The Sr. Commercial Account Executive at Dynatrace manages the entire sales cycle, develops GTM strategies, builds client relationships, and drives revenue growth.
Your role at Dynatrace
Here at Dynatrace, the Sr. Commercial Account Executive owns the entire sales cycle for a specified territory. This includes developing new customer leads (generated from both outbound prospecting and inbound inquiry), positioning Dynatrace, and closing business every month. The CAE is expected to develop a territory go-to-market (GTM) plan and execute daily to that plan. This includes targeting accounts and specific contacts within the account, building relationships with IT and lines of business (LOB), determining business pain, and working to map the proper solution and close business.
We are focused on candidates living in a commutable distance to our Downtown Denver office. This is a hybrid role where you'd be expected to be in the Downtown Boston office 4 days a week.
What you will be doing:
What will help you succeed
Minimum Qualifications:
Preferred Qualifications:
Why you will love being a Dynatracer
Compensation and rewards
Here at Dynatrace, the Sr. Commercial Account Executive owns the entire sales cycle for a specified territory. This includes developing new customer leads (generated from both outbound prospecting and inbound inquiry), positioning Dynatrace, and closing business every month. The CAE is expected to develop a territory go-to-market (GTM) plan and execute daily to that plan. This includes targeting accounts and specific contacts within the account, building relationships with IT and lines of business (LOB), determining business pain, and working to map the proper solution and close business.
We are focused on candidates living in a commutable distance to our Downtown Denver office. This is a hybrid role where you'd be expected to be in the Downtown Boston office 4 days a week.
What you will be doing:
- Develop proficiency in products and solutions offered by Dynatrace and articulate business value.
- Develop and implement a GTM strategy, create individual campaigns that drive conversations to convert to discovery, demonstrations, and evaluations.
- Prospect new accounts and build relationships with potential customers using phone, social media, and email persona-based conversations.
- Effectively work with existing customers to extend their Dynatrace footprint.
- Effectively allocate time to prioritize activities that enhance pipeline growth and revenue within Commercial Accounts while positioning our observability and monitoring platform as the industry leader.
- Use analytical skills to understand the customer, their business and technology issues, and needs.
- Utilize all Dynatrace internal resources to conduct thorough discovery, qualify, and grow the need for Dynatrace among new and existing customers. Through an effective proof of concept (POC), demonstrate the value of our platform as a trusted advisor, fostering strong relationships within Commercial Accounts.
- Proactively achieve 3x quota growth and maintain a robust sales pipeline in Salesforce, consistently striving to exceed quota targets.
What will help you succeed
Minimum Qualifications:
- High school diploma/GED required
- At least 3 years of experience in a quota-carrying sales role in SaaS cloud, cybersecurity, or the Container space
Preferred Qualifications:
- Experience with Salesforce and LinkedIn Sales Navigator preferred
- BA/BS Degree or equivalent related experience
- Excellent consultative sales skills
- Experience with accurate forecasting and pipeline management
- Ability to execute on an Account Plan and create a strategy for sales overachievement
- Motivated and tenacious self-starter who consistently delivers high performance against quota
- Collaborate internally across all supporting resources within sales to maximize your effectiveness and advance the sales process
Why you will love being a Dynatracer
Compensation and rewards
- The base salary range for this role is $82,000 - $100,000. When determining your salary, we consider your experience, skills, education, and work location.
- Our total compensation package includes unlimited personal time off, an employee stock purchase plan, and a reward system.
- We also offer medical/dental benefits and a company matching 401(k) plan for retirement.
Top Skills
Linkedin Sales Navigator
Salesforce
Dynatrace Waltham, Massachusetts, USA Office
Just 11 miles west of Boston, you'll find the Dynatrace headquarters, placed outside the bustle of the city in the tech-hub of Waltham.
What you need to know about the Boston Tech Scene
Boston is a powerhouse for technology innovation thanks to world-class research universities like MIT and Harvard and a robust pipeline of venture capital investment. Host to the first telephone call and one of the first general-purpose computers ever put into use, Boston is now a hub for biotechnology, robotics and artificial intelligence — though it’s also home to several B2B software giants. So it’s no surprise that the city consistently ranks among the greatest startup ecosystems in the world.
Key Facts About Boston Tech
- Number of Tech Workers: 269,000; 9.4% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Thermo Fisher Scientific, Toast, Klaviyo, HubSpot, DraftKings
- Key Industries: Artificial intelligence, biotechnology, robotics, software, aerospace
- Funding Landscape: $15.7 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Summit Partners, Volition Capital, Bain Capital Ventures, MassVentures, Highland Capital Partners
- Research Centers and Universities: MIT, Harvard University, Boston College, Tufts University, Boston University, Northeastern University, Smithsonian Astrophysical Observatory, National Bureau of Economic Research, Broad Institute, Lowell Center for Space Science & Technology, National Emerging Infectious Diseases Laboratories
