Enterprise Expansion Account Executive - Boston

Dynatrace; Boston (MA); On-site; USD 145,000 - 185,000; Full time

Job summary

Dynatrace is seeking an Enterprise Expansion Account Executive to drive growth across enterprise-grade accounts. You will manage 7–10 existing customers and engage 5–8 prospects, expanding usage of our observability and applications platform.

Collaborate with sales engineers, partners, and leadership to develop and execute an effective enterprise-wide strategy, while advancing deals through MEDDPIC and maintaining high-velocity sales cycles toward quota attainment.

Qualifications

• HS diploma or GED and at least one year closing enterprise software sales.
• Proven track record in enterprise software sales at executive level.
• Experience managing complex sales cycles and compressing decision timelines.
• Excellent organizational and communication skills, written and verbal.
• Ability to build diversified territory plans and leverage a sales ecosystem.
• Proven new business acquisition and quota attainment.

Responsibilities

• Execute territory plans to maximize revenue within enterprise accounts.
• Manage 7–10 existing customer accounts and engage 5–8 new prospects.
• Nurture relationships and expand Dynatrace usage within accounts.
• Collaborate with sales engineering, marketing, legal, finance to deliver solutions.
• Maintain customers’ implementations and ensure success.
• Engage with VP and C-level executives to develop enterprise strategies.
• Leverage MEDDPIC to guide the sales process.
• Build partnerships with channel partners to broaden Dynatrace reach.

Skills

Enterprise software sales

Executive engagement

Territory planning

Sales cycle management

Communication skills

Self-starter

Quota attainment

Negotiation

Education

HS diploma or GED

Tools

MEDDPIC

Job description

Your role at Dynatrace

Dynatrace exists to make the world’s software work perfectly. Our unified software intelligence platform combines broad and deep observability and continuous runtime application security with the most advanced AIOps to provide answers and intelligent automation from data at an enormous scale. This enables innovators to modernize and automate cloud operations, deliver software faster and more securely, and ensure flawless digital experiences. That is why the world’s largest organizations trust Dynatrace® to accelerate digital transformation.

We're an equal opportunity employer and embrace all applicants. Dynatrace wants YOU—your diverse background, talents, values, ideas, and expertise. These qualities are what make our global team stronger and more seasoned. We're fueled by the diversity of our talented employees.

JOB DESCRIPTION SECTION

We are looking for a candidate to fill 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. 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 Expansion Account Executive

• 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.

• 6-8 customers, 10-12 prospects, with 20 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 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

Compensation and rewards

• The base salary range for this role is $145,000 - $185,000. 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.

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.