Enterprise Acquisition Account Executive - Public Sector

Dynatrace; Maidenhead; On-site; GBP 75,000 - 130,000; Full time

Job summary

Dynatrace is seeking an Enterprise Acquisition Account Executive to drive land-and-expand growth in public sector enterprises. You will oversee a small portfolio while actively engaging 35–40 prospects and expanding relationships to maximize Dynatrace usage.

You will collaborate with sales engineers, marketing, and leadership to craft strategies, demonstrate value, and close deals. Mentorship from an award-winning leadership team and cross-functional collaboration will support your success.

Qualifications

• Track record in public sector software sales at executive level.
• Ability to manage sales cycles within complex organizations and compress decision cycles.
• Outstanding organizational and communication skills (written and oral).
• Able to build a diverse territory plan and leverage a sales ecosystem.
• Proven experience acquiring new business and delivering high performance against quota.
• Comfortable collaborating and co-selling across resources (MEDDPIC familiarity).
• Familiarity with observability and the modern application market.

Responsibilities

• Execute territory plans to deliver maximum revenue within regional accounts.
• Collaborate with predefined SE support based on region.
• Manage 0–2 existing customer accounts while engaging 35–40 prospects.
• Drive new logo customers and expand usage in Dynatrace.
• Consult with VP and C-level executives to maximize value and position Dynatrace against competitors.
• Generate velocity through product demos, in-market events and targeted initiatives.
• Develop networks within named accounts and channel partners to enable broad selling.
• Collaborate with sales engineering, marketing, legal and finance to craft effective solution strategies.
• Ensure customers’ implementations are wildly successful.

Skills

Public sector software sales

Enterprise sales

New business acquisition

Executive relationship building

Sales cycles in complex orgs

MEDDPIC methodology

Job description

Your role at Dynatrace

We are looking for a candidate to fill a newly created position as an Enterprise Acquisition Account Executive. In this role, you will drive sales growth through targeted acquisition efforts across public sector segments. It’s all about a “land and expand” approach amongst enterprise-grade organizations. As part of your responsibilities, you’ll oversee 0 to 2 existing customer accounts. Your focus will be on nurturing these relationships and expanding partnerships. Additionally, you’ll engage with 35 to 40 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. Additionally, you’ll benefit from mentorship provided by our award-winning leadership team. Collaborating closely with our high-performing sales professionals, SDRs, and partners, you’ll be on the path toward achieving ultimate success.

What you will be focusing on as an Enterprise Acquisition Account Executive:

• 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.
• 0-2 customers, 35-40 prospects, with 40 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

Preferred Requirements:

• You show a successful track record in public sector 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