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# Major Account Manager (EMEA)

Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move.

[Apply for this job](#job-application)[View company](https://jobicy.com/company/datadog.md)Share9 Sep 2026Published39Listing views4Application actions9 Oct 2026Apply before  Opportunity details

## About this role.

AI SummaryDatadog is hiring a senior Major Account Manager to win and expand strategic enterprise accounts across the assigned EMEA territory. The role owns prospecting, account mapping, value-based solution selling, commercial negotiation, forecasting, and closing complex new-product opportunities. Candidates need at least seven years of enterprise software sales experience, including success with Fortune 100 customers and multi-stakeholder account teams. This is a remote role associated with France and Switzerland, with regular travel to client sites. Success depends on independently building pipeline, exceeding ambitious revenue targets, and collaborating across GTM partner functions.

## Role DNA

A quick view of the complexity, pace, ownership and collaboration implied by the job description.

### Job Complexity

5/5EasyHard

### Pace & Pressure

5/5RelaxedFast-paced

### Autonomy Level

5/5GuidedFull ownership

### Communication Load

5/5IndependentCollaborative

AI insightThis is a highly senior enterprise sales role involving Fortune 100 accounts, long and complex buying cycles, demanding revenue goals, and sophisticated commercial negotiations. It requires independent territory execution plus coordinated work across internal and customer stakeholder groups.

## Salary analysis

Estimated compensation compared with the broader US market for similar roles.

Estimated job medianMarket rate$300,000US market range$220k–$400k0$440k

AI insightNo actual salary range is disclosed, so these are estimated US-market annual total-cash/OTE figures for a senior major-enterprise software sales role. Compensation commonly combines base salary and variable commission, with equity potentially provided separately; actual pay will vary by territory, quota, attainment, and location.

## Core skills

Skills and capabilities most closely associated with this opportunity.

[Enterprise Software Sales](https://jobicy.com/jobs?search_keywords=Enterprise%20Software%20Sales.md)[Strategic Account Management](https://jobicy.com/jobs?search_keywords=Strategic%20Account%20Management.md)[New Business Development](https://jobicy.com/jobs?search_keywords=New%20Business%20Development.md)[Fortune 100 Selling](https://jobicy.com/jobs?search_keywords=Fortune%20100%20Selling.md)[Complex Sales Cycles](https://jobicy.com/jobs?search_keywords=Complex%20Sales%20Cycles.md)[Pipeline Generation](https://jobicy.com/jobs?search_keywords=Pipeline%20Generation.md)[Account Mapping](https://jobicy.com/jobs?search_keywords=Account%20Mapping.md)[Sales Forecasting](https://jobicy.com/jobs?search_keywords=Sales%20Forecasting.md)[Commercial Negotiation](https://jobicy.com/jobs?search_keywords=Commercial%20Negotiation.md)[Value-Based Selling](https://jobicy.com/jobs?search_keywords=Value-Based%20Selling.md)

Sample interview questionsHow would you build a territory plan for a portfolio of strategic enterprise accounts?I would segment accounts by strategic fit, current technology footprint, whitespace, urgency, and likely expansion potential. For priority accounts, I would build stakeholder maps, identify business initiatives and technical triggers, align internal resources, and establish measurable pipeline and engagement milestones.

Describe how you sell a new solution into an existing customer that already uses core products.

I begin with discovery to identify a distinct business or operational gap that the current deployment does not address. I then quantify the impact, secure executive and technical champions, create a mutual evaluation plan, and connect the new solution to measurable outcomes such as risk reduction, efficiency, or faster delivery.

How do you maintain forecast accuracy in a complex enterprise sales cycle?

I use clear qualification criteria, validate compelling events and decision process details with the customer, and regularly inspect stakeholder alignment, technical validation, procurement, and legal risks. I distinguish committed opportunities from upside and update close plans promptly when evidence changes.

Give an example of handling a difficult commercial negotiation while preserving value.

I focus the conversation on the customer's desired outcomes and the economic value delivered rather than responding immediately with discounts. I trade concessions for meaningful commitments, such as term length, broader adoption, or a defined expansion path, and involve executive sponsors when appropriate.

