Mid-market account executive

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.
• Full-Cycle Sales Expertise: Proven track record managing a full sales cycle, from inbound qualification and prospecting through close and expansion.
• Customer-Centric Problem Solving: Assess customer pain points and design tailored solutions, including proofs of concept, that create measurable value.
• Independent Decision Making: Work autonomously with minimal day-to-day supervision, making sound decisions based on account signals and data.
• Analytical Skills & Data-Driven Insights: Gain and apply an understanding of third-party cloud architectures to accurately position and price the usage-based model.
• Negotiation & Deal Structuring: Negotiate platform subscription agreements that balance customer needs with company goals.
• Communication & Influence: Exhibit strong verbal and written communication skills, with the ability to influence and persuade key stakeholders.
• Collaboration & Team Leadership: Collaborate effectively with your manager, Sales Engineering, Product, and Customer Success to align efforts and drive growth.
• Results-Driven Focus: Maintain a strong focus on achieving measurable outcomes across both new-logo and expansion revenue.

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.

About LaunchDarkly:

Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong.