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

About the role

As a Regional Director for the Department of War and IC (DOW/IC), you will lead a team of Enterprise Account Executives responsible for driving new business growth and expanding strategic customer relationships across your assigned territory. Reporting to the Vice President and GM for Public Sector, you will be accountable for achieving software revenue targets, developing and executing territory strategies, and fostering a high‑performance sales culture built on accountability, collaboration, and customer success. This role combines strategic leadership with hands‑on sales execution. You will coach and develop top talent, strengthen pipeline generation and forecasting discipline, and work closely with Sales Engineering, Customer Success, Marketing, Alliances, and Revenue Operations to accelerate growth within the region. Success requires a leader who can inspire and develop people, navigate complex enterprise sales cycles, engage with executive‑level stakeholders, and help customers solve critical business challenges through the Dynatrace platform. You will work with the largest cloud providers (AWS, Microsoft, Google Cloud) and other leading partners worldwide to create strategic alliances, and you’ll be at the forefront of innovation with Dynatrace Intelligence—the industry’s first agentic operations system. Over 50% of the Fortune 100 companies are current Dynatrace customers.

Responsibilities

• Lead, coach, and develop a high‑performing team of Enterprise Account Executives to consistently achieve and exceed revenue objectives.
• Develop and execute business plans that drive customer acquisition, expansion, and long‑term account growth.
• Maintain strong pipeline health and forecasting accuracy through disciplined inspection, coaching, and operational rigor.
• Partner with Sales Engineering, Customer Success, Marketing, Alliances, and Revenue Operations to maximize customer outcomes and business performance.
• Engage directly with strategic customers and executive stakeholders to support complex sales opportunities and key account initiatives.
• Analyze market trends, competitive dynamics, and customer needs to refine territory strategies and identify growth opportunities.
• Recruit, hire, onboard, and develop top sales talent while building a strong succession pipeline.
• Create a culture of accountability, continuous improvement, and customer‑centric execution.
• Build and maintain a healthy pipeline capable of supporting regional growth objectives.
• Drive consistent forecasting accuracy and operational excellence across the team.
• Develop a high‑performing sales organization through effective coaching and talent development.
• Strengthen executive relationships with key customers and prospects throughout the territory.
• Deliver against revenue and bookings targets while contributing to broader regional and corporate business objectives.
• Identify and develop future sales leaders within the organization.

Requirements

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

Qualifications

• Proven track record of leading successful Enterprise SaaS or technology sales teams.
• Experience managing complex sales cycles involving multiple stakeholders and executive decision‑makers.
• Demonstrated success in coaching and developing quota‑carrying sales professionals.
• Strong forecasting, pipeline management, and business planning capabilities.
• Ability to collaborate effectively across multiple functions to drive customer and business outcomes.
• Excellent executive communication, negotiation, and stakeholder management skills.
• Passion for building inclusive, high‑performing teams and developing talent.

Pay

Base Salary Range: $166,000 - $207,000. Variable Pay: Additional commission tied directly to success and performance targets.

Benefits

• Equity & Financial Future: Eligibility for Restricted Stock Units (RSUs), 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.
• Culture of excellence with competitive compensation packages designed to recognize and reward performance.