Enterprise Acquisition Account Manager

The Enterprise Acquisition Account Manager/Executive is responsible for driving net‑new business growth within targeted enterprise accounts, with a strong emphasis on the Public Sector. This role focuses on acquiring new customers through a proactive “land and expand” strategy, developing long‑term strategic relationships, and accelerating revenue across key industry segments.

The ideal candidate is a strong hunter with proven experience selling complex enterprise solutions, strong commercial and stakeholder‑management skills, and the ability to navigate large organisations.

This role includes managing 2–3 existing customer accounts, nurturing and expanding these relationships to deepen product adoption. In parallel, the candidate will engage 20–30 high‑potential prospects, introducing them to the Dynatrace platform, converting leads into new customers, and continuing account ownership post‑win to drive upsell and cross‑sell opportunities.

What You Will Be Focusing On as an Enterprise Acquisition Account Executive

• Drive enterprise acquisition by identifying, qualifying, and securing new business opportunities across a large and complex territory, with a strong focus on Public Sector accounts.
• Execute a land‑and‑expand strategy to penetrate targeted enterprise organizations and scale account value over time.
• Manage 2–3 existing customer accounts, nurturing relationships, strengthening product adoption, and expanding partnerships through upsell and cross‑sell initiatives.
• Engage 20–30 strategic prospects to introduce the Dynatrace platform, build a healthy pipeline, and convert them into net‑new customers.
• Lead the full sales cycle—from prospecting and discovery to proposal, negotiation, and closure.
• Develop and execute territory and account plans aligned with growth objectives and revenue targets.
• Prepare and deliver compelling proposals, demos, and executive‑level presentations to decision-makers.
• Build high‑trust relationships with VP‑ and C‑level stakeholders, demonstrating strong executive engagement and strategic influence.
• Gather customer insights to assess satisfaction, identify future needs, and anticipate market trends.
• Collaborate cross‑functionally with Sales Engineering, Marketing, Customer Success, Renewals, and Partner teams to accelerate deal progression.
• Monitor and optimize sales performance, leveraging tools, sales plays, and best practices to improve pipeline velocity and win rates.

• Proven track record in enterprise software sales, consistently achieving or exceeding acquisition and revenue targets.
• Strong hunter mentality, with the ability to generate new pipeline, open doors, and build momentum in complex enterprise environments.
• Ability to manage and compress complex sales cycles, navigating multiple stakeholders and decision processes within large organizations.
• Strong experience engaging VP‑ and C‑level stakeholders, building high‑trust relationships, and influencing strategic decision-making.
• Skilled in building and executing territory plans, leveraging a diverse sales ecosystem including partners and internal teams.
• Experience in acquiring and scaling new business, with demonstrated success in “land and expand” motions.
• High sense of urgency and resilience, thriving in fast‑paced, high‑velocity environments.
• Self‑motivated, tenacious, and results‑oriented, with a consistent record of delivering high performance against quota.
• Familiarity with MEDDPIC, SALESFORCE or similar sales methodologies, managing deals rigorously and methodically.
• Ability to collaborate and co‑sell internally across Sales Engineering, Customer Success, Renewals, Product, and Partner teams to maximize deal success.

• 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.
• The Dynatrace platform uses cutting-edge technologies, including our own Davis hypermodal AI, to help our customers modernize and automate cloud operations, deliver software faster and more securely, and enable flawless digital experiences.
• Over 50% of the Fortune 100 companies are current customers of Dynatrace.