Enterprise Acquisition Account Executive
Dynatrace
3 days ago
Full-time
Remote
Canada
Your role at Dynatrace
As an Enterprise Acquisition Account Executive, you will play a pivotal role in expanding Dynatrace's presence across Alberta's largest and most influential organizations. Based in Calgary, you will focus on helping enterprise customers accelerate digital transformation, modernize critical applications, improve operational resilience, strengthen security posture, and prepare for the next wave of AI-driven innovation.
This is a true hunter role, focused on creating new opportunities and developing strategic relationships across a carefully curated territory of approximately 40 enterprise accounts. You'll engage senior business and technology leaders within Alberta's key industries, including Energy, Oil & Gas, Utilities, Financial Services, Telecommunications, Transportation, and Industrial organizations, helping them understand how Dynatrace can deliver measurable business value and transform the way they operate.
Success in this role requires more than closing deals. It means becoming a trusted advisor who can connect technology investments to tangible business outcomes such as increased operational efficiency, improved reliability, reduced risk, enhanced customer experiences, and accelerated innovation. Working alongside a world-class team of Sales Engineers, SDRs, Customer Success Managers, Alliance Partners, and Sales Leadership, you will be empowered to drive meaningful impact for your customers while building a high-growth territory for Dynatrace.
What You Will Be Focusing On as an Enterprise Acquisition Account Executive
- Execute a strategic territory plan across Alberta's largest enterprise organizations to maximize revenue growth and market expansion.
- Drive net-new logo acquisition through a disciplined land-and-expand approach, identifying opportunities to establish Dynatrace as a strategic platform within enterprise accounts.
- Build and nurture executive relationships with CIOs, CTOs, CISOs, VP Operations, VP Technology, Digital Transformation leaders, and other senior decision-makers.
- Lead business-value conversations that align Dynatrace solutions with customer priorities such as operational excellence, system reliability, cybersecurity, AI adoption, cloud transformation, and customer experience.
- Develop compelling business cases that demonstrate measurable financial and operational impact for customers.
- Engage organizations navigating complex modernization initiatives, including cloud migration, digital transformation, infrastructure modernization, application modernization, and AI-driven innovation.
- Generate pipeline through targeted prospecting, executive engagement, industry events, strategic partner collaboration, and account-based initiatives.
- Leverage Alberta's strong ecosystem of technology partners, cloud providers, systems integrators, and consulting organizations to accelerate opportunity creation and customer success.
- Navigate complex enterprise sales cycles involving multiple stakeholders, technical evaluations, procurement teams, and executive sponsors.
- Collaborate closely with Sales Engineering, Customer Success, Marketing, Alliances, and Leadership teams to build winning account strategies.
- Create multi-threaded relationships across business and technology teams to drive broad adoption and long-term customer partnerships.
- Ensure customers achieve measurable business outcomes, helping them realize the full value of their investment while establishing Dynatrace as a trusted strategic advisor.
What will help you succeed
Success in this role comes from your ability to uncover strategic business initiatives, align technology solutions to measurable outcomes, and build trusted executive relationships within complex enterprise organizations.
You are naturally curious and business-oriented, capable of understanding the operational challenges faced by Alberta's largest organizations and translating those challenges into transformational opportunities. You understand that enterprise buyers are focused on outcomes—not just technology—and you know how to connect observability, security, cloud modernization, and AI initiatives to operational performance, business resilience, efficiency gains, and revenue growth.
You thrive in high-performance environments and are energized by building new markets, opening doors within strategic accounts, and helping customers solve meaningful business challenges. You combine strong prospecting discipline with executive presence, allowing you to confidently engage C-level leaders and influence strategic decision-making.
You know how to navigate complex enterprise environments, build consensus across multiple stakeholders, and maintain momentum through long sales cycles. Most importantly, you are motivated by creating value—both for your customers and your business—and are driven by delivering measurable impact in every customer engagement.
Preferred Requirements
You are naturally curious and business-oriented, capable of understanding the operational challenges faced by Alberta's largest organizations and translating those challenges into transformational opportunities. You understand that enterprise buyers are focused on outcomes—not just technology—and you know how to connect observability, security, cloud modernization, and AI initiatives to operational performance, business resilience, efficiency gains, and revenue growth.
You thrive in high-performance environments and are energized by building new markets, opening doors within strategic accounts, and helping customers solve meaningful business challenges. You combine strong prospecting discipline with executive presence, allowing you to confidently engage C-level leaders and influence strategic decision-making.
You know how to navigate complex enterprise environments, build consensus across multiple stakeholders, and maintain momentum through long sales cycles. Most importantly, you are motivated by creating value—both for your customers and your business—and are driven by delivering measurable impact in every customer engagement.
Preferred Requirements
- 5+ years of successful Enterprise Software or SaaS sales experience with a demonstrated track record of acquiring new enterprise customers.
- Proven ability to consistently exceed quota through new logo acquisition and strategic territory development.
- Experience selling into large enterprise organizations within Alberta or Western Canada.
- Experience engaging organizations within Energy, Oil & Gas, Utilities, Financial Services, Telecommunications, Transportation, Industrial, Manufacturing, or Midstream sectors.
- Demonstrated success building relationships with CIOs, CTOs, CISOs, VP Technology, VP Operations, and other executive stakeholders.
- Proven ability to lead value-based sales motions focused on measurable business outcomes, operational improvements, risk reduction, and return on investment.
- Experience developing business cases and executive-level value propositions that align technology investments to strategic business priorities.
- Strong prospecting and pipeline generation capabilities with a proven ability to create opportunities within targeted enterprise accounts.
- Experience managing complex enterprise sales cycles involving multiple decision-makers, technical evaluations, executive sponsorship, procurement processes, and commercial negotiations.
- Experience collaborating with cloud providers, systems integrators, consulting firms, and channel partners to accelerate growth and customer success.
- Strong territory planning, account planning, forecasting, and sales execution skills.
- Exceptional communication, presentation, negotiation, and executive engagement abilities.
- Familiarity with disciplined enterprise sales methodologies such as MEDDPICC.
- Experience selling observability, cybersecurity, cloud, infrastructure, DevOps, AIOps, platform engineering, or enterprise technology solutions.
- Strong understanding of the unique business, operational, and technology challenges facing Alberta's enterprise market.
- Entrepreneurial mindset, high degree of accountability, and a passion for helping customers create lasting business value through technology.
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.
- You'll get to work at the forefront of innovation with Dynatrace Intelligence—the industry's first agentic operations system. Bringing together deterministic and agentic AI, it helps teams understand what's happening, why it matters, and what to do next— automatically.
- Over 50% of the Fortune 100 companies are current customers of Dynatrace.