Director, Key Accounts
About The Position
The Director, Key Accounts provides strategy, mentorship, and guidance to a team of Key Account Executives responsible for driving new business through the full sales cycle. The role manages, hires, trains, and ramps the team, and is accountable for achieving annual Enterprise bookings quotas with monthly and quarterly targets. It oversees productivity metrics, including deal size, win rate, and forecast accuracy, and coaches executives on proactive selling, executive relationship building, complex Enterprise deals, and negotiations. The Director shapes regional go-to-market strategy and execution, collaborates with Marketing, Product, and Success on targeted messaging, collateral, and customer journeys, and conducts weekly forecast meetings. The role also supports direct reports by participating in and leading client and prospect meetings, engaging other corporate resources as needed. Regular travel to client sites within the area and other regions is required, using transportation such as car, train, or air according to business needs. Datadog operates as a hybrid workplace.
Requirements
- Experience managing a high-performing Enterprise Sales team for a B2B technology company.
- At least 5 years of overall Enterprise sales experience working with Fortune 100 companies.
- Ability to manage complex sales processes with multiple stakeholders and negotiations involving pricing based on business value, legal matters, and procurement.
- Knowledge of selling to C-level executives in the IT space.
- Experience setting quotas and managing people against those quotas.
- A successful track record as an individual contributor, with relevant complex closing experience to share with a growing team.
- Regular travel to client sites within the area and other regions, using various modes of transportation as business needs require.
Responsibilities
- Manage, hire, train, and ramp a team of Key Account Executives focused on new bookings from prospecting through the full sales cycle.
- Achieve annual Enterprise bookings quotas, including monthly and quarterly targets.
- Develop and manage productivity metrics such as deal size, win rate, and forecast accuracy.
- Coach Key Account Executives on leading proactive sales cycles and building executive relationships across target, high-potential prospect accounts.
- Guide the team through complex Enterprise deals and negotiations.
- Shape regional go-to-market strategy and execution.
- Collaborate with Marketing, Product, and Success to develop targeted messaging and collateral and map customer journeys to regional business needs.
- Conduct weekly forecast meetings.
- Support direct reports by participating in and leading client and prospect meetings, engaging corporate resources as needed.
Benefits
- High income-earning opportunities based on individual performance.
- New-hire stock equity (RSUs) and an 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.
- Inclusive company culture and opportunities to join Community Guilds.
- Generous and competitive medical benefits package.
- Retirement savings match.
- Pet adoption and insurance program.
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What This Job Offers
Job Type
Full-time
Career Level
Director
Education Level
No Education Listed
