Federal Account Executive, Civilian - Dept. of State (Remote, DMV)

Dynatrace; Washington; On-site; USD 128,000 - 160,000; Full time

Benefits offered by this job

Equity - RSUs

Employee Stock Purchase Plan (ESPP)

401(k) company match

Unlimited PTO & Wellness Days

Premium medical & dental benefits

Job summary

Dynatrace seeks an experienced Enterprise Account Executive to drive growth and adoption of the Dynatrace platform within assigned global accounts. You will work with local sales and support teams across GEOs to align cloud strategies and execute a combined 2–3 year roadmap.

You will build strategic account plans, map stakeholders, and engage executives to grow ARR. The role emphasizes MEDDIC discipline, observability knowledge, and a track record in closing complex enterprise deals.

Qualifications

• HS diploma or GED AND at least 3 years of experience in closing enterprise software sales.
• Experience selling into Federal accounts, including Department of State sales success.
• Outstanding written and verbal communication, negotiation and presentation skills.

Responsibilities

• Manage growth & adoption of our Dynatrace platform into assigned accounts globally, coordinating with local sales and support teams across GEOs.
• Drive customer’s long-term corporate & cloud strategies with an accompanying roadmap.
• Create a holistic strategic account plan with key initiatives for a 2–3 year realization.
• Define and detail a prioritized key initiative plan with customer stakeholders.
• Map stakeholders to govern the current & future relationship and ensure executive sponsor engagement.
• Mobilize and execute end-to-end land, adopt, and grow ARR strategies.
• Leverage Dynatrace services, support, partners, and ecosystems to expand footprint through innovation.
• Develop long-term C-level relationships and lead a virtual team across LoBs and geographies.

Skills

MEDDIC experience

Observability experience

Account mapping

C-level relationship development

Executive sponsorship engagement

Strong communication & negotiation

Team leadership across geographies

Education

HS diploma or GED

Job description

• Manage growth & adoption of our Dynatrace platform into assigned accounts on a global basis, whilst working with local sales and support teams across various GEOs
• Drive customer’s long-term corporate & cloud strategies with accompanying roadmap
• Create a holistic strategic account plan with key initiatives that will drive strategy realization over a 2-3 year period
• Define & detail a prioritized key initiative plan jointly with customer stakeholders
• Map stakeholders to govern the current & future relationship, as well as to ensure that the Dynatrace assigned executive sponsor is appropriately engaged
• Mobilize & execute the end-to-end land, adopt (consume & promote), and grow ARR strategy
• Leverage the Dynatrace services, support, partner, and hyper scale ecosystems to expand the Dynatrace footprint through innovation and collaboration
• Develop long-term C-level relationships
• Influence & lead a virtual team of resources from various LoBs, functions, and geographies

Minimum Requirements

• HS diploma or GED AND at least 3 years of experience in closing enterprise software sales.

Your role at Dynatrace

• Manage growth & adoption of our Dynatrace platform into assigned accounts on a global basis, whilst working with local sales and support teams across various GEOs
• Drive customer’s long-term corporate & cloud strategies with accompanying roadmap
• Create a holistic strategic account plan with key initiatives that will drive strategy realization over a 2-3 year period
• Define & detail a prioritized key initiative plan jointly with customer stakeholders
• Map stakeholders to govern the current & future relationship, as well as to ensure that the Dynatrace assigned executive sponsor is appropriately engaged
• Mobilize & execute the end-to-end land, adopt (consume & promote), and grow ARR strategy
• Leverage the Dynatrace services, support, partner, and hyper scale ecosystems to expand the Dynatrace footprint through innovation and collaboration
• Develop long-term C-level relationships
• Influence & lead a virtual team of resources from various LoBs, functions, and geographies

What will help you succeed

• HS diploma or GED AND at least 3 years of experience in closing enterprise software sales.

Preferred Requirements

• You are able to manage sales cycles within complex organizations; while compressing decision cycles
• Specific experience selling into Federal accounts, including proven Department of State sales success
• You have outstanding communication (written and oral), negotiation and presentations skills
• You know how to collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process
• You show a successful track record in Enterprise software sales
• You thrive in high-velocity situations and can think/act with a sense of urgency
• Your organizational, communication, negotiation and presentation skills are top-notch
• You have experience with account mapping and planning
• You are a motivated and tenacious self-starter who consistently delivers high performance against quota driven by VP-and C-level relationships
• You possess MEDDIC experience
• You possess observability experience (just a plus – not necessary)
• Up to 30% of travel required within the region

Why you will love being a Dynatracer

• A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly.
• Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research.
• A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries.
• An environment that fosters innovation, enables creative collaboration, and allows you to grow.
• A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals.
• A truly international mindset with Dynatracers from different countries & cultures all over the world, and English as the corporate language that connects us all
• A culture that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.

Compensation And Rewards

At Dynatrace, total compensation for this role is made up of a strong base salary, a lucrative variable commission structure, and equity.

• Base Salary Range: $128,000 - $160,000. Your exact offer will be based on your unique experience, skill set, education, and geographic location.
• Variable Pay: Additional commission tied directly to your success and performance targets.

Beyond your cash compensation, Dynatrace offers a comprehensive rewards package designed to support your life, well-being, and long-term wealth, including:

• Equity & Financial Future: Eligibility for Restricted Stock Units (RSUs), an Employee Stock Purchase Plan (ESPP), and a company-matched 401(k) program.
• Time to Recharge: Unlimited personal time off (PTO) and 4 Dynatrace Wellness Days a year.
• Health & Wellness: Premium medical and dental benefits.

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.