Regional Sales Director - Enterprise Acquisition

We’re hiring a dynamic Regional Sales Director to lead our UK Enterprise Acquisition team in a role focused on driving growth exclusively through new logo acquisition.

In this high‑impact leadership position, you’ll manage a team of experienced Enterprise Acquisition Account Executives, empowering them to identify, engage, and close net‑new enterprise customers across the UK. Your remit is centered on pipeline creation, territory execution, and building a repeatable motion for landing large, complex new accounts.

You will play a pivotal role in shaping and accelerating our new business engine, working closely with your team to prioritise high‑value prospects, remove roadblocks, and advance deals through the funnel. Once these new accounts are landed, they are transitioned internally for long‑term growth and expansion.

Success in this role requires tight alignment with cross‑functional partners including SDRs, Marketing, Channel, Solution Engineers, and Customer Success. You will be responsible for instilling a disciplined operating rhythm centered around pipeline generation, coaching, deal inspection, and predictable forecasting.

What you will do

• Lead, coach, and develop a high‑performing team of Enterprise Acquisition Account Executives.
• Create and drive a high‑volume, high‑quality pipeline generation culture, ensuring continual top‑of‑funnel growth.
• Support the team in identifying and converting high‑potential enterprise prospects across assigned territories.
• Own a rigorous pipeline and forecast cadence using Clari and Salesforce.
• Build and execute effective GTM plans for new logo acquisition across the region.
• Partner cross‑functionally with SDRs, Marketing, Channel, Solution Engineering, and Customer Success to accelerate pipeline and improve win‑rates.
• Drive consistent field activity with your team, joining customer and partner meetings weekly.
• Provide ongoing coaching on territory planning, discovery, qualification, value‑based selling, and deal strategy.
• Monitor competitive insights and evolving customer needs to inform sales plays and positioning.
• Ensure a structured, predictable approach to forecasting, leveraging MEDDPIC every day to improve deal quality and forecast accuracy.

Preferred Requirements:

• 3+ years of leadership experience managing enterprise sales teams in software / SaaS organisations comparable in scale to Dynatrace.
• Proven success leading teams focused specifically on new logo acquisition.
• A track record of individual high performance prior to moving into leadership.
• Demonstrable success in hiring and developing top‑performing sales talent.
• Strong coaching mindset and passion for developing sellers.
• Highly organised with strong time‑management and operational discipline.
• Experience working successfully with partners including systems integrators, resellers, and MSPs.
• Proven forecasting accuracy and discipline; daily practitioner of MEDDIC.
• Strong experience with value‑based sales methodologies.
• Deep belief in and experience driving pipeline generation as the foundation of business success.
• Comfortable operating and presenting at C‑level, both externally and internally.
• Enthusiastic about regular field engagement with your team, customers, and partners.

• 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.