Federal Regional Director of Sales, DOW/IC (Remote, DMV)

Dynatrace; Washington; On-site; USD 166,000 - 207,000; Full time

Benefits offered by this job

Equity & RSUs

401(k) program

Unlimited PTO

Job summary

Dynatrace is seeking an experienced enterprise sales leader in the United States to build and guide a high-performing sales team. You will drive a sustainable product sales pipeline to meet revenue targets, monitor market trends, and provide strategic GTM plans for assigned territories.

Collaboration with Marketing, Pre-Sales, Partner Sales, and Customer Success is essential to close large enterprise deals.

Qualifications

• HS diploma or GED required.
• Minimum of 5 years of experience closing large enterprise software sales.

Responsibilities

• Develop your sales team by providing ongoing feedback, coaching and best practices.
• Cultivate a sustainable product sales pipeline to meet forecasted revenue targets.
• Monitor and provide feedback regarding competitor products and industry needs.
• Pipeline and forecast cadence using Clari and Salesforce.
• Confidently create GTM plans for the assigned territories.
• Partner with cross-functional leads in Marketing, Pre-Sales, Partner Sales, Account Executives, Regional Directors and Customer Success.

Skills

Enterprise software sales

Leadership / mentoring

MEDDPICC

Challenger Sales

Forecasting

Sales cycle management

Federal accounts experience

Education

HS diploma or GED

Tools

Salesforce

Clari

Job description

• Develop your sales team by providing ongoing feedback, coaching and best practices.
• Cultivate a sustainable product sales pipeline to meet forecasted revenue targets.
• Monitor and provide feedback regarding competitor products and industry needs.
• Pipeline and forecast cadence using Clari and Salesforce.
• Confidently create GTM plans for the assigned territories.
• Partner with cross-functional leads in Marketing, Pre-Sales, Partner Sales, Account Executives, Regional Directors and Customer Success (Position might be filled at a higher level based on candidate experience).

Minimum Requirements

• HS diploma or GED.
• A minimum of 5 years of experience in closing large enterprise software sales.

Your role at Dynatrace

• Develop your sales team by providing ongoing feedback, coaching and best practices.
• Cultivate a sustainable product sales pipeline to meet forecasted revenue targets.
• Monitor and provide feedback regarding competitor products and industry needs.
• Pipeline and forecast cadence using Clari and Salesforce.
• Confidently create GTM plans for the assigned territories.
• Partner with cross-functional leads in Marketing, Pre-Sales, Partner Sales, Account Executives, Regional Directors and Customer Success (Position might be filled at a higher level based on candidate experience).

Minimum Requirements

What will help you succeed

• HS diploma or GED.
• A minimum of 5 years of experience in closing large enterprise software sales.

Preferred Requirements

• You have a few years of enterprise technology sales management experience.
• You have experience working with Federal accounts, specifically within the DOW and IC
• You feel comfortable in building and mentoring a team of successful sales hunters.
• You have experience with the sales cycle; prospecting, qualification, verbal presentation, and closing using a repeatable process.
• You have proven experience in generating sales revenue through new logo wins.
• You are methodical, action-oriented, results-oriented.
• You possess MEDDPICC experience.
• You bring extensive consultative selling methodologies in managing sales cycles (eg. Challenger Sales, MEDDPICC).
• You show a history of closing business opportunities consistently meeting and/or exceeding quota.
• You are confident in attaining revenue and performance goals.

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

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: $166,000 - $207,000. 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.