Director, Major Accounts
WFA Digital Insight
The demand for experienced sales leaders in the tech industry continues to grow, with a 25% increase in director-level positions over the last year. As companies like Datadog expands its customer base, the need for skilled directors who can drive revenue growth and lead high-performing teams becomes increasingly important. With its strong company culture and emphasis on work-life balance, Datadog stands out as an attractive employer in the remote job market. Candidates should be prepared to showcase their ability to manage complex sales processes and build strong relationships with C-level executives. With the right skills and experience, this role can be a lucrative and rewarding career move.
Job Description
About the Role
The Director, Major Accounts position at Datadog is a highly visible and strategic role that involves driving new business and expanding the company's footprint with its largest and most strategic clients. This position entails managing a team of Major Account Managers who are responsible for executing on large expansion deals and achieving annual Enterprise bookings quotas. The Director will provide strategy, mentorship, and guidance to the team, ensuring they have the necessary skills and support to succeed in their roles.As a key member of the sales leadership team, the Director, Major Accounts will play a crucial role in shaping the direction of the go-to-market strategy and execution for their region. This will involve working collaboratively with Marketing, Product, and Success teams to build targeted messaging and collateral, as well as mapping a customer journey that meets the specific business needs of the region.
The ideal candidate will have a strong background in managing high-performing Enterprise Sales teams for B2B technology companies, with a proven track record of driving revenue growth and building strong relationships with C-level executives.
What You Will Do
- Manage, hire, train, and ramp a team of Major Account Managers responsible for executing on large expansion deals
- Achieve annual Enterprise bookings quota with monthly and quarterly targets
- Develop and manage Major Account Managers on productivity metrics such as deal size, win rate, and forecast accuracy
- Coach Major Account Managers through building executive relationships with Named Enterprise accounts in their territories
- 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
- Conduct weekly forecast meetings and support direct reports by participating and leading in client and prospect meetings
- Engage other corporate resources as required to drive business growth and revenue expansion
What We Are Looking For
- 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 1000 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
- Strong Excel skills and ability to analyze data to drive business decisions
- Ability to travel regularly to client sites, within your area and other regions
Nice to Have
- Experience with sales training programs such as MEDDIC and Command of the Message
- Familiarity with sales enablement tools and technologies
- Strong network of relationships within the IT industry
- Experience working in a remote or hybrid work environment
Benefits and Perks
- Competitive salary and bonus structure
- 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
- Remote work stipend and flexible working hours
- Access to cutting-edge technology and tools
- Opportunities for professional growth and career advancement
How to Stand Out
- Tip: To stand out in your application, make sure to highlight your experience in managing Enterprise Sales teams and driving revenue growth in your previous roles.
- Be prepared to provide specific examples of how you have successfully managed complex sales processes and built strong relationships with C-level executives.
- Familiarize yourself with Datadog's products and services, and be prepared to discuss how you can contribute to the company's growth and success.
- Make sure to showcase your coaching and leadership skills, as well as your ability to analyze data and drive business decisions.
- Be prepared to discuss your experience working in a remote or hybrid work environment, and how you can effectively manage a team in this type of setting.
- Research the company culture and values, and be prepared to discuss how you can contribute to and thrive in this environment.
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