Area Vice President, Enterprise Security Sales

About This RoleAI processing…

Key Responsibilities

• 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.
• 6
  Establish operating rigor across pipeline influence, forecast contribution, deal inspection, and account-level security strategies.
• 7
  Guide teams through complex, multi-stakeholder security sales cycles, including executive alignment with CISOs, SecOps, Risk, and IT leadership.
• 8
  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

• 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.

Perks & Benefits