Here at Dynatrace, the 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.
Remote role. Must live in or near Toronto.
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, and 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.
Minimum Qualifications:
- High school diploma/GED required
- At least 3 years of experience in a full-cycle 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
- A one-product software company creating real value for the largest enterprises and millions of end customers globally, striving for a world where software works perfectly.
- Working with the latest technologies and at the forefront of innovation in tech on scale; but also, in other areas like marketing, design, or research.
- A team that thinks outside the box, welcomes unconventional ideas, and pushes boundaries.
- An environment that fosters innovation, enables creative collaboration, and allows you to grow.
- A globally unique and tailor-made career development program recognizing your potential, promoting your strengths, and supporting you in achieving your career goals.
- A truly international mindset that is being shaped by the diverse personalities, expertise, and backgrounds of our global team.
- A relocation team that is eager to help you start your journey to a new country, always there to support and by your side.
- Attractive compensation packages and stock purchase options with numerous benefits and advantages.
- 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.
Skills Required
- High school diploma or GED
- At least 3 years of full-cycle quota-carrying sales experience in SaaS cloud, cybersecurity, or the container space
- Must live in or near Toronto
- Experience with Salesforce
- Experience with LinkedIn Sales Navigator
- 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
What the Team is Saying
Dynatrace Compensation & Benefits Highlights
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Leave & Time Off Breadth — Paid time off, parental leave, volunteer time off, and quarterly company‑wide Wellness Days are highlighted, with some U.S. materials describing an unlimited PTO model. These programs underscore meaningful opportunities to unplug and balance time away from work.
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Retirement Support — U.S. offerings include a 401(k) plan with a documented company match and, for eligible employees, a non‑qualified deferred compensation plan. This combination signals structured support for tax‑advantaged saving beyond the basics.
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Equity Value & Accessibility — An Employee Stock Purchase Plan is maintained under the 2019 program, and job postings reference equity and bonus components as part of total rewards. Shares are reserved for issuance, indicating access to ownership in eligible countries.
Dynatrace Insights
What We Do
Dynatrace lets customers understand their business like never before, so they can see beyond the complexity, find and fix problems faster and automate manual tasks with Al — so they can focus on what truly matters: running their business.
Why Work With Us
In a world that runs on software, our Al-driven insights cut through the noise, allowing you to focus on what truly matters by automating manual tasks and resolving issues with pinpoint accuracy. Our culture, fueled by curiosity, openness, and authenticity, drives our pursuit of innovation and excellence in crafting the Dynatrace platform.
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Dynatrace Teams
Dynatrace Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
Majority of roles are hybrid with flexibility. Please speak with our recruiting team for specific details on hybrid work.
