Manager, Mid Market

About the role

The Manager, Mid Market position at Datadog represents a critical leadership role within the organization's sales engine, specifically designed to drive revenue through a high-growth market segment. You will be responsible for leading a team of Mid-Market Account Executives, providing them with the strategic direction, mentorship, and operational excellence required to succeed in an aggressive, target-rich environment. This role focuses exclusively on selling to organizations that employ between 1,000 and 5,000 employees, a segment that constitutes a primary line of business for Datadog. Your success will be measured by your team's ability to penetrate this market, establish strong technical relationships, and convert interest into long-term, high-value contracts. You will own the end-to-end development of your sales vertical, ensuring that strategies are not only executed but also continuously refined based on data and market feedback. The position demands a leader who is equally comfortable crafting high-level strategy and rolling up their sleeves to mentor individual contributors. Your ability to translate Datadog's complex technical platform into clear, business-value-driven narratives will be essential for unlocking stakeholder buy-in and differentiating the brand in a crowded marketplace. Ultimately, you will be the architect of growth and the cultural steward of your team, ensuring that Datadog's standards of excellence are not just met but consistently exceeded.

What you'll do

• Guide your team of Mid-Market Account Executives to consistently surpass aggressive sales targets and key performance indicators, driving top-line revenue growth for Datadog.
• Own and optimize the full sales cycle for the mid-market segment, from initial lead generation and opportunity identification to activity standards and proactive pipeline management.
• Act as the central authority for team forecasting, implementing rigorous methodologies to ensure forecast accuracy, manage risk, and provide real-time performance visibility to senior leadership.
• Serve as the primary talent developer for your region, taking full responsibility for recruiting high-potential Account Executives, designing comprehensive training programs, and effectively ramping new hires to full productivity as quickly as possible.
• Maintain meticulous oversight of the entire sales funnel, analyzing conversion rates and bottlenecks to ensure a healthy and predictable pipeline from initial prospect engagement to final contract close.
• Develop, implement, and analyze a robust suite of individual and team performance metrics (KPIs), using insights to identify top performers, address underperformance, and continuously refine the sales playbook.
• Champion the company's coaching culture by providing regular, actionable feedback, conducting role-playing exercises, and fostering an environment of continuous learning and professional growth for every team member.
• Embody a self-starter mentality, demonstrating agility and resilience to navigate a rapidly changing competitive landscape and market conditions, and instilling this adaptability within your team.
• Leverage deep expertise in SaaS and Cloud sales dynamics to advise clients on how Datadog's monitoring and security platform solves complex infrastructure and application performance challenges.
• Utilize advanced sales methodologies, including MEDDIC and "Command of the Message," to orchestrate sophisticated, multi-threaded sales engagements with technical and executive stakeholders.

Requirements

• Demonstrate professional or business-level fluency in Portuguese, as this role is based in Sao Paulo, Brazil, and requires direct communication with C-level and technical stakeholders.
• Bring a proven background in high-tech direct sales, with a history of successfully closing complex deals in a fast-paced, quota-driven environment.
• Possess a solid background in SaaS or Cloud environments, with a thorough understanding of the unique sales cycles, buyer personas, and value propositions inherent to these industries.
• Exhibit expert-level proficiency with Salesforce, utilizing the CRM not just for data entry but for strategic pipeline management, forecasting, and sales analytics.
• Have a documented, proven track record of successfully managing outbound sales teams across the entire sales cycle, from initial outreach to negotiation and closure.
• Show a strong ability to accurately forecast team performance, translating historical data and market trends into reliable revenue predictions.
• Cultivate a genuine desire to coach, mentor, and actively foster the professional growth and career development of team members, investing time in their long-term success.
• Maintain a self-starter mindset characterized by intrinsic motivation, resourcefulness, and the ability to adapt quickly and effectively to a rapidly changing marketplace.
• Thrive in a hybrid work environment, balancing independent work with collaborative team interactions to maintain productivity and team cohesion.

Skills & tools

• Salesforce: Advanced proficiency required for CRM management and reporting.
• SaaS/Cloud Sales Methodologies: Deep understanding of how to sell complex technical solutions in this space.
• MEDDIC: Mastery of this strategic sales framework for navigating complex enterprise deals.
• Command of the Message: The ability to craft and deliver compelling, consistent narratives that resonate with target audiences.

Practical notes

• Compensation for this role is highly competitive and includes a base salary, performance-based income (SPIFFs), new hire stock equity in the form of Restricted Stock Units (RSU), and participation in an employee stock purchase plan (ESPP).
• The package is further enhanced by comprehensive benefits, including ongoing professional development opportunities, immersive product training, clear career pathing with promotion from within, and eligibility for the prestigious Presidents Club.
• Datadog is committed to a hybrid workplace model, offering flexibility while maintaining opportunities for in-person collaboration and team building at our Sao Paulo office.
• This requisition is filed under ID: R18731.