Expansion Account Manager

Dynatrace; Warszawa; Hybrid; PLN 216,000 - 270,000; Full time

Benefits offered by this job

Hybrid work setup

Stock options

Competitive compensation

Job summary

Dynatrace is seeking an Enterprise Expansion Account Executive to drive land-and-expand growth across enterprise accounts and new prospects. You will manage 7–10 existing customers, nurture relationships, and upsell across 5–8 new opportunities, collaborating with top sales professionals, SDRs, and partners.

You will execute territory plans, leverage regional SE support, and focus on new logo acquisitions while expanding Dynatrace usage within current accounts; MEDDPIC familiarity is a plus.

Qualifications

• 3+ years of closing enterprise software sales experience.
• Track record of selling to executives across multiple business functions.
• Ability to manage full sales cycles within complex organizations and accelerate decisions.
• Strong written and oral communication, negotiation and presentation skills.
• Experience building and executing territory plans and leveraging a sales ecosystem.
• Proven ability to acquire new business and deliver quota.
• Familiarity with MEDDPIC and observability market is a plus.

Responsibilities

• Execute territory plans to maximize revenue within enterprise accounts.
• Collaborate with SEs, marketing, legal, finance and partners to craft solution strategies.
• Drive new logo acquisition while expanding usage within existing accounts.
• Engage with VP/C-level executives to maximize value and outpace competition.
• Develop contacts within named accounts and through channel partnerships.
• Ensure successful customer implementations and ongoing expansion opportunities.

Skills

Enterprise software sales

Sales cycle management

Negotiation

Executive communication

Territory planning

MEDDPIC

Education

HS diploma or GED

Tools

MEDDPIC

Job description

Your role at Dynatrace

We are looking for a candidate to fill a newly created position as an Enterprise Expansion Account Executive. In this role, you will drive sales growth through targeted acquisition and expansion efforts across various industry segments. It's all about a "land and expand" approach amongst enterprise-grade organizations.

As part of your responsibilities, you'll oversee 7 to 10 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 regionally focused Enterprise accounts.

• Collaborative pre-defined SE support based on region. 7-10 customers, 5-8 prospects, with 18 total accounts.

• Drive new logo customers whilst also focusing on expanding Dynatrace usage within existing accounts.

• 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 3 years of experience in closing enterprise software sales.

• 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

We offer only employment contracts (PL: Umowa o pracę / UoP) and a hybrid working setup with 2/3 days per week in the office. This is a permanent role and not a B2B contract.

We offer attractive compensation packages and stock purchase options with numerous benefits and advantages.

Base salary range 19,333 - 24,166 PLN gross per month. (we've listed a salary range for transparency, but if your experience and skills bring unique value, we would still love to hear from you)

Dynatrace provides equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status, or any other protected characteristic. We actively foster an inclusive workplace that celebrates differences and promotes accessibility, collaboration, and growth for all.

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.