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,…