[All remote jobs](https://jobicy.com/jobs.md)[![Datadog logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/c1654fc7-221.jpg)](https://jobicy.com/company/datadog.md)[Datadog](https://jobicy.com/company/datadog.md) # Senior Capture Manager AI Summary Datadog is seeking a senior federal capture professional to coordinate joint pursuit strategy across federal systems integrators, prime contractors, distributors, and internal sales teams. The role owns capture planning for roughly 20 priority federal programs, shaping opportunities 12–24 months before RFP release. It requires strong knowledge of federal contract vehicles, multi-partner deal structures, channel conflict resolution, and public-sector technology sales. Success is measured through capture-plan quality, opportunity progression, partner teaming, architectural inclusion, and contribution to qualified pipeline and bookings.[Apply for this job](#job-application)[View company](https://jobicy.com/company/datadog.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 163k–204k / yrDepartment[Business Development](https://jobicy.com/categories/business.md)EmploymentFull TimeExperienceSeniorPublished12 Nov 2026Apply before12 Dec 2026Listing views33Application actions0Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. Opportunity details ## About this role. ### Senior Capture Manager, Federal Systems Integrators – Public Sector As the Senior Capture Manager, Federal Systems Integrators (FSI), you will lead joint capture and channel coordination across [Datadog](https://jobicy.com/company/datadog.md)‘s federal systems integrator and prime-contractor ecosystem, serving as the connective tissue between those partners and Datadog’s internal federal sales teams. You will make sure capture activity happening inside FSI partner organizations is visible to, aligned with, and reinforced by Datadog’s own federal sellers, and vice versa, so that partner-led and direct-led motions strengthen a pursuit rather than duplicate or collide with it. The role reports to the Channel & Alliances (C&A) organization and works cross-functionally with federal sales, distribution (Carahsoft, Vertosoft), deal desk, and legal to drive joint capture outcomes on priority federal pursuits. Travel: Less than 25% Clearance: An active U.S. government security clearance is preferred but not required. Candidates without an active clearance are encouraged to apply. 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: * Own the joint-capture strategy and partner alignment for a portfolio of approximately 20 priority federal programs, engaging 12-24 months ahead of RFP release * Manage each named program as a distinct capture effort, coordinating dedicated engagement across agency stakeholders, FSI partners, and independent software vendors (ISVs) * Identify requirements, shape acquisition strategy, engage agencies, primes, and partners, and position Datadog ahead of procurement * Act as the primary liaison between FSI partners and Datadog’s internal federal sales teams, ensuring each side knows what the other is doing on a given program * Build and maintain a documented capture plan for each named program covering mission, stakeholders, funding, acquisition path, competition, partners, Datadog’s position, and next milestone * Identify and resolve channel conflict early, surfacing where a partner-led and direct-led pursuit are converging on the same account or contract vehicle and brokering a single aligned approach * Partner with distribution (Carahsoft, Vertosoft) to keep pricing, SKU naming, and quoting consistent across contract vehicles, including the GSA Schedule and SEWP (Solutions for Enterprise-Wide Procurement) * Coordinate teaming strategy with FSI partners, including how partners team with primes and other systems integrators, and flag most-favored-nation (MFN) or pricing-consistency issues to deal desk before they become customer-facing problems * Coordinate Requests for Information (RFIs) and sources-sought responses in partnership with federal sales, solutions engineering, and other cross-functional stakeholders. This role shapes response strategy and reviews submissions but is not solely responsible for authoring them. * Advance qualified pursuits through customer discovery, partner teaming, and architectural inclusion, then transfer qualified pursuits to Account Executives (AEs) and Partner Sales Managers (PSMs) for execution * Build durable working relationships with FSI partner capture and Business Development (BD) leads and with Datadog’s federal account teams so coordination happens proactively, not only when escalated ### Who You Are: * 8-10+ years of experience in capture management, channel/alliances, or business development within U.S. federal technology sales, with direct exposure to partner-led (sell-thru) motions through systems integrators or primes * Experience specifically bridging channel/alliance partners and internal direct sales teams, ideally in a partner-liaison or joint-capture role rather than a standalone direct capture role * Working knowledge of government contract vehicles (GSA Schedule, SEWP) and how pricing, SKUs, and quoting flow through public sector distributors such as Carahsoft and Vertosoft * Established relationships with, or experience working alongside, major federal systems integrators and primes * Working familiarity with cloud infrastructure, observability, cybersecurity, or DevSecOps concepts, sufficient to represent Datadog’s technical category credibly with partners and agencies * Confident resolving channel conflict diplomatically, able to align a partner-side team and an internal federal team on a single approach without either side feeling sidelined * Able to quickly understand deal structure concepts relevant to multi-partner environments – MFN clauses, teaming agreements, pricing consistency across distributors – and explain them to others verbally and in writing * Excellent written and verbal communication skills, including translating between partner-facing and internal-facing audiences 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. ### How Success Is Measured: This role carries defined leading indicators rather than a direct bookings quota, since captures in this motion typically run 12-24 months before transferring to an AE/PSM for close. Success is measured through capture plan completeness and quality, the rate at which programs advance through discovery, partner teaming, and architectural inclusion, and the portfolio’s contribution to qualified sourced pipeline and closed bookings over time. Detailed year-over-year targets