Federal Regional Director of Sales, DOW/IC (Remote, DMV)

Your role at Dynatrace

Role Overview

As a Regional Director, for the Department of War and IC (DOW/IC), you will lead a team of Enterprise Account Executives responsible for driving new business growth and expanding strategic customer relationships across your assigned territory. Reporting to the Vice President and GM for Public Sector, you will be accountable for achieving software revenue targets, developing and executing territory strategies, and fostering a high-performance sales culture built on accountability, collaboration, and customer success.

This role combines strategic leadership with hands-on sales execution. You will coach and develop top talent, strengthen pipeline generation and forecasting discipline, and work closely with Sales Engineering, Customer Success, Marketing, Alliances, and Revenue Operations to accelerate growth within the region.

Success in this role requires a leader who can inspire and develop people, navigate complex enterprise sales cycles, engage with executive-level stakeholders, and help customers solve critical business challenges through the Dynatrace platform.

Key Responsibilities

• Lead, coach, and develop a high-performing team of Enterprise Account Executives to consistently achieve and exceed revenue objectives.

• Develop and execute business plans that drive customer acquisition, expansion, and long-term account growth.

• Maintain strong pipeline health and forecasting accuracy through disciplined inspection, coaching, and operational rigor.

• Partner with Sales Engineering, Customer Success, Marketing, Alliances, and Revenue Operations to maximize customer outcomes and business performance.

• Engage directly with strategic customers and executive stakeholders to support complex sales opportunities and key account initiatives.

• Analyze market trends, competitive dynamics, and customer needs to refine territory strategies and identify growth opportunities.

• Recruit, hire, onboard, and develop top sales talent while building a strong succession pipeline.

• Create a culture of accountability, continuous improvement, and customer-centric execution.

What Success Looks Like

Within Your First 12 Months

• Build and maintain a healthy pipeline capable of supporting regional growth objectives.

• Drive consistent forecasting accuracy and operational excellence across the team.

• Develop a high-performing sales organization through effective coaching and talent development.

• Strengthen executive relationships with key customers and prospects throughout the territory.

• Deliver against revenue and bookings targets while contributing to broader regional and corporate business objectives.

• Identify and develop future sales leaders within the organization.

What will help you succeed

Minimum Requirements:

• HS diploma or GED.

• A minimum of 5 years of experience in closing large enterprise software sales.

Preferred Qualifications

• Proven track record of leading successful Enterprise SaaS or technology sales teams.

• Experience managing complex sales cycles involving multiple stakeholders and executive decision-makers.

• Demonstrated success in coaching and developing quota-carrying sales professionals.

• Strong forecasting, pipeline management, and business planning capabilities.

• Ability to collaborate effectively across multiple functions to drive customer and business outcomes.

• Excellent executive communication, negotiation, and stakeholder management skills.

• Passion for building inclusive, high-performing teams and developing talent.

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.

About The Team

The Public Sector organization at Dynatrace partners with some of the world's most innovative organizations serving the Public Sector to simplify cloud complexity, accelerate digital transformation, and deliver exceptional customer experiences. Our team operates in a fast-paced, high-growth environment where collaboration, innovation, and execution excellence are critical to success.

As a Regional Director, DOW/IC you will play a key role in developing talent, driving predictable business performance, and helping customers unlock greater value from the Dynatrace platform. This is an opportunity to lead a high-impact team, influence business strategy, and contribute directly to Dynatrace's continued growth.

Compensation and Rewards

At Dynatrace, total compensation for this role is made up of a strong base salary, a lucrative variable commission structure, and equity.

• Base Salary Range: $166,000 - $207,000. Your exact offer will be based on your unique experience, skill set, education, and geographic location.

• Variable Pay: Additional commission tied directly to your success and performance targets.

Beyond your cash compensation, Dynatrace offers a comprehensive rewards package designed to support your life, well-being, and long-term wealth, including:

• Equity & Financial Future: Eligibility for Restricted Stock Units (RSUs), an Employee Stock Purchase Plan (ESPP), and a company-matched 401(k) program.

• Time to Recharge: Unlimited personal time off (PTO) and 4 Dynatrace Wellness Days a year.

• Health & Wellness: Premium medical and dental benefits.

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.