Enterprise Acquisition Account Executive (Remote, Western Canada)

Dynatrace; Calgary; Remote; CAD 90,000 - 140,000; Full time

Benefits offered by this job

Competitive compensation

Exposure to top cloud providers & DynA

Dynatrace Intelligence platform access

Opportunity to work with Fortune 100s

Job summary

Dynatrace is seeking an enterprise software sales professional in Calgary to drive a land-and-expand strategy across 3–5 existing accounts and 5–8 new prospects. You will partner with sales, SEs and partners to close deals, expand usage, and upsell Dynatrace solutions.

Ideal candidates have a proven track record selling to C-level executives, manage complex enterprise cycles, and build territory plans that accelerate revenue growth in a fast-paced environment.

Qualifications

• HS diploma or GED AND a minimum of one year of experience in closing enterprise software sales.
• Proven track record selling to executive level across complex organizations.
• Ability to manage long, multi-stakeholder sales cycles and drive closure.

Responsibilities

• Oversee 3–5 existing customer accounts and nurture relationships for expansion.
• Engage with 5–8 potential customers and convert prospects to customers.
• Collaborate with sales engineers, marketing, legal and finance to craft solutions.
• Develop and execute enterprise-wide strategies to maximize Dynatrace value.
• Position Dynatrace relative to competition and drive new logo opportunities.
• Build and execute territory plans to accelerate revenue growth.

Skills

Enterprise software sales

Communication skills

Negotiation

Presentation skills

Account management

Sales cycle management

Education

HS diploma or GED

Tools

MEDDPIC

Job description

Your role at Dynatrace

It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 3 to 5 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships.

Additionally, you’ll engage with 5 to 8 potential customers, introducing them to our offerings. After successfully converting prospects, you’ll have the chance to maintain those accounts and explore opportunities for upselling and cross selling our solutions. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success.

• Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts.

• Collaborative pre-defined SE support based on region. 3-5 customers, 5-8 prospects, with 15 total accounts.

• Drive new logo customers, focusing on landing and expanding Dynatrace usage.

• Consult with Vice President and C-level executives to develop and implement an effective enterprise-wide strategy that maximizes the value delivered by Dynatrace; position Dynatrace relative to the competition.

• Generate velocity by establishing Dynatrace in new markets through product demonstrations, in-market events and account specific initiatives.

• Develop a contact network within named accounts and channel partners to ensure Dynatrace can be sold broadly and effectively.

• Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, finance and other lines of business to develop and execute a solution strategy to meet customer business needs.

• Ensure your customers’ implementations are wildly successful.

What will help you succeed

Minimum Requirements:

• HS diploma or GED AND a minimum of one year of experience in closing enterprise software sales.

Preferred Requirements:

• You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer.

• You can manage sales cycles within complex organizations, while compressing decision cycles.

• You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills).

• You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem.

• You have proven experience in acquiring new business.

• You thrive in high-velocity situations and can think/act with a sense of urgency.

• You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships.

• You know how to build and execute business plans and sales plays.

• You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPIC).

• You are familiar with the observability and modern application market.

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.

• You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.

• Over 50% of the Fortune 100 companies are current customers of Dynatrace.

Compensation and Rewards

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.