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SDR Manager Japan

Your role at Dynatrace

Dynatrace provides software intelligence to simplify enterprise cloud complexity and accelerate digital transformation. With AI and complete automation, our all-in-one platform provides answers, not just data, about the performance of applications, the underlying infrastructure and the experience of all users. That’s why many of the world’s largest enterprises, including 72 of the Fortune 100, trust Dynatrace to modernize and automate enterprise cloud operations, release better software faster, and deliver unrivalled digital experiences.

As the market leader, Dynatrace is experiencing unprecedented growth - now is the perfect time to join our rapidly growing global community.

The Japan 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 APAC to support our growth trajectory. This role is based in Tokyo and is to lead SDRs based in Japan offices.

  • Recruit, Hire, Grow, and Retain high-energy, results-driven outbound Sales Development Representatives who can evangelize a transformational software platform to a HUGE underserved market in Asia

  • Own all growth strategies for the SDR segment

  • Refine our customer value messaging and process to over-achieve Qualified Sales Opportunity (QSO) targets & conversion

  • You are both strategic and tactical. You can design and execute a plan.  You have a vision for long-term predictable pipeline generation.

  • Create and foster a performance-driven culture where every SDR strives to be #1 among peers every day

  • Create a target prospecting plan of key personas and vertical targets, including messaging, content, campaigns, and awareness building

  • Focus on SDR weekly productivity, day-to-day operations, monitor and track SDR activity (outreach activity, opportunity creation, progression, etc)

  • Train SDRs on questioning techniques, objection handling strategies, storytelling, and differentiated messaging to persistently explore and uncover the pains of our prospects that align with our solution.

  • Maintain weekly 1:1s with SDRs to speed up RAMP (for new hires) and accelerate SDR development. Every SDR should get a minimum of 1 hour/week for 1:1 coaching.

  • Develop & manage new reports and dashboards in Salesforce and Tableau to track team performance and use them in regular coaching sessions and executive briefings

  • Work with the regional marketing team to drive effective campaigns with clear success metrics

  • Manage the inbound lead flow and track the efficiency of sales and quarterly 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

  • Report quantifiable individual and team results and metrics to the Sales Leadership team every week – including weekly 1v1 with the Regional Sales Director

  • Bring a perspective at all times, understand you have a seat at the table, and pipe up when you see an opportunity to get better

What will help you succeed


  • 2+ years of successful management of an SDR team or comparable experience

  • 5+ years of experience in a solution-selling environment

  • Bachelor’s degree required

  • Salesforce experience required

  • Experience in building highly effective and efficient prospecting campaigns

  • Experience selling enterprise cloud applications

  • Entrepreneurial, disciplined leader who gets the best out of his / her team and can manage up with Sales Leaders

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

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

  • 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

Dynatrace believes that potential is defined by more than qualifications or background. If you're passionate about this job, working in a tech environment, and are eager to learn, we invite you to apply.

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.

Discover more

About Dynatrace

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.

We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU—your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees.

More information

Dynatrace LLC (Dynatrace) does not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any Dynatrace employee. Dynatrace will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered property of Dynatrace.

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