Director, Key Accounts

Summary

Join Datadog as a Director, Key Accounts and lead a team of Key Account Executives in driving new business. You will manage, train, and mentor your team, achieving annual Enterprise bookings quotas. Responsibilities include developing productivity metrics, coaching executives in building relationships, shaping go-to-market strategies, and collaborating with other departments. The ideal candidate has extensive experience managing high-performing Enterprise Sales teams in B2B technology, strong relationship-building skills, and experience selling to C-level executives in IT. Datadog offers a hybrid workplace and a comprehensive benefits package.

Requirements

• Experienced in managing a high performing Enterprise Sales team for a B2B technology company
• A strong relationship builder with 5+ years of overall Enterprise sales experience working with Fortune 100 companies
• Confident in managing complex sales processes with multiple stakeholders and negotiations with pricing based on business value, legal and procurement
• Knowledgeable in selling to C-level executives in the IT space
• Experienced in setting quotas and managing people against those quotas
• Passionate about coaching others with a successful track record as an individual contributor and can share relevant and complex closing experience with a growing team
• Able to sit up to 4 hours, traveling to and from client sites
• Able to travel via auto, train or air up to 70% of the time

Responsibilities

• Manage, hire, train and ramp a team of Key Account Executives responsible for new bookings from prospecting into a target list of key, high potential prospects
• Achieve annual Enterprise bookings quota with monthly and quarterly targets
• Develop and manage Key Account Executives productivity metrics such as deal size, win rate, and forecast accuracy as well as how to lead a customer through a proactive sales cycle
• Coach Key Account Executives through building executive relationships within a target list of key, high potential prospect accounts through complex Enterprise deals and negotiations
• Shape the direction of the go-to market strategy and execution for your region
• Work collaboratively with Marketing, Product and Success to build targeted messaging and collateral, and mapping a customer journey for the specific business needs of your region
• Conduct weekly forecast meetings
• Support direct reports by participating and leading in client and prospect meetings. Engaging other corporate resources as required

Benefits

• High income earning opportunities based on self performance
• New hire stock equity (RSU) and employee stock purchase plan (ESPP)
• Continuous professional development, product training, and career pathing
• Sales training in MEDDIC and Command of the Message
• Intra-departmental mentor and buddy program for in-house networking
• An inclusive company culture, opportunity to join our Community Guilds
• Generous and competitive medical benefits package
• Retirement savings match
• Pet adoption and insurance program
• Competitive salary and equity package
• Variable compensation
• Healthcare, dental, parental planning, and mental health benefits
• 401(k) plan and match
• Paid time off
• Fitness reimbursements
• Discounted employee stock purchase plan