Director, Enterprise Sales - Public Sector (state, Local, Education/sled)

Datadog Datadog · Enterprise · Tokyo, Japan · Enterprise Sales

Director, Enterprise Sales - Public Sector (State, Local, Education/SLED) role at Datadog, leading an account executive team to drive new business in the SLED sector. Responsibilities include managing, hiring, and coaching the sales team, developing sales strategies, and collaborating with other departments. Requires extensive experience in public sector sales leadership and B2B technology sales.

What you'd actually do

  1. Lead and manage the SLED (State / Local / Education) sales team, driving new business and upsell opportunities.
  2. Achieve monthly and quarterly targets, leading the team towards annual contract goals.
  3. Manage and support Account Executives' performance based on metrics like deal size and forecast accuracy.
  4. Coach Account Executives in building executive relationships and managing complex, high-stakes negotiations.
  5. Develop and execute Go-To-Market strategies for the assigned territory.

Skills

Required

  • Experience leading high-performing public sector sales teams (or enterprise teams) in B2B technology companies.
  • 5+ years of public sector sales experience with a proven track record in hiring, managing, and developing sales organizations.
  • Proficiency in value-based pricing negotiations and managing complex sales processes involving legal and procurement stakeholders.
  • Experience selling IT solutions to C-level executives.
  • Proven experience in setting sales targets and managing team members to achieve them.
  • Passion for coaching direct reports based on personal success as an individual contributor.
  • Ability to travel within Tokyo and other regions for client meetings, and up to 4 times annually for international travel to the US and APAC for internal events.

Nice to have

  • Experience with MEDDIC and Command of Message sales training.

What the JD emphasized

  • public sector sales experience
  • sales team management experience
  • negotiation experience
  • C-level executive sales experience