SALES AND BUSINESS DEVELOPMENT

Dynatrace LLC; San Francisco, Northern (CA, KY); On-site; USD 128,000 - 160,000; Full time

Benefits offered by this job

RSUs

Employee Stock Purchase Plan (ESPP)

401(k) matching

Unlimited PTO

Wellness Days

Premium medical & dental

Job summary

Dynatrace is seeking an Enterprise Expansion Account Executive in San Francisco to accelerate revenue through land-and-expand within enterprise accounts. You will manage 7–10 existing customers and 5–8 potential prospects, driving new logos while expanding usage in current accounts.

You will collaborate with sales, SDRs, and partners to develop strategic plans, engage C‑level executives, and ensure successful implementations that maximize value delivered by Dynatrace.

Qualifications

• HS diploma or GED AND a minimum of one year of experience in closing enterprise software sales.
• Preferred: proven track record in enterprise software sales at executive level.
• Preferred: ability to manage sales cycles within complex organizations and compress decision cycles.
• Preferred: strong organizational and communication skills (written and oral) including negotiation and presentations.

Responsibilities

• Execute on territory plans to deliver maximum revenue potential within enterprise accounts.
• Oversee 7–10 existing customer accounts and 5–8 prospects; expand relationships and upsell.
• Drive new logo customers while expanding Dynatrace usage within current accounts.
• Consult with VP and C‑level executives to develop enterprise‑wide strategies and position Dynatrace against competitors.
• Generate velocity by leveraging product demos, in‑market events, and account initiatives.
• Develop a contact network within named accounts and channel partners to enable broad Dynatrace sales.
• Collaborate with sales engineering, marketing, legal, finance, and other functions to deliver tailored solutions.
• Ensure customer implementations are wildly successful.

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 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

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.