Jeff Kwiat

Principal Sales Engineer

Lacework•  April 2021 - Present•  Remote

#1 all-time Sales Engineer by both total number of sales and annual recurring revenue. Closed >$10 million in annual recurring revenue across >100 opportunities. Maintained long-term relationships with strategic customers, contributing to dozens of upsell opportunities. Delivered multiple organization-wide presentations, sharing best practices and Win Stories. Developed multiple automation tools, saving Sales Engineers time while promoting best practices, ultimately improving our Success Rate. Contributed to codebase. Stood on multiple “ambassador” teams, partnering with Product/Engineering to drive and prioritize new functionality.

Sales Engineer

Datadog•  June 2017 - April 2021•  Remote

Closed >$4 million in direct and indirect sales across dozens of opportunities. Partnered with Product/Engineering to improve the product and iterate on new functionality. Handled support tickets and managed customer expectations of bugs and feature requests. Identified and built Champions throughout the pre-sales and post-sales process. Honed MEDDPICC and Command of the Message skills. Developed implementation guides which improved customer experience, while reducing time to value by 60%. Delivered 100s of customized demonstrations, presentations, and roadmap sessions.

Sr. Full-Stack Developer

Abacus Group•  June 2009 - June 2017•  San Francisco, California

Founding member and sole Full Stack Developer. Developed and maintained multiple internal and external-facing web applications. Helped grow the software team from 1 to 6 developers. Managed deliverables and relationship with 8-person outsource team. Led migration towards REST-ful containerized architecture. Onboarded and supported 350+ hedge fund clients.