Area Vice President, Enterprise Security Sales

Datadog Datadog · Enterprise · New York, NY +1 · Enterprise Sales

Datadog is seeking an Area Vice President, Enterprise Security Sales to lead their Enterprise Security Sales organization and scale Datadog’s security business. This senior leader will own the Enterprise Security strategy, ensuring security resources are deployed effectively to influence pipeline creation, deal progression, and multi-product adoption across Datadog’s largest and most strategic enterprise accounts. The role sits at the intersection of GTM design, sales execution, cross-functional orchestration, and customer value creation.

What you'd actually do

  1. Recruit, build, manage, and develop a world-class team of Enterprise Security Directors and Enterprise Security Sales Specialists.
  2. Own Enterprise Security revenue contribution and influence targets, ensuring consistent attainment through effective co-selling with Enterprise AEs.
  3. Inform and evolve Datadog’s Enterprise Security overlay strategy, including coverage models, specialist-to-AE ratios, rules of engagement, and prioritization frameworks.
  4. 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.
  5. Define and execute segment-level growth strategies across enterprise customers, including net-new acquisition, platform expansion, and multi-product security adoption.

Skills

Required

  • Enterprise sales leadership
  • Security, cloud, or infrastructure SaaS sales
  • Overlay or matrixed sales models
  • Managing distributed sales teams
  • Complex, cross-functional GTM environments
  • Modern security domains (SIEM, CSPM, CWPP, CNAPP, SAST, SCA, cloud risk, runtime security)
  • Revenue impact through influence, orchestration, and co-selling
  • Sales performance metrics improvement
  • Value-based selling methodologies (MEDDIC, Command of the Message)
  • Executive presence
  • Influencing internal stakeholders
  • Engaging with CISO-level buyers
  • Coaching leaders
  • Operational rigor
  • Scaling teams, processes, and GTM systems
  • Leading through ambiguity
  • Evolving market dynamics
  • Proactive experimentation

Nice to have

  • Data-driven
  • Collaborative
  • Passion for scaling high-growth security businesses
  • Hybrid workplace adaptability
  • Hands-on
  • High EQ
  • Builder mindset

What the JD emphasized

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