Junior Account Executive

Location:

UK Remote

Contract:

Full-Time

Reports to Chris Webb, CRO

Compensation:

• OTE: ~£60k
• Base Salary: £35–40k
• On-Target Commission: ~£20–25k at 100% quota

• Build and manage a pipeline of tech-led SMB prospects through a mix of outbound prospecting, partner referrals, and inbound leads
• Run discovery calls to understand prospects' cloud and observability challenges and map them credibly to Critical Cloud's service portfolio
• Own the full sales cycle from first contact through to signed contract, supported by Chris and the delivery team on technical specifics
• Work closely with Datadog's own sales and partner teams to co-sell and develop joint opportunities through the Powered by Datadog channel
• Develop relationships with TD SYNNEX and AWS/Azure partner ecosystems to generate and progress partner-sourced pipeline
• Prepare commercially sound proposals and statements of work, you won't be starting from a blank page, but you'll need to tailor them
• Maintain rigorous CRM hygiene: accurate pipeline, activity logging, and forecast data the CRO can rely on
• Feed market intelligence back to the team, what's resonating, what objections you're hitting, what competitors are doing
• Represent Critical Cloud at industry events, Datadog partner days, and customer meetings, in person when it matters

• Motion 01:
  Adopt - FETCH (trial enablement), Hyper Care (post-go-live sprint), Launch Pad (fully managed rollout). Get customers onto Datadog properly.
• Motion 02:
  Optimise
  - Health Scan (independent assessment of an existing Datadog estate) and Catalyst (improvement engineering to fix what's wrong). Strong upsell motion, customers already on Datadog who aren't getting the value from it.
• Motion 03:
  Manage
  - Managed Datadog (ongoing platform management) and Critical Support, our flagship 24×7 managed cloud operations service. Multi-year ARR, Datadog-native, AWS and Azure.
• Motion 04:
  Accelerators
  - Eight fixed-scope, four-week capability deliveries, Infrastructure Observability, Code Security, Cloud Security, AI Observability, and four more. High-velocity deals that frequently lead to Managed Datadog.

• Some B2B sales experience, internship, placement, SDR, or BDR role, ideally in tech, SaaS, or cloud
• Genuine curiosity about cloud and infrastructure, you don't need to be an engineer, but you need to care about what you're selling
• Confident and credible on the phone and in video calls, you'll be talking to senior technical buyers
• Disciplined self-starter: you'll manage your own pipeline and time without a lot of hand-holding
• Comfortable with ambiguity, we're an early-stage company; the playbook is still being written
• Right to work in the UK without sponsorship

• Experience selling into technical personas (Dev Ops, Platform, Engineering)
• Familiarity with Datadog, AWS, Azure, or cloud managed services
• Experience with a structured sales methodology (MEDDIC, SPIN, Challenger, or similar)
• CRM experience, Hub Spot preferred
• Partner or channel sales exposure (Datadog, AWS, Azure ecosystems)
• Track record of hitting quota or pipeline targets, however early

• Start Junior Account Executive (Year 1–2)
• Account Executive (Year 2–3)
• Senior AE or Partner Manager (Year 3+)
• Head of Sales or VP Revenue (Year 4+)

Customer First – The prospects who convert are the ones who felt understood before they were sold to. Every discovery call should leave them thinking "they get it." That means listening more than you pitch, and researching before you reach out.

Stay Curious – You don't need to be an engineer. You do need to be genuinely curious about cloud infrastructure and what's breaking for the engineering teams you're selling to. That curiosity is what makes the difference when you're talking to a CTO who's heard every vendor pitch.

Move with Urgency – Deals go cold when they stop moving. Follow up the same day. Advance every conversation. Make the call when you have 80% of the information, waiting for perfect is how pipeline stalls. Most decisions are reversible.

Earn Trust by Delivering – Your forecast is your word. Your follow-up says who you are. Credibility with the CRO, with prospects, and with…