Senior Capture Manager

ABOUT THE ROLE Datadog is expanding its federal presence and seeks a Senior Capture Manager to orchestrate joint capture efforts with systems integrators and prime contractors. In this role you will serve as the bridge between our federal sales teams and our partner ecosystem, ensuring that partner‑led and direct‑led pursuits are aligned, efficient, and mutually reinforcing. You will own the capture strategy for a portfolio of high‑value federal programs, guiding them from early engagement through to hand‑off to account executives and partner sales managers. WHAT YOU'LL DO You will develop and maintain a detailed capture plan for each of approximately twenty priority federal programs, mapping stakeholders, funding sources, competition, and the next actionable milestone. You will coordinate engagement with agency stakeholders, prime contractors, and independent software vendors, positioning Datadog ahead of procurement cycles. Acting as the primary liaison between our partners and internal sales teams, you will keep both sides informed of progress and resolve any channel conflict before it reaches the customer. You will collaborate with distribution partners such as Carahsoft and Vertosoft to ensure consistent pricing, SKU naming, and quoting across contract vehicles, including GSA Schedule and SEWP. You will lead the strategy for Requests for Information and sources‑sought responses, shaping the response approach and reviewing submissions with cross‑functional stakeholders. Finally, you will advance qualified pursuits through discovery, partner teaming, and architectural inclusion, then transfer them to the appropriate sales leaders for execution. WHAT YOU'LL NEED You bring eight to ten years of experience in capture management, channel alliances, or business development within U.S. federal technology sales, with proven exposure to partner‑led motions through systems integrators or primes. You have a track record of bridging partner and internal teams in a joint‑capture capacity, and you understand the nuances of government contract vehicles such as GSA Schedule and SEWP. Established relationships with major federal systems integrators and primes, combined with a solid grasp of cloud infrastructure, observability, cybersecurity, or DevSecOps concepts, will enable you to represent Datadog’s technical capabilities credibly. You are adept at resolving channel conflict diplomatically, aligning multiple parties on a single approach while maintaining partner satisfaction. Your communication skills are strong, allowing you to translate complex deal structures and technical details between partner‑facing and internal audiences. You thrive in a fast‑paced, cross‑functional environment and can manage multiple capture efforts simultaneously. WHY REMOTE Datadog embraces a distributed, asynchronous culture that empowers employees to work from wherever they perform best. Remote work enables you to collaborate with federal agencies, prime contractors, and partner teams across time zones without the constraints of a fixed office schedule. Flexibility in your daily routine supports a healthy work‑life balance, while our robust virtual collaboration tools ensure seamless coordination across teams. The remote model also expands the talent pool, allowing us to attract seasoned capture professionals from across the country and beyond. BENEFITS Datadog offers comprehensive health, dental, and vision coverage, a competitive paid time off policy, and a generous remote stipend to support home‑office setup. Employees receive a learning and development budget, access to industry conferences, and ongoing professional growth opportunities. We provide a 401(k) plan with company match, life and disability insurance, and a supportive, inclusive culture that values diverse perspectives and continuous innovation.