Enterprise Expansion Account Executive (Hybrid, San Francisco)

$120,000 - $150,000/Yr

Dynatrace - San Francisco, CA

Full-time - Entry Level

San Francisco, CA

Publishing Industries

About the position

The Enterprise Expansion Account Executive at Dynatrace is responsible for driving sales growth through targeted acquisition and expansion efforts within enterprise-grade organizations. This role focuses on nurturing existing customer relationships while also engaging potential customers to introduce Dynatrace's offerings. The position emphasizes a 'land and expand' strategy, where the executive will manage a portfolio of accounts, ensuring successful implementations and exploring upselling opportunities. The role also includes collaboration with various internal teams and mentorship from leadership to achieve sales 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.
• Manage 7-10 existing customer accounts and engage with 5-8 potential customers.
• Drive new logo customers while expanding Dynatrace usage within existing accounts.
• Consult with Vice President and C-level executives to develop and implement effective enterprise-wide strategies.
• Generate velocity by establishing Dynatrace in new markets through product demonstrations and account-specific initiatives.
• Develop a contact network within named accounts and channel partners to ensure broad and effective sales of Dynatrace.
• Work closely with Dynatrace functional areas such as sales engineering, marketing, legal, and finance to develop and execute solution strategies.
• Ensure successful implementations for customers.

Requirements

• HS diploma or GED AND a minimum of one year of experience in closing enterprise software sales.
• Successful track record in Enterprise software sales across various business functions at the executive level.
• Ability to manage sales cycles within complex organizations and compress decision cycles.
• Outstanding organizational and communication skills, including negotiation and presentation skills.
• Confidence in building a diverse territory plan and leveraging a sales ecosystem.
• Proven experience in acquiring new business.
• Ability to thrive in high-velocity situations and act with urgency.
• Motivated self-starter with a history of high performance against quota, driven by VP- and C-level relationships.
• Experience in building and executing business plans and sales plays.
• Familiarity with MEDDPIC and collaboration across internal resources to maximize effectiveness.
• Familiarity with the observability and modern application market.

Nice-to-haves

• Passion for working in a tech environment and eagerness to learn.

Benefits

• Unlimited personal time off
• Employee stock purchase plan
• Reward system
• Medical/dental benefits
• Company matching 401(k) plan for retirement