About the Job:
The Mid-Market Account Executive will drive LaunchDarkly's growth across a blended book of net-new and existing accounts. Acting as the "quarterback" for a defined book of business, you will develop and execute account strategies, run technical discovery and proof-of-concept cycles, and help customers successfully test, purchase, and adopt LaunchDarkly's platform.
Responsibilities:
- Pipeline Generation: Qualify and convert inbound leads at a rapid pace while prospecting into ICP target accounts.
- Value Articulation: Articulate and sell the value of LaunchDarkly's platform subscriptions and usage-based pricing model.
- Technical Discovery: Prepare for and run discovery sessions with prospects to surface core use cases and align pricing to third-party architectures (AWS, Azure, GCP).
- Solution Demonstration: Customize and deliver demos with the Solutions Engineering team, and run proofs of concept for prospects.
- Account Expansion: Own, build, and develop relationships with existing customers, uncovering and developing new opportunities within the install base.
- Customer Success: Educate, evangelize, and guide customers through successful adoption, delivering their feedback back to Product and Engineering.
- Revenue Growth: Consistently hit revenue targets across both net-new and expansion motions.
- Collaboration: Work with your manager, Sales Engineers, and cross-functional teams to ensure seamless execution and customer success.
- Strategic Thinking & Execution:
- Design and execute account strategies that balance net-new acquisition with expansion of existing customers.
- Identify and capitalize on usage-based pricing signals and third-party architecture fit to prioritize opportunities.
- Adapt strategies as customer needs and market dynamics evolve, ensuring continuous growth and a competitive edge.
- Full-Cycle Sales Expertise:
- Proven track record managing a full sales cycle, from inbound qualification and prospecting through close and expansion.
- Deep understanding of usage-based pricing models and the ability to manage discovery, demo, and proof-of-concept stages.
- Skilled in selling to Engineering Leaders, Platform Teams, CTOs, CIOs, and other technical decision-makers.
- Customer-Centric Problem Solving:
- Assess customer pain points and design tailored solutions, including proofs of concept, that create measurable value.
- Build long-term relationships with existing customers, acting as a trusted advisor who drives product adoption.
- Overcome obstacles and find innovative ways to expand LaunchDarkly's footprint within an account.
- Independent Decision Making:
- Work autonomously with minimal day-to-day supervision, making sound decisions based on account signals and data.
- Take ownership of your book of business, managing both acquisition and expansion motions with confidence.
- Prioritize tasks and make decisions quickly, ensuring alignment with broader revenue goals.
- Analytical Skills & Data-Driven Insights:
- Gain and apply an understanding of third-party cloud architectures to accurately position and price the usage-based model.
- Evaluate account signals and customer data to prioritize the accounts most likely to convert or expand.
- Keep all data current in SFDC, Aviso, and Outreach, and use these tools to track and analyze performance.
- Negotiation & Deal Structuring:
- Negotiate platform subscription agreements that balance customer needs with company goals.
- Create mutually beneficial agreements that support long-term adoption and expansion.
- Handle objections, overcome resistance, and close deals in a competitive market.
- Communication & Influence:
- Exhibit strong verbal and written communication skills, with the ability to influence and persuade key stakeholders.
- Present solutions and negotiate with technical decision-makers, ensuring clear understanding and alignment.
- Communicate complex, usage-based pricing concepts concisely and compellingly to diverse audiences.
- Collaboration & Team Leadership:
- Collaborate effectively with your manager, Sales Engineering, Product, and Customer Success to align efforts and drive growth.
- Demonstrate leadership in managing internal resources, ensuring alignment with company goals.
- Motivate and influence team members across departments to achieve common objectives.
- Results-Driven Focus:
- Maintain a strong focus on achieving measurable outcomes across both new-logo and expansion revenue.
- Accurately forecast sales targets on a weekly, monthly, and quarterly basis.
- Take ownership for results, holding yourself accountable for hitting quota.
Qualifications:
- 2+ years of full-cycle sales experience.
- Proven track record of hitting or exceeding quota.
- Exceptional written and spoken communicator.
- Highly organized and autonomous.
- Comfortable and energized operating in a fast-moving organization.
- Entrepreneurial and self-motivated.
- Enthusiastic about learning and growing at LaunchDarkly.
- Intellectually curious and ambitious.
- Knowledge or experience in the developer tool space a plus.
- Experience selling to mid-market companies a plus.
Pay:
Target pay ranges based on Geographic Zones* for Level 3:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $136,000 - $187,000**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $122,000 - $168,000**
- Zone 3: All other US locations - $116,000 - $159,000**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.