• Partner with the Sales team to articulate the overall Datadog value proposition, vision and strategy to customers • Own technical engagement with customers during the trial phase. Communicate Datadog’s value based on activities and work with customers on any identified issues or concerns to successful conclusion • Technically close complex opportunities through advanced competitive knowledge, technical skill, and credibility • Deliver product and technical briefings / presentations to potential clients • Maintain accurate notes and feedback in CRM regarding customer input both wins and losses • Proactively engage and communicate with customers and Datadog business/technical teams regarding product feedback and competitive landscape

• Accelerate deals through technical expertise and sales experience to win the mindshare of customer technical teams • Drive enablement and solution development with customers and partners to create opportunities and close new business • Drive cross-portfolio architecture into strategic customers, and ensure that emerging solution areas are adapted to customer needs over the longer one- to two-year term • Engage stakeholders from the C-level down to the Head of Department, while working with account teams to solve critical technical challenges at the individual practitioner level • Share joint ownership of the sales forecasts together with the regional leadership team

• Own the technical discovery, demo, and solution design for complex, high-value accounts • Build custom configurations, integrations, or lightweight code to close deals that require tailored solutions • Partner with AEs through the full sales cycle — qualifying, scoping, presenting, and negotiating • Translate customer requirements into clear internal specs for Product and Engineering when customization is needed • Be the primary technical voice on deals with government agencies, enterprise operators, or multi-location chains • Build and maintain proof-of-concept environments, demo environments, and technical proposal documents • Feed win/loss insight back to Product to shape the roadmap

• Serve as the primary technical advisor for SMB sales opportunities within the Go-to-Market team. • Partner with Account Executives to deliver scalable, impactful technical support throughout the sales cycle. • Confidently position and demo all three core products, EPM, SaaS Manager, and Device Trust, as an integrated solution, articulating how they work together to reduce risk across users, apps, and devices. Connect these to the broader Unified Access vision for forward-looking customers. • Support fast-paced, high-volume sales cycles with concise, effective technical guidance. • Recommend and position tailored product solutions that align with SMB customer needs, goals, and common use cases. • Run technical discovery with a range of stakeholders, from IT admins and security leads to developers and DevOps engineers, uncovering use cases around privileged access, SaaS shadow IT, unmanaged endpoints, and secrets for automation and AI workflows. • Handle competitive situations involving PAM vendors (e.g., CyberArk, BeyondTrust), secrets management tools (e.g., HashiCorp Vault, AWS Secrets Manager), and SaaS security platforms. Articulate 1Password's differentiated value for SMB teams who need enterprise-grade capabilities without enterprise-grade complexity. • Partner with SMB reps to build their confidence in discussing product capabilities and navigating technical conversations. • Proactively identify potential technical risks in deals and collaborate with Product and Support teams to resolve them. • Uncover and qualify AI-related use cases during discovery, including how customers are managing secrets for developer tooling, automation workflows, and emerging AI agent infrastructure. • Support proof-of-concept engagements that validate Secrets Automation use cases, including scenarios where customers are securing credentials for AI pipelines, developer environments, or cloud-native workloads. • Collaborate with Sales Enablement and Product Marketing to create and improve internal resources such as objection handling guides, demo frameworks, and playbooks. • Deliver product education to customers focusing on accessibility for non-technical or resource-constrained teams. • Respond to vendor/risk assessments, RFPs/RFIs, security questionnaires, and other technical documentation requests as needed. • Represent the team at select industry events and company/team offsites. Some travel may be required.