are tracked internally as part of the C&A scorecard. ### Benefits and Growth: * Meaningful ownership of high-value federal programs from early shaping through capture, with direct influence on how Datadog wins in the federal market * New hire stock equity (RSU) and employee stock purchase plan (ESPP) * Continuous professional development, product training, and career pathing * Sales training in MEDDIC and Command of the Message * Intra-departmental mentor and buddy program for in-house networking * An inclusive company culture and the opportunity to join our Community Guilds * Generous global benefits Benefits and Growth listed above may vary based on the country of your employment and the nature of your employment with Datadog. This role carries an 85/15 base-to-MBO pay mix, where MBO refers to Management by Objectives. This is not a quota-carrying position; the MBO component is tied to the leading indicators and outcomes described above. Datadog offers a competitive salary and equity package. Actual compensation is based on factors such as the candidate’s skills, qualifications, and experience. In addition, Datadog offers a wide range of best-in-class, comprehensive and inclusive employee benefits for this role including healthcare, dental, parental planning, and mental health benefits, a 401(k) plan and match, paid time off, fitness reimbursements, and a discounted employee stock purchase plan. Datadog offers a competitive salary and equity package, and may include variable compensation. Actual compensation is based on factors such as the candidate’s skills, qualifications, and experience. In addition, Datadog offers a wide range of best in class, comprehensive and inclusive employee benefits for this role including healthcare, dental, parental planning, and mental health benefits, a 401(k) plan and match, paid time off, fitness reimbursements, and a discounted employee stock purchase plan. The reasonably estimated yearly salary for this role at Datadog is: $163,000—$204,000 USD 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/). Show more [Apply now >](https://jobicy.com/jobs/161514-senior-capture-manager.md) * ![Upload CV](data:image/svg+xml;base64,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) ### Upload your resume now To unlock remote work opportunities and be discovered by global employers. This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 4/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a highly senior, strategic role involving long sales cycles, complex federal procurement, and alignment among multiple internal and external stakeholders. The candidate must independently navigate channel conflict, pricing consistency, teaming structures, and early-stage opportunity shaping. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$183,500US market range (per year)$160k–$220k0$242.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. Datadog explicitly states a yearly base salary range of $163,000 to $204,000 USD, with a midpoint of $183,500 per year. The estimated US market range for a senior federal capture and channel-alliance role is approximately $160,000 to $220,000 per year, excluding variable compensation, equity, and benefits. ## Core skills Skills and capabilities most closely associated with this opportunity. [Federal capture management](https://jobicy.com/jobs?search_keywords=Federal%20capture%20management.md)[Channel alliances](https://jobicy.com/jobs?search_keywords=Channel%20alliances.md)[Federal technology sales](https://jobicy.com/jobs?search_keywords=Federal%20technology%20sales.md)[Government contracting](https://jobicy.com/jobs?search_keywords=Government%20contracting.md)[GSA Schedule](https://jobicy.com/jobs?search_keywords=GSA%20Schedule.md)[SEWP](https://jobicy.com/jobs?search_keywords=SEWP.md)[Partner relationship management](https://jobicy.com/jobs?search_keywords=Partner%20relationship%20management.md)[Business development](https://jobicy.com/jobs?search_keywords=Business%20development.md)[Capture planning](https://jobicy.com/jobs?search_keywords=Capture%20planning.md)[Opportunity shaping](https://jobicy.com/jobs?search_keywords=Opportunity%20shaping.md)[Channel conflict resolution](https://jobicy.com/jobs?search_keywords=Channel%20conflict%20resolution.md)[Teaming agreements](https://jobicy.com/jobs?search_keywords=Teaming%20agreements.md)[Pricing strategy](https://jobicy.com/jobs?search_keywords=Pricing%20strategy.md)[Public sector procurement](https://jobicy.com/jobs?search_keywords=Public%20sector%20procurement.md)[Stakeholder communication](https://jobicy.com/jobs?search_keywords=Stakeholder%20communication.md) Sample interview questionsHow have you coordinated a capture effort between an internal sales team and a federal systems integrator?I establish a shared account and pursuit plan that defines stakeholder ownership, customer objectives, partner roles, contract vehicles, milestones, and escalation paths. I run regular coordination reviews so both teams maintain visibility and can resolve overlap before it affects the customer. How would you address channel conflict when a direct sales team and an FSI partner are pursuing the same opportunity? I would first validate the facts, including customer relationships, engagement history, contract-vehicle access, and partner value. I would then facilitate an aligned pursuit strategy with clear responsibilities, commercial guardrails, and a single customer-facing approach that preserves trust on both sides. What information belongs in a federal capture plan? A strong capture plan includes the agency mission, customer stakeholders, funding status, acquisition path, procurement timeline, competition, partner and prime strategy, Datadog positioning, technical architecture opportunities, risks, and next actions with owners. How do GSA Schedule and SEWP knowledge affect a software capture strategy? Contract-vehicle knowledge helps ensure the offering can be quoted, priced, and procured through the buyer's preferred path. It also enables early coordination with distributors and partners to avoid SKU, pricing, and fulfillment issues late in the sales cycle. How would you measure progress for a capture role that does not carry a direct bookings quota? I would track leading indicators such as capture-plan completeness, stakeholder access, discovery progress, teaming alignment, architectural inclusion, RFI activity, qualified pipeline creation, and successful handoffs to account executives and partner sales managers. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. 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