Area Vice President, Enterprise Security Sales

About the role

The Area Vice President, Enterprise Security Sales will lead Datadog’s Enterprise Security Sales organization and scale the security business through a tightly integrated co-sell motion with Enterprise Account Executives. This role requires a strategic, data-driven, and collaborative approach, owning the Enterprise Security strategy and influencing pipeline creation, deal progression, and multi-product adoption across the company’s largest and most strategic enterprise accounts.

Responsibilities

• Recruit, build, manage, and develop a world-class team of Enterprise Security Directors and Enterprise Security Sales Specialists.
• Own Enterprise Security revenue contribution and influence targets, ensuring consistent attainment through effective co-selling with Enterprise AEs.
• Inform and evolve Datadog’s Enterprise Security overlay strategy, including coverage models, specialist-to-AE ratios, rules of engagement, and prioritization frameworks.
• Define and own the Enterprise Security pipeline generation strategy within a co-sell / overlay model, establishing clear rules of engagement for when and how Security Specialists are deployed to create, accelerate, and expand pipeline alongside Enterprise AEs.
• Define and execute segment-level growth strategies across enterprise customers, including net-new acquisition, platform expansion, and multi-product security adoption.
• Establish operating rigor across pipeline influence, forecast contribution, deal inspection, and account-level security strategies.
• Guide teams through complex, multi-stakeholder security sales cycles, including executive alignment with CISOs, SecOps, Risk, and IT leadership.
• Ensure Security Specialists are consistently engaged at the right stage of the sales cycle to maximize impact— from discovery and executive alignment through technical validation and close.

Requirements

This senior leader must have 10+ years of progressive enterprise sales leadership experience within security, cloud, or infrastructure SaaS, including experience in overlay or matrixed sales models. They should also have 5+ years in a senior leadership role managing distributed sales teams in complex, cross-functional GTM environments. A deep understanding of modern security domains, including SIEM, CSPM, CWPP, CNAPP, SAST, SCA, cloud risk, and runtime security is essential. Proven ability to drive revenue impact through influence, orchestration, and co-selling, rather than direct account ownership is required. Demonstrated success improving sales performance metrics such as win rate, deal size, pipeline quality, and forecast accuracy is expected. Strong command of value-based selling methodologies (e.g., MEDDIC, Command of the Message) and applying them in joint selling motions is necessary. Executive presence with the ability to influence internal stakeholders and engage credibly with CISO-level buyers is crucial. Hands-on, high EQ leader comfortable diving into deals, coaching leaders, and reinforcing operational rigor is needed. A builder mindset with experience scaling teams, processes, and GTM systems in high-growth environments is beneficial. Comfortable leading through ambiguity and evolving market dynamics, proactively experimenting to drive sustained growth, is preferred.

Qualifications

Qualifications for this role include a bachelor’s degree and a minimum of 10 years of relevant experience. A master’s degree is preferred but not required. Experience in a senior leadership role managing distributed sales teams in complex, cross-functional GTM environments is highly valued. A proven track record of driving revenue impact through influence, orchestration, and co-selling is essential. Demonstrated success improving sales performance metrics such as win rate, deal size, pipeline quality, and forecast accuracy is critical. Strong command of value-based selling methodologies (e.g., MEDDIC, Command of the Message) and applying them in joint selling motions is necessary. Executive presence with the ability to influence internal stakeholders and engage credibly with CISO-level buyers is crucial. Hands-on, high EQ leader comfortable diving into deals, coaching leaders, and reinforcing operational rigor is needed. A builder mindset with experience scaling teams, processes, and GTM systems in high-growth environments is beneficial. Comfortable leading through ambiguity and evolving market dynamics, proactively experimenting to drive sustained growth, is preferred.

Skills

Skills for this role include a strong command of value-based selling methodologies (e.g., MEDDIC, Command of the Message), executive presence, hands-on leadership, and the ability to influence internal stakeholders and engage CISO-level buyers. Proven ability to drive revenue impact through influence, orchestration, and co-selling is essential. Experience in overlay or matrixed sales models is required. A deep understanding of modern security domains, including SIEM, CSPM, CWPP, CNAPP, SAST, SCA, cloud risk, and runtime security is essential. Proven success improving sales performance metrics such as win rate, deal size, pipeline quality, and forecast accuracy is critical. Hands-on, high EQ leader comfortable diving into deals, coaching leaders, and reinforcing operational rigor is needed. A builder mindset with experience scaling teams, processes, and GTM systems in high-growth environments is beneficial. Comfortable leading through ambiguity and evolving market dynamics, proactively experimenting to drive sustained growth, is preferred.

Benefits

Benefits and growth at Datadog include generous and competitive global and US benefits, new hire stock equity (RSUs) and employee stock purchase plan, continuous career development and pathing opportunities, best-in-breed onboarding, internal mentor and buddy programs, and a friendly, inclusive, high-performance workplace culture. Benefits and growth may vary based on the country of employment and the nature of employment with Datadog.