How do you generate pipeline independently in named Fortune 100 accounts?

I combine account research, trigger events, targeted multithreading, partner intelligence, and personalized outreach tied to each stakeholder's priorities. I maintain consistent activity, test messaging, use existing relationships where appropriate, and create credible reasons for prospects to engage rather than relying on generic product pitches.

The Datadog Major Accounts Team is focused on driving new business and expanding the current Datadog footprint with our largest and most strategic clients. The success of the Major Accounts Team directly impacts the success of Datadog and is a highly visible position with bold revenue targets. We are searching for seasoned and successful Account Executives that have a passion for technology and a fast-paced sales environment. The Major Accounts Team has experienced unprecedented success since its inception in 2021 and we are continuing to expand the team. This is a lucrative opportunity for any driven and competitive salesperson.

At Datadog, we place value in our office culture – the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them.

What You’ll Do:

* Prospect into a targeted set of accounts while running an efficient sales process
* Nurture existing client relationships and grow the Datadog footprint
* Maintain, build and own specific relationship maps for your territory including existing relationships and aspirational contacts
* Develop a deep comprehension of the customer’s business
* Negotiate favorable pricing and business terms by selling value and ROI
* Demonstrate resourcefulness when faced with challenges
* Determine necessary steps to close business and gain customer validation
* Identify a robust set of business drivers behind all opportunities
* Ensure high forecasting accuracy and consistency

Who You Are:

* Someone with 7+ years Enterprise software sales experience
* Experienced in selling Fortune 100 companies with the ability to win new business
* Experience managing a complex account team from multiple GTM Ecosystem partner functions to support Sales cycle
* Experience/success selling new solutions into accounts already leveraging core technical products
* Combination of leveraging existing customer contacts and net new PG to break into new BUs and sell net new products
* Have consistently met/exceeded direct sales goals
* Able to demonstrate methodology to prospect and build pipeline on your own
* Experienced in working for an innovative tech company
* 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.

Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That’s okay. If you’re passionate about technology and want to grow your skills, we encourage you to apply.

Benefits and Growth:

* High income earning opportunities based on individual performance
* New hire stock equity (RSUs) and employee stock purchase plan (ESPP)
* Continuous professional development, product training, and career pathing
* Sales training in MEDDIC and Command of the Message
* Intradepartmental mentor and buddy program for in-house networking
* An inclusive company culture, ability to join our Community Guilds (Datadog employee resource groups)
* Access to Inclusion Talks, our Internal panel discussions
* Free, global Spring Health benefits for employees and dependents age 6+
* Competitive global benefits
* Giving programs

Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog.

#LI-SN3

#LI-Remote This is a remote position

About Datadog:

Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on [Instagram](https://www.instagram.com/datadoghq/?hl=en), [LinkedIn,](https://www.linkedin.com/company/datadog) and [Datadog Learning Center.](https://learn.datadoghq.com/)

Equal Opportunity at Datadog:

Datadog is proud to offer [equal employment opportunity](https://www.eeoc.gov/sites/default/files/2023-06/22-088_EEOC_KnowYourRights6.12ScreenRdr.pdf) to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our [Candidate Legal Notices](https://www.datadoghq.com/legal/candidate-legal-notices/) for your reference.

Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete [this form](https://docs.google.com/forms/d/e/1FAIpQLSeoJeduEZ2NdZF_65uZmWUrCM-zee7yADXX1s6Xr9zAGq8iKA/viewform). This form is for accommodation requests only and cannot be used to inquire about the status of applications.

Privacy and AI Guidelines:

Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s [Applicant and Candidate Privacy Notice](https://www.datadoghq.com/legal/applicant-candidate-privacy/). For information on our AI policy, please visit [Interviewing at Datadog AI Guidelines](https://www.datadoghq.com/legal/interviewing-at-datadog-ai-guidelines/).

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[Apply now >](https://jobicy.com/jobs/152951-major-account-manager-emea.md)

>  Annual salary information is not provided for this position. Explore salary ranges for similar roles in our [Salary Directory ›](https://jobicy.com/salaries.md)

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