AI Specialist - Enterprise & Strategic Accounts, AgentControl

About the role

LaunchDarkly has introduced AgentControl, a new operational system for managing AI agents in real-time without requiring code redeployments. We are seeking an AI Specialist to join our Enterprise & Strategic sales division. This role involves carrying a sales quota and driving AgentControl adoption within our most significant client accounts.

Key facts

What you'll do

• Achieve revenue targets for AgentControl, managing pipeline, forecasts, and closed deals.
• Collaborate with Enterprise and Strategic Account Executives as an AgentControl subject matter expert, developing account strategies and co-selling.
• Proactively identify and develop AgentControl opportunities within our existing customer base and target accounts.
• Manage the entire sales process from initial contact through negotiation and closing.
• Articulate the business value of AgentControl to key stakeholders, focusing on secure and efficient AI agent operations.
• Work with Deal Desk to structure pricing and terms for large or complex transactions.
• Coordinate with Sales Engineering and Product Marketing on messaging and engage technical resources when needed.
• Lead executive-level discussions and proof-of-value initiatives to advance strategic sales.
• Provide feedback on market trends, customer objections, and pricing to Product and Marketing teams.

Requirements

• A minimum of 5 years in quota-carrying sales roles (Account Executive, Sales Specialist, or Overlay) with a preference for enterprise B2B SaaS.
• A demonstrated history of meeting or exceeding sales quotas.
• Experience managing full-cycle enterprise sales, including prospecting, needs assessment, value proposition development, negotiation, and closing.
• Ability to effectively co-sell with Account Executives, complementing their efforts without solely owning the client relationship.
• Foundational understanding of modern software development practices (e.g., CI/CD, feature flagging, observability) and a strong interest in AI agents in production environments.
• Strong business acumen and the ability to engage effectively with senior executives.
• A Bachelor's degree or equivalent practical experience.

Nice to have

• Prior experience introducing and scaling a new product line within an established sales territory.

Skills & tools

• Sales methodologies
• Enterprise SaaS sales
• AI/ML concepts (basic understanding)
• Negotiation
• Business case development

Practical notes

• Target compensation ranges for Level 4 are:
• Zone 1 (San Francisco/Bay Area, NYC Metro, Boston, Seattle): $269,000 - $370,000
• Zone 2 (Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago): $242,000 - $333,000
• Zone 3 (All other US locations): $229,000 - $314,000
• Compensation includes salary, Restricted Stock Units (RSUs), and comprehensive health benefits (medical, vision, dental, mental health).
• LaunchDarkly offers a high-trust environment. Exact compensation will be determined by skills, experience, and location.
• Visa sponsorship is not available for this role.
• Travel requirements are not specified.
• Applications are accepted on a rolling basis.