Commercial Account Executive, Italy

Dynatrace; Barcelona; On-site; EUR 50,000 - 75,000; Full time

Job summary

Dynatrace is seeking a Commercial Account Executive to own the Italy sales cycle within a global SaaS platform. You will develop a territory GTM plan, target accounts, and convert inquiries into discovery, demos, and evaluations.

You will build relationships with IT and business stakeholders, forecast accurately, and manage a robust SFDC pipeline to exceed quota. Fluency in English and Italian is required, with 1–3 years in inside sales preferred.

Qualifications

• 1–3 years’ experience in inside sales with a discrete quota in SaaS.
• Excellent consultative sales skills.
• Strong forecasting and pipeline management.
• Ability to execute Account Plans and sales strategy.
• Motivated self-starter with high quota attainment.
• Collaborates across sales resources to close deals.
• Experience with Salesforce and LinkedIn Navigator preferred.
• MEDDIC experience and BA/BS Degree or equivalent preferred.
• Fluent in English and Italian.

Responsibilities

• Develop proficiency of Dynatrace products and articulate business value.
• Develop and implement a GTM strategy and campaigns to drive conversations to discovery, demonstrations, and evaluations.
• Prospect new accounts using phone, social media, and email persona-based conversations.
• Extend footprint with existing customers to grow Dynatrace usage.
• Manage time to grow pipeline and revenue in an emerging enterprise space.
• Use analytics to understand the customer, their business and technology needs.
• Leverage internal teams to conduct discovery, qualify need, and prove the value of our SaaS-based solutions.
• Maintain a sales pipeline in SFDC to work towards overachievement of quota.

Skills

Inside sales

Quota carrying

SaaS

Education

BA/BS Degree or equivalent

Tools

Salesforce

LinkedIn Navigator

Job description

Your role at Dynatrace

Here at Dynatrace the Commercial Account Executives own the entire sales cycle for a specified territory - in this case, for Italy. This includes developing new customer leads (generated from both outbound prospecting and inbound inquiry), positioning Dynatrace, and closing business on a monthly basis. The Commercial Account Executive is expected to develop a territory go-to-market (GTM) plan and execute daily to that plan. This includes targeting accounts and specific contacts within the account, building relationships with IT and Lines-of-business (LOB), determining business pain and working to map the proper solution and close business.

What you will be focusing on as a Commercial Account Executive, Italy:

• Develop proficiency of products and solutions offered by Dynatrace and articulate business value.
• Develop and implement a GTM strategy, create individual campaigns, that drive conversations to convert to discovery, demonstrations, and evaluations.
• Prospect new accounts and build relationships with potential customers using phone, social media, and email persona-based conversations.
• Effectively work with existing customers to extend their Dynatrace footprint.
• Efficiently manage time to focus on activities that grow pipeline and revenue within an emerging enterprise approach positioning best in class monitoring platform.
• Use analytical skills to understand the customer, their business and technology issues and needs.
• Leverage the Dynatrace internal team to conduct discovery, qualify need, and prove the value of our SaaS-based solutions to address goals and requirements within the Emerging space.
• Actively maintain a sales pipeline in SFDC to work towards overachievement of quota.

What will help you succeed

How you (and your Recruiter!) will know that you are a good fit:

• 1-3 years’ experience in an inside sales role carrying a discrete quota in SaaS cloud or Container space.
• You have excellent consultative sales skills.
• You have experience with accurate forecasting and pipeline management.
• Your ability to execute on Account Plan and create strategy for sales over achievement are top notch.
• You are a motivated and tenacious self-starter who consistently delivers high performance against quota.
• You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process.
• You have experience with Salesforce and LinkedIn Navigator (preferred).
• You possess MEDDIC experience BA/BS Degree or equivalent related experience (preferred).
• Must be fluent in English and Italian.

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.

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.