Principal Partner Program Manager - Datadog Reseller Program

About this role

Principal Partner Program Manager - Datadog Reseller Program Remote (US) or New York, New York, USA We're looking for an experienced Senior Partner Program Manager to own partner pricing strategy, partner deal support, and pricing enablement across Datadog's Channels & Alliances organization. In this role, you'll serve as the subject matter expert for partner pricing, helping shape how Datadog structures, operationalizes, and scales partner pricing across its ecosystem. You'll act as the primary liaison between Channels & Alliances and Deal Desk, ensuring partner-specific pricing requirements, commercial frameworks, and program considerations are represented in Datadog's broader pricing strategy and processes. You'll support both internal teams and external partners by providing guidance on pricing models, deal structures, incentives, and commercial programs. You'll also own pricing enablement for the partner organization, developing training content and onboarding programs that help Partner Sales Managers confidently navigate Datadog's evolving pricing landscape. This is a highly cross-functional role that requires deep experience with Deal Desk, partner commercial models, and SaaS pricing, along with the ability to translate complex pricing concepts into scalable programs, tools, and training. At Datadog, we place value in our office culture—the relationships and collaboration it builds and the creativity it brings to the table. We operate as a hybrid workplace to ensure our Datadogs can create a work-life harmony that best fits them. What You'll Do Own global partner pricing for the Datadog Partner Network • Serve as the Channels & Alliances subject matter expert for partner pricing, commercial frameworks, and deal strategy • Act as the primary liaison between Channels & Alliances and Deal Desk for partner-related pricing, discounting, incentives, and program requirements • Advise Partner Sales Managers (PSMs) and partners on pricing models, deal structures, partner benefits, and commercial considerations • Support partner-facing pricing conversations and help partners understand Datadog's consumption-based pricing model • Partner with Deal Desk, Finance, Operations, Legal, and Leadership teams to evaluate and operationalize new partner pricing models, incentives, and commercial programs • Ensure partner-specific pricing requirements are reflected in company-wide pricing processes, policies, systems, and tools • Develop scalable documentation, playbooks, FAQs, and resources that improve pricing consistency across the partner organization • Create and deliver onboarding and ongoing enablement programs for Partner Sales Managers related to partner pricing, deal strategy, and commercial programs Who You Are • 8+ years of experience in Deal Desk, Partner Operations, Revenue Operations, Pricing Strategy within a SaaS or technology company • Direct experience working with Deal Desk to support pricing strategies, discounting frameworks, approvals, and complex deal structures • Proven experience supporting partner programs that include pricing, incentives, rebates, referrals, discounts, strategic collaboration agreements, or other commercial constructs • Strong understanding of SaaS pricing models, including experience supporting consumption-based or usage-based businesses • Experience serving as a trusted advisor on pricing and commercial strategy for partner-facing teams • Demonstrated ability to translate complex pricing concepts into scalable processes, tools, and enablement programs • Excellent communication, presentation, and stakeholder management skills Bonus Points • Experience owning or contributing to pricing calculators, quoting systems, CPQ tools, or commercial operations platforms • Experience building and delivering pricing enablement programs at scale • Experience supporting global partner organizations and regional sales teams • Quantitative background in business, economics, finance, mathematics, analytics, engineering, or a related discipline • Background in SaaS and/or consumption-based software platforms Reporting Structure This role reports to the Manager, Global Partner Programs, Channels & Alliances. Datadog values people from all walks of life. We understand not everyone will meet all the above qualifications on day one. That's okay. If you're passionate about technology and want to grow your skills, we encourage you to apply. Datadog offers a competitive salary and equity package, and may include variable compensation. Actual compensation is based on factors such as the candidate's skills, qualifications, and experience. In addition, Datadog offers a wide range of best in class, comprehensive and inclusive employee benefits for this role including healthcare, dental, parental planning, and mental health benefits, a 401(k) plan and match, paid time off, fitness reimbursements, and a discounted employee stock purchase plan. The reasonably estimated yearly salary for this role at Datadog is: $197,000 — $246,000 USD About Datadog: Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram , LinkedIn, and Datadog Learning Center. Equal Opportunity at Datadog: Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference. Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form . This form is for accommodation requests only and cannot be used to inquire about the status of applications. Privacy and AI Guidelines: Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice . For information on our AI policy, please visit Interviewing at Datadog AI Guidelines .