Head of APJ Sales Engineering (Commercial & Mid-Market)
- Sydney, NSW
- Permanent
- Full-time
- Build, scale, and mentor a distributed team of Commercial and Mid-Market Sales Engineers, including regional SE leaders.
- Drive talent strategy across the region, including active participation in hiring, onboarding, and retention planning in partnership with recruiting.
- Conduct regular performance reviews and support development plans for both ICs and leaders
- Define the technical sales strategy for high-velocity segments across APJ, tailoring it to local business dynamics and customer maturity.
- Drive a culture of customer-centricity, fast execution, and scalable processes.
- Partner with Sales Leadership to support pipeline growth, deal acceleration, and rep enablement in high-volume sales motions.
- Grow our operating model and career development framework for SEs within the Commercial/MM space.
- Act as an executive sponsor for Commercial and Mid-Market customers, helping guide technical wins across fast-paced sales cycles.
- Enable the SE team to deliver impactful product demos, POCs, and technical discovery aligned to key customer pain points in observability,security, and AI.
- Support deal strategy and technical positioning across a large volume of simultaneous opportunities.
- Champion business-value-driven technical engagements, empowering teams to articulate ROI and reduce sales friction.
- Align closely with Sales, Enablement, Product, Marketing, and Customer Success to ensure a consistent, scalable go-to-market approach across regions.
- Provide field insights that influence global enablement, product roadmap, and market strategy.
- Act as a regional advocate in global forums to ensure APJ Commercial/MM priorities are integrated into Datadog's strategic planning.
- Implement and refine tools, methodologies, and KPIs specific to the Commercial & MM pre-sales motion for the region.
- Drive consistency across a geographically dispersed team, optimizing for efficiency and repeatability.
- Leverage analytics to track conversion rates, objection patterns, and enablement effectiveness to improve SE performance.
- Stay attuned to regional market shifts, emerging use cases, and SMB tech adoption trends.
- 5+ years of experience in Sales Engineering, Solutions Architecture, or similar pre-sales leadership roles, with multiple years of SE leadership experience or second line leadership.
- Proven expertise in enterprise SaaS, cloud, observability, and security solutions, with a track record of driving technical sales success at scale.
- Strong executive presence and ability to engage and influence C-level stakeholders in large, complex organizations.
- Exceptional leadership, coaching, and team-building capabilities, with experience scaling high-impact teams.
- Proven track record in building customer relationships and willing to get in the field and help with top down sale
- Experience operating in a matrixed / dotted-line leadership structure.
- Deep understanding of sales methodologies such as MEDDICC, Command of Message (CoM), or similar frameworks.
- Ability to travel up to 50% as needed.
- Best-in-breed onboarding
- Generous global benefits
- Intra-departmental mentor and buddy program for in-house networking
- New hire stock equity (RSUs) and employee stock purchase plan (ESPP)
- Continuous professional development, product training, and career pathing
- An inclusive company culture, able to join our Community Guilds and Inclusion Talks