Enterprise Acquisition Account Executive (SoCal)

Dynatrace; California (MO); On-site; USD 140,000 - 180,000; Full time

Benefits offered by this job

Unlimited PTO

Employee stock purchase plan

Medical & dental benefits

401(k) with company match

Career growth opportunities

Job summary

Dynatrace seeks an Enterprise Acquisition Account Executive to cover Southern California. You will drive land-and-expand growth, managing 0–2 existing accounts and engaging 35–40 prospects, with collaboration across sales, SE, marketing, and partners.

Successful candidates will have enterprise software sales track records, strong executive-level networking, and the ability to close deals in fast-paced, high-velocity environments. Dynatrace offers competitive compensation and growth opportunities.

Qualifications

• Experience selling to C-level executives in enterprise software.
• Proven ability to manage complex, multi-stakeholder buying processes.
• Excellent written and verbal communication and presentation skills.
• Ability to build and execute territory plans and partner-led deals.
• Familiar with MEDDPIC and observability/modern application markets.

Responsibilities

• Execute territory plans to maximize revenue potential across regional accounts.
• Collaborate with SE support, sales engineering, marketing, legal, and finance.
• Manage 0–2 existing customer accounts and 35–40 prospects across ~40 accounts.
• Drive new logo acquisition and land-and-expand within Dynatrace usage.
• Mentor role with leadership; collaborate with SDRs and channel partners.

Skills

Enterprise software sales

Complex sales cycles

Organizational & communication skills

Territory planning

New business acquisition

High-velocity sales

Self-starter

Sales plays & business plans

Cross-functional collaboration

MEDDPIC familiarity

Job description

Your role at Dynatrace

We are looking for an Enterprise Acquisition Account Executive, covering one of our Southern California territories. In this role, you will drive sales growth through targeted acquisition 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 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.

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

• The base salary range for this role is $140,000 - $180,000. When determining your salary, we consider your experience, skills, education, and work location.
• Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.
• We also offer medical/dental benefits, and a company matching 401(k) plan for retirement.

Equal Employment Opportunity

All your information will be kept confidential according to EEO guidelines.

We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. 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.

If your disability makes it difficult for you to use this site, please contact [e-mail].

Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law.