Senior Capture Manager

Datadog is the leading observability and security platform for the AI era, providing unified visibility across the technology stack. This role leads joint capture and channel coordination across Datadog's federal systems integrator and prime-contractor ecosystem, serving as the connective tissue between partners and internal federal sales teams.

• Own joint-capture strategy and partner alignment for ~20 priority federal programs, engaging 12-24 months ahead of RFP release.
• Manage each program as a distinct capture effort, coordinating agency stakeholders, FSI partners, and ISVs.
• Act as primary liaison between FSI partners and Datadog's federal sales teams.
• Build and maintain documented capture plans covering mission, stakeholders, funding, acquisition path, competition, partners, and position.
• Identify and resolve channel conflict early, brokering a single aligned approach.
• Partner with distribution (Carahsoft, Vertosoft) to keep pricing, SKU naming, and quoting consistent across contract vehicles (GSA Schedule, SEWP).
• Coordinate RFIs and sources-sought responses with federal sales, solutions engineering, and other stakeholders.
• Advance qualified pursuits through discovery, partner teaming, and architectural inclusion, then transfer to AEs and PSMs.
• Build durable relationships with FSI partner capture and BD leads and Datadog federal account teams.

• 8-10+ years in capture management, channel/alliances, or business development in U.S. federal technology sales.
• Experience bridging channel/alliance partners and internal direct sales teams.
• Working knowledge of government contract vehicles (GSA Schedule, SEWP) and public sector distributors (Carahsoft, Vertosoft).
• Established relationships with major federal systems integrators and primes.
• Working familiarity with cloud infrastructure, observability, cybersecurity, or DevSecOps concepts.
• Excellent written and verbal communication skills.

The reasonably estimated yearly salary for this role is $163,000—$204,000 USD. This role carries an 85/15 base-to-MBO pay mix, with MBO tied to leading indicators.

Benefits include new hire stock equity (RSU), employee stock purchase plan, healthcare, dental, parental planning, mental health benefits, 401(k) plan and match, paid time off, fitness reimbursements, and more.