Enterprise Expansion Account Executive, Software (Remote, Bay Area)

About the role

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, 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 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.

Responsibilities

• Execute on territory plans to deliver maximum revenue potential within a pool of regionally focused Enterprise accounts.
• Collaborate with pre-defined SE support based on region.
• 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.

Minimum Requirements

• HS diploma or GED AND a minimum of one year of experience in closing enterprise software sales.

Preferred Requirements

• Successful track record in Enterprise software sales across many business functions within the executive level of a customer.
• Ability to manage sales cycles within complex organizations, while compressing decision cycles.
• Outstanding organizational and communication skills (written and oral, negotiation and presentations skills).
• Confidence in building a diverse territory plan and familiarity in leveraging a sales ecosystem.
• Proven experience in acquiring new business.
• Thriving in high-velocity situations and ability to think/act with a sense of urgency.
• Motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships.
• Ability to build and execute business plans and sales plays.
• Collaboration and co-selling internally across all supporting resources to maximize effectiveness and advance the sales process (familiar with MEDDPIC).
• Familiarity 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.