership has built “a culture where we know that it’s OK to make mistakes so we can learn from them, everyone is actively looking to collaborate with others and there is a priority for creating a positive environment.”
Transparency, empowerment and empathy guide Harsha Gunnam in his efforts to lead the marketing analytics and operations team through its exciting project roadmap. On this journey, Gunnam places a high value on keeping his team engaged and leaves plenty of room for growth and development. He appreciates that leadership has built “a culture where we know that it’s OK to make mistakes so we can learn from them, everyone is actively looking to collaborate with others and there is a priority for creating a positive environment.”
The willingness to learn and grow that I have seen here offers a great opportunity to coach and guide.
Elena DelloRusso
Sales Development Representative Team Lead
FUTURE-FOCUSED
Training and mentors facilitate growth
Eight months into her tenure with Dynatrace, Elena DelloRusso was promoted from an individual contributor to a team lead on the sales development representative team. She sees that step as just the beginning of her growth journey. At this year’s sales kickoff, DelloRusso was inspired by the field representatives honored for their hard work and achievements, adding, “I knew that I wanted to be on that stage myself one day.” To get there, she’s taking advantage of access to a variety of training to level up — including Sandler Training, an award-winning sales program — and insight from mentors.
Eight months into her tenure with Dynatrace, Elena DelloRusso was promoted from an individual contributor to a team lead on the sales development representative team. She sees that step as just the beginning of her growth journey. At this year’s sales kickoff, DelloRusso was inspired by the field representatives honored for their hard work and achievements, adding, “I knew that I wanted to be on that stage myself one day.” To get there, she’s taking advantage of access to a variety of training to level up — including Sandler Training, an award-winning sales program — and insight from mentors.
Having easy access to peers and management across different SDR teams has allowed me to take bits and pieces of knowledge to develop my very own style.
Sarah Fister
Enterprise Account Executive
FIERCE CUSTOMER FOCUS
Coming together to improve the experience
Dynatrace’s product has been recognized for its innovative and comprehensive approach to AIOps, which enhances customers’ IT observability. But it’s the team’s relentless focus on client care that makes the real difference, according to Sarah Fister. Such a concentration on users wouldn’t be possible if it weren’t for the emphasis management puts on ensuring employees feel like they are part of the team. It is an environment where doors are always open, and where everyone is accepted.
Dynatrace’s product has been recognized for its innovative and comprehensive approach to AIOps, which enhances customers’ IT observability. But it’s the team’s relentless focus on client care that makes the real difference, according to Sarah Fister. Such a concentration on users wouldn’t be possible if it weren’t for the emphasis management puts on ensuring employees feel like they are part of the team. It is an environment where doors are always open, and where everyone is accepted.
Seeing these solutions help our customers solve complex business problems that are eating away at their revenue is an incredibly rewarding feeling.

What are Dynatrace Perks + Benefits

Dynatrace Benefits Overview

Being a leader in the market doesn’t mean it’s all work and no play. At Dynatrace, our employees take their jobs seriously but also like to have fun. While at work, we encourage you to take a break and enjoy a game of ping-pong, have a cup of coffee or go to the gym. Work flexibility is important at Dynatrace, we are investing in your growth and happiness! Dynatrace provides a comprehensive benefit plan that allows employees to select benefits that fit their personal needs and stay competitive in the market place.

Culture
Volunteer in local community
Open door policy
Open office floor plan
Employee resource groups
Remote work program
Diversity
Mandated unconscious bias training
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance + Wellness
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Pet insurance
Wellness programs
Mental health benefits
Wellness days
Financial & Retirement
401(K)
401(K) matching
Company equity
Employee stock purchase plan
Performance bonus
Child Care & Parental Leave
Family medical leave
Adoption Assistance
Vacation + Time Off
Unlimited vacation policy
Generous PTO
Paid volunteer time
Sabbatical
Paid holidays
Paid sick days
Office Perks
Commuter benefits
Company-sponsored outings
Free snacks and drinks
Company-sponsored happy hours
Fitness stipend
Home-office stipend for remote employees
Onsite gym
Professional Development
Tuition reimbursement
Lunch and learns
Promote from within
Online course subscriptions available
Customized development tracks

Additional Perks + Benefits

Our values
We keep things simple. Common sense has guided our journey and enabled us to grow and excel. As we’ve developed, we've identified three pillars that define and embody our culture:

Innovate with Passion
We build innovative solutions and creative approaches to our business across all functions to benefit our stakeholders. Our passion is fueled by our profound curiosity, inspiration, and desire to drive positive change.

Engage with Purpose
We aspire to fulfill our mission by committing to excellence and delivering meaningful customer value. We collaborate and communicate effectively to reach our shared goals and aid our customers in achieving their objectives. We listen with empathy, encourage diverse perspectives, act with kindness, and foster an environment where every Dynatracer can have an impact.

Win with Integrity
We deliver results through honesty, transparency, and accountability. We compete with tenacity while upholding the highest ethical standards and respect for our customers, partners, and colleagues. We constantly learn from feedback, celebrate with humility, and strive for excellence.

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