Seattle, Washington, United States
I lead the Named Account SE organization at Datadog. The team responsible for our largest and most complex enterprise deals across North America. For 25+ years I've been at the intersection of engineering and enterprise sales. Started as a Software Engineer. Moved through product management, SE work at companies including Mandiant, Rapid7, Malwarebytes, and Splunk, and eventually into building and leading SE teams. Right now I'm spending a lot of time on one question: what does AI actually change about how SE teams operate, and what stays the same? Not as a thought experiment. As something our team is working through in real deals, with real customers, every week. I write about what we learn at The SE Edge, a weekly newsletter for SE leaders and senior SEs who want practitioner-grade perspective on what's changing, not just what to think about it. If you lead an SE org, work in one, or are building one, I'd be glad to connect. 📩 Newsletter: the-se-edge.beehiiv.com 🌐 jasonlanders.com
• Lead Datadog’s U.S. Named Sales Engineering organization, running a distributed group of teams serving over 100 Majors and Key Accounts through a second-line leadership model. • Develop and implement regional coverage strategies, lead SE hiring and ramp enablement initiatives, enhance manager development processes, establish forecasting cadences, resolve deal escalations, and optimize technical resource allocation across top enterprise accounts. • Build and scale KPI-driven operating rhythms across utilization, PoV performance, product mix, and account health to improve execution quality and planning accuracy. • Partner cross-functionally with Sales, Product, TAM, PSA, CSM, and Competitive Intelligence to streamline executive meetings for enhanced engagement, establish feedback loops with customers for product improvements, and coordinate post-sale strategies to drive expansion revenue. • Drive global initiatives spanning playbooks, enablement, internal mobility, leadership pipeline development, SME strategy, and Named SE alignment to support scalable revenue growth.
• Led Datadog’s Majors West Sales Engineering team, owning technical sales execution, coverage strategy, hiring, coaching, and performance management across the region’s highest-value enterprise accounts. • Built a high-performing SE team and operating cadence that made the West the top-performing region globally each year.
• Crafted and implemented a 3-phase global strategy for sales engineering growth, enablement, and deal support, aligning technical resources with business objectives to drive enterprise customer success. • Develop and deliver product demos, technical product overviews and trainings, and assist customers with custom CI integration to ensure successful deployments and usage of TrustInSoft Analyzer.
• Led the technical strategy and execution behind one of the largest deals in Datadog company history, partnering across customer and internal stakeholders to drive a highly complex, multi-product enterprise sale. • Became Datadog’s first Majors Sales Engineer, helping establish the engagement model, account strategy, and technical sales motion required to support a new tier of extreme-scale enterprise customers. • Architected and supported large-scale expansion motions across logs, APM, RUM, SIEM, Incident Management, Synthetics, and related platform capabilities, aligning Datadog’s technical roadmap to customer migration, security, and modernization priorities. • Helped shape a new enterprise engagement model for extreme-growth strategic accounts by building repeatable motions around multi-businessunit coordination, product expansion, usage management, and long-range technical account planning.
• Executed over 50 technical validations and proof of concepts for 25+ enterprise clients across Splunk's IT Ops, Observability, Security, and Core product offerings in hybrid deployments. • Co-Authored a comprehensive eBook on SOCs and Security trends, published by Splunk, that informed over 2,000 industry professionals. • Conducted engaging demos of Splunk's IT Ops, Observability, and Security platforms for hundreds of enterprise clients, showcasing solutions and emphasizing relevant business value to unique challenges. • Authored multiple Competitive Intelligence Battlecards and conducted a targeted training series on SIEM strategies that improved the sales team's competitive positioning.
• Hired and managed a team of 12 Sr. Sales Engineers throughout the US and Mexico. • Collaborated with the VP of Sales to design and implement competitive compensation structures that increased candidate acceptance rates by 25% for technical roles. • Developed and ran weekly analysis reports on competitor product features and pricing for the sales team and executive leadership.