• Bring the Internet of Things to mid-sized customers • Build Samsara's business and bring benefits of sensor data to customers • Manage POCs, multiple stakeholders, and trials • Conduct multi-faceted pricing negotiations and sell to executives and CXOs

Your role at DynatraceRole: Enterprise Acquisition Account Executive Your role at Dynatrace Welcome to the dynamic world of selling the market leading Observability SaaS platform in the industry. CIOs and IT executives need end-to-end visibility into the IT stacks that run their businesses. Dynatrace’s unique architecture stands alone for the most context, accuracy, and trust in the data delivered, observed, and consumed. We are looking for an energetic, experienced sales professional to fill the role of Enterprise Acquisition Account Executive. In this role, you will be the engine of growth for Dynatrace, pursuing new logos of Fortune 5000 enterprises seeking to gain better visibility into their operations, AI initiatives, and applications’ performances. The Enterprise Acquisition team is supported by an active executive leadership team, focused channel partners, business development resources, and a top-notch sales engineering team. The focus for this role will be to use all available resources to gain access to accounts and to sell at the CxO or VP level. In doing so, the opportunity to close large deals against a modest quota will reward the efforts with game-changing income. What you will be focusing on as an Enterprise Acquisition Account Executive: - Execute on territory plans to deliver maximum revenue potential within a pool of broad, regionally focused accounts. - Collaborative pre-defined SE support based on region. - An average of sixty (60) accounts in territory. - Drive new logo customers, focusing on landing and expanding Dynatrace usage. - 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, partner sales, 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. What will help you succeedPreferred Requirements: - You show a successful track record in Enterprise software sales across many business functions within the executive level of a customer. - You can manage sales cycles within complex organizations, while compressing decision cycles. - You have outstanding organizational and communication skills (written and oral, negotiation and presentations skills). - You are confident in building a diverse territory plan and have familiarity in leveraging a sales ecosystem. - You have proven experience in acquiring new business. - You thrive in high-velocity situations and can think/act with a sense of urgency. - You are a motivated and tenacious self-starter who consistently delivers high performance against quota, driven by VP- and C-level relationships. - You know how to build and execute business plans and sales plays. - You know how to collaborate and co-sell internally across all supporting resources to maximize your effectiveness and advance the sales process (familiar with MEDDPIC). - You are familiar 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. - 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. Compensation and RewardsCompensation and rewards - The base salary range for this role is $140,000 - $180,000. 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. Equal Employment OpportunityAll your information will be kept confidential according to EEO guidelines. We offer competitive compensation, company-sponsored premium benefits, medical, dental, vacation/holidays, company matching 401(k) Plan, etc. Dynatrace is an Equal Opportunity/Affirmative Action employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, gender identity, religion, national origin, ancestry, citizenship, physical abilities, age, sexual orientation, creed, disability status, veteran status, pregnancy, genetic status, or any other characteristic protected by law. If your disability makes it difficult for you to use this site, please contact careers@dynatrace.com. Dynatrace participates in E-Verify, participant information in English and Spanish. Right to work information in English and Spanish. EEO is the Law. To be considered for this position, please upload your resume/CV.

• Drive new logo and expansion revenue across an FSI territory through existing relationships, proactive prospecting, and partner leverage. • Build and maintain a disciplined pipeline in Salesforce; forecast accurately and meet quarterly revenue commitments. • Establish and deepen executive-level relationships (CTO, VP Infrastructure, Head of Quant/AI/ML) with a focus on business outcomes — GPU ROI, data pipeline efficiency, and infrastructure TCO. • Lead complex, team-selling efforts with Solutions Engineers, DDN leadership, and channel/OEM partners to win competitive evaluations. • Qualify opportunities rigorously using a structured framework (MEDDIC); invest deepest where Economic Buyers, clear pain, and Champions are in place. • Respond to RFPs and customer proposals with compelling, outcome-driven narratives — clearly articulating DDN's throughput benchmarks, TCO advantages, and NVIDIA partnership credentials. • Drive a territory strategy aligned to DDN's brand and go-to-market priorities; coordinate partner enablement and joint pipeline development. • Manage post-sale relationships with a strategy to capture repeat business, reference customers, and case study opportunities. • Represent DDN at industry events, FSI conferences, and trade shows to raise brand presence and develop pipeline.

