Senior Enterprise Account Executive
Job description
About the role
This role owns large enterprise accounts and drives their adoption of the LaunchDarkly platform within a defined US remote territory. The Senior Enterprise Account Executive partners with solutions engineering and cross-functional teams to close enterprise sales and elevate LaunchDarkly's visibility to executive stakeholders. Success depends on entrepreneurial ownership, continuous learning, and autonomous execution in a fast-paced, dynamic environment.
Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.
Key facts
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Location: Remote (USA)
US
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Engagement: Remote role with expected travel
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Compensation: Target pay based on geographic zone and skills
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Team: Enterprise sales with solutions engineering, customer success, and cross-functional partners
- Years: 7+ years of enterprise sales experience
- Degree: Bachelor's degree required
What you'll do
Large enterprise accounts are owned end to end as the primary point of contact, ensuring cohesive relationship management.
Comprehensive territory and account plans translate into independent outbound pipeline generation that feeds a robust sales pipeline.
Business and technical value for prospects and customers are delivered in partnership with solutions engineering counterparts.
Requirements
7+ years of enterprise (closing) sales experience in a consultative capacity.
Demonstrated experience selling DevOps products or a strong grasp of developer workflows and pain points, with the ability to explain how solutions address these challenges.
A consistent track record of meeting or exceeding quota expectations.
Proven ability to navigate executive-level, consultative sales cycles at Fortune 500 companies.
Experience implementing and succeeding with a Land & Expand SaaS sales strategy inside large enterprise accounts.
Recent experience within an emerging technology software company is highly valued.
Familiarity with and experience using the MEDDPIC sales methodology is an advantage.
Expected travel ranges from 25% to 50% as needed across customer engagements and pipeline activities.
Practical notes
This role operates remotely across the United States with expected travel to customer sites and internal meetings.
Clearance and compliance expectations align with standard enterprise sales practices and company policies.
for the most current information.
Typical interview steps
Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.
Good to know
Feature ownership and product feedback loops help shape solutions for developer workflows.
Sales methodologies such as MEDDPIC guide structured deal execution.
Cross-functional collaboration is central to aligning product direction with customer outcomes.
Enterprise sales cycles typically involve multiple stakeholders and longer decision processes.
Outbound pipeline generation is a core responsibility for growth in this role.
Questions to ask
Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.