[Hiring] Mid-Market Account Executive @LaunchDarkly

Role Description

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.

• 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.

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.

Requirements

• 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.

Benefits

• 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
• Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.