Role Overview

Datadog, the leading cloud monitoring and security platform, is seeking a dynamic Director, Enterprise Sales (SLED West) to lead our State, Local, and Education sales team in California. This remote position offers the opportunity to drive explosive growth in the public sector by managing high-performing Enterprise SLED Sales Executives. You'll provide strategic guidance, mentorship, and hands-on leadership to achieve aggressive bookings quotas while pioneering Datadog's expansion into larger SLED markets.

Our SLED team leverages Datadog's best-of-breed observability platform to solve mission-critical challenges for public sector organizations. From real-time infrastructure monitoring to application performance management and log analytics, Datadog empowers SLED agencies with unparalleled visibility into their cloud-native environments. As Director, you'll coach your team through full sales cycles, building executive relationships and closing complex deals that deliver measurable business value.

This established leadership role within Datadog's Public Sector division offers unlimited earning potential through performance-based compensation, comprehensive equity packages, and access to our world-class sales enablement programs including MEDDIC methodology and Command of the Message training.

Key Responsibilities at Datadog

• Lead team performance: Manage, hire, train, and ramp Enterprise SLED Sales Executives responsible for new logo acquisition and expansion bookings across California territories.
• Drive quota attainment: Achieve annual SLED bookings targets with disciplined monthly and quarterly forecasting and execution.
• Optimize sales metrics: Coach Sales Executives on productivity KPIs including average deal size, win rates, sales cycle velocity, and forecast accuracy.
• Build executive relationships: Guide team through cultivating C-level relationships with Public Sector IT leaders and navigating multi-stakeholder decision processes.
• Master complex negotiations: Provide hands-on leadership in value-based pricing discussions, legal reviews, and procurement negotiations unique to SLED sales.
• Collaborate cross-functionally: Partner with Marketing, Product Management, and Customer Success to develop targeted SLED messaging, collateral, and customer journey maps.
• Conduct leadership cadence: Lead weekly forecast reviews, pipeline generation sessions, and strategic account planning meetings.
• Direct customer engagement: Support direct reports by participating in and leading key client/prospect meetings, engaging Solution Engineers and executives as required.
• Foster continuous improvement: Implement sales playbooks and enablement programs tailored to Public Sector buying cycles and compliance requirements.

Qualifications & Requirements

The ideal candidate brings proven SLED sales leadership experience to Datadog's high-growth Public Sector team:

• 5+ years of direct Public Sector sales experience working with State, Local government, and Education agencies for B2B technology solutions.
• Demonstrated success managing quota-carrying SLED sales teams with consistent overachievement of bookings targets.
• Deep expertise in complex enterprise sales processes involving multiple decision-makers, lengthy procurement cycles, and compliance requirements.
• Track record of building trusted relationships with C-level IT executives in public sector organizations.
• Proven ability to set realistic quotas, manage team performance against metrics, and drive continuous improvement.
• Passionate player/coach with individual contributor success closing 7+ figure SLED deals.
• Comfortable with regular travel to client sites throughout California and the Western region.
• Familiarity with cloud observability, DevOps, and modern IT operations challenges facing public sector IT teams.

Datadog celebrates diverse experiences. If you're passionate about public sector technology transformation and want to grow with a market leader, we encourage you to apply even if you don't meet every qualification.

Salary & Benefits

Competitive Compensation: Base salary range of $190,000 - $200,000 USD plus uncapped commission potential, total on-target earnings well into 7-figures for top performers. Additional variable compensation based on performance.

• New hire RSU equity grants and ESPP participation
• Comprehensive medical, dental, vision coverage for families
• 401(k) with generous company match
• Fitness reimbursements and wellness programs
• Paid parental leave and mental health benefits
• Pet adoption/insurance program
• Commuter benefits for hybrid work arrangements
• Unlimited PTO and flexible work-life harmony

Why Join Datadog?

Datadog is transforming how organizations monitor and secure their cloud applications. Our unified observability platform powers digital transformation for thousands of enterprises worldwide, including leading public sector organizations. Join a high-growth sales team with:

• Best-in-class enablement: MEDDIC sales training, Command of the Message, and continuous product education.
• Career acceleration: Clear paths to VP-level leadership and cross-functional opportunities.
• Inclusive culture: Employee Resource Groups, mentorship programs, and community guilds.
• Market leadership: Datadog consistently ranks #1 in cloud monitoring across G2, Gartner, and Forrester.
• Public Sector momentum: Blazing trails into larger SLED markets with dedicated team investment.

Experience the energy of a hybrid workplace that balances collaboration with work-life harmony. Regular team offsites, sales kickoffs, and executive sponsorship ensure your success.

How to Apply

Ready to lead Datadog's SLED growth in California? Click 'Apply Now' to submit your resume and join our talent community. Our recruiting team will review applications within 48 hours. Top candidates can expect initial screening calls followed by interviews with SLED leadership, sales enablement, and cross-functional partners.

Datadog is an Equal Opportunity Employer. We value diversity and encourage applications from all backgrounds.