Regional Director - Enterprise Sales
Job description
About the role
The Director, Enterprise Sales will provide strategy, mentorship, and guidance for a team of Enterprise Sales Executives who are responsible for driving new business through the full sales cycle. This role is responsible for setting the vision and execution plan for enterprise growth within the assigned region, ensuring alignment with the overall corporate objectives. The hire will own the end-to-end sales process, from initial prospecting through complex negotiations and final deal closure. They will build and maintain strong relationships with Named Enterprise accounts, acting as a strategic advisor to C-level stakeholders. The role requires fostering a collaborative environment where the team can develop productivity metrics such as deal size, win rate, and forecast accuracy. They will leverage their expertise to coach the sales team through challenging negotiations and multi-stakeholder engagements. This position involves shaping the regional go-to-market strategy to address specific business needs of the territory. The Director will work closely with internal partners to ensure customer success and retention objectives are met. Ultimately, this role drives sustainable, high-quality revenue growth for the enterprise division.
Key facts
What you'll do
Manage, hire, train and ramp a team of Enterprise Sales Executives responsible for new and expansion bookings.
Achieve annual Enterprise bookings quota with monthly and quarterly targets through consistent execution.
Develop and manage Enterprise Sales Executives on productivity metrics such as deal size, win rate, and forecast accuracy as well as how to lead a customer through a proactive sales cycle.
Coach Sales Executives through building executive relationships with Named Enterprise accounts in their territories and through complex Enterprise deals and negotiations.
Shape the direction of the go-to market strategy and execution for your region based on market feedback and competitive dynamics.
Work collaboratively with Marketing, Product and Success to build targeted messaging and collateral, and mapping a customer journey for the specific business needs of your region.
Conduct weekly forecast meetings to ensure pipeline health and accurate revenue predictions.
Support direct reports by participating and leading in client and prospect meetings. Engaging other corporate resources as required to address complex requirements.
Own the full sales cycle including discovery, solution design, proposal development, and negotiation to secure enterprise contracts.
Identify new business opportunities and drive expansion within existing strategic accounts to maximize customer lifetime value.
Maintain deep product knowledge to articulate value propositions and return on investment to technical and executive stakeholders.
Leverage data and analytics to track performance, forecast accurately, and identify areas for process improvement.
Build strong partnerships with Customer Success to ensure smooth onboarding and ongoing satisfaction for enterprise clients.
Represent Datadog at industry events and conferences to enhance brand visibility and generate new leads.
Adapt to evolving market conditions and adjust sales strategies to maintain competitive positioning.
Requirements
Experienced in managing a high performing Enterprise Sales team for a B2B technology company.
A strong relationship builder with 5+ years of overall Enterprise sales experience working with Fortune 1000 companies.
Confident in managing complex sales processes with multiple stakeholders and negotiations with pricing based on business value, legal and procurement.
Knowledgeable in selling to C-level executives in the IT space.
Experienced in setting quotas and managing people against those quotas.
Passionate about coaching others with a successful track record as an individual contributor and can share relevant and complex closing experience with a growing team.
Role requires regular travel to client sites, within your area and other regions, using various modes of transportation (car, train, air), depending on business needs.
Demonstrated ability to operate in a fast-paced, dynamic environment while managing multiple priorities and deadlines.
Strong written and verbal communication skills in English are required to articulate value propositions and negotiate terms.
Experience with CRM tools such as Salesforce is mandatory for tracking activities and forecasting accuracy.
Commitment to adhering to company policies, procedures, and ethical standards in all professional interactions.
Ability to analyze market trends and competitor activity to refine strategic approaches.
Willingness to collaborate with cross-functional teams to solve customer problems effectively.
Understanding of the technology landscape and familiarity with observability concepts is highly relevant for success in this role.
Practical notes
The role requires regular travel to client sites, within your area and other regions, using various modes of transportation such as car, train, and air, depending on business needs. There are no specified working hours outlined in the source material, and the engagement type is listed as "See source," indicating that further details regarding schedule and commitment level must be obtained from the original job posting. Compensation details are not provided in the source text, so no pay information is included on this page. Applicants should be aware that success in this role depends on meeting the outlined requirements and demonstrating a passion for technology and growth. The position is located in Riyadh, Saudi Arabia, and is subject to the practical constraints of international employment, including potential visa requirements and travel considerations.