Job Description: As an Account Executive on our team, you'll be responsible for the revenue expansion of accounts within your region. With identified accounts, you will ensure revenue growth, customer success and long term partnership with assigned customers. You will also work closely with and provide direction to the extended account team (solution engineers, business development reps and customer success managers), to identify the best 'plan of attack', increase efficiencies, and develop winning tactics and strategies for your accounts. Who you’re committed to being: - You enjoy learning and are open to new ways of doing things. - You are not afraid to be yourself, experiment, make mistakes and learn from them, ask questions, or voice your concerns. - When communicating you are self-aware, insightful, and proactive. - You are a team member first and individual contributor second. You are aware that high-performing teams are only as strong as their weakest link. - You believe in continuous improvement and request frequent feedback from others. What you’ll do: - Own the full sales cycle from lead generation to contract signature, consistently meeting and exceeding revenue targets. - Source, develop, and manage your own pipeline of high-value opportunities, ensuring a consistent flow of qualified deals. - Strategically engage C-level executives and senior decision-makers, aligning our solutions with their top business priorities and demonstrating clear business impact. - Develop and complete a comprehensive territory plan that aligns with corporate strategy and improves revenue growth. - Leverage sophisticated sales methodologies (such as Solution-Selling, Challenger Sale, or Value Selling) to drive high-impact engagements and accelerate deal velocity. - Collaborate cross-functionally with internal teams (solution engineers, business development reps, customer success managers) to ensure a seamless customer experience and improve account expansion. - Maintain rigorous pipeline discipline, forecast accuracy, and sales process excellence, ensuring full visibility into deal progression and success metrics. - Be accountable for consistently generating pipeline revenue Experience you’ll bring: - Preferable experience selling in a SaaS organization, ideally with multi-year SaaS contracts into the C-Suite. - Experience in head hunting and strategically going after net new logos - Excellent verbal, written and presentation communication skills both with customers - Experience with Salesforce or similar CRM tools preferred Requirements: - Requires a minimum of 2+ years of related or equivalent experience; a Bachelor’s degree, or an advanced degree without experience. - Expert on Solution-Selling, Customer-centric Selling, Strategic Selling, the Challenger sale, Business Impact Selling and/or Value Selling. - Experience managing a pipeline and closing commercial contracts. - Excellent verbal, written and presentation communication skills both with customers and within Pluralsight. - Full sales cycle expertise with an emphasis on business development, heavy prospecting, building pipeline, pipeline management, developing mutual buying plans, and forecasting business. - This is a remote role; however, applicants located within 45 miles of our Westlake/Dallas, TX office should expect to work on-site Tuesday through Thursday, with remote flexibility on Mondays and Fridays. This approach enables more effective collaboration, quicker decision-making, and a stronger culture, while still providing flexibility. - Travel: Travel expectations differ by role. Some quota-bearing sales positions involve limited travel, while others may involve travel of up to 40%, depending on business needs. Why you’ll love working here: - We work in a blended environment that supports collaboration, flexibility, and connection across teams. - We are mission-driven, shaping the future of tech upskillling and delivering impact that matters. - We foster a culture of inclusion and belonging, where everyone can contribute and thrive. - We are always learning, creating an environment where you can take on new challenges, expand your skills, and grow with purpose. - Benefits include competitive compensation, bonus eligibility, comprehensive medical coverage, unlimited PTO, wellness reimbursement, professional development funds, and more. About us:Pluralsight provides the only learning platform dedicated to accelerating the technology skills and capabilities of today’s tech workforce. Thousands of companies, government organizations and individuals around the world rely on Pluralsight to support critical technology skill development in areas that are crucial to innovation including artificial intelligence, cloud computing, cybersecurity, software development, and machine learning. We offer highly curated content developed by vetted technology experts, industry leading skill assessments, and hands on, immersive learning experiences designed to help individuals skill-up faster. Physical Requirements:This role is primarily performed in an office or home office setting and involves standard computer-based work. EEOC & Accommodations Statement:Bring yourself. Pluralsight is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, age, or veteran status. We also consider qualified applicants with criminal histories, consistent with EEOC guidelines and local laws. If you need an accommodation to apply, interview, or perform essential job functions, please visit the bottom of our website to learn how to request an accommodation. Learn more about our commitment to diversity, equity, inclusion, and belonging in our DEIB Report. Pay Transparency:The annual US base + variable range for this role is $128,000 - $160,000 USD. Actual compensation will depend on location, skills, experience, and other factors. Additional benefits and bonuses may apply. Applications must be submitted within 90 days after the initial posting date to be considered. Recruiting Scam Notice:Please be aware of recruiting scams. We’ll only contact you from an @pluralsight.com email or verified channels. We never ask for sensitive personal info or payments as part of the hiring process. All openings are posted on our Careers page.