Mid-Market Account Executive

About the role

This position centers on the expansion of LaunchDarkly's customer base and the generation of revenue within a clearly delineated set of businesses. The successful candidate will be tasked with formulating strategic account plans, guiding potential clients through intricate technical evaluations, and ensuring the successful adoption of the LaunchDarkly platform. You will own the end-to-end relationship with mid-market customers, positioning the product as a critical component of their technological infrastructure. This role requires a proactive approach to identifying new opportunities and maximizing the lifetime value of existing accounts. You will act as a primary liaison, translating complex product capabilities into clear business value for decision-makers. Ultimately, the position is responsible for driving sustainable growth and establishing long-term partnerships that align with the company's strategic objectives.

Key facts

What you'll do

• Drive new business acquisition and expand revenue within existing accounts through targeted outreach and strategic planning.
• Understand intricate customer needs and demonstrate precisely how LaunchDarkly's platform provides tailored solutions to specific business challenges.
• Manage the entire sales process from initial contact through discovery, qualification, proposal, negotiation, and closing deals with meticulous attention to detail.
• Build and maintain strong, trust-based relationships with clients, consistently acting as a trusted advisor who anticipates and addresses their evolving requirements.
• Collaborate seamlessly with internal teams, including product and support, to ensure optimal customer success and high rates of product adoption.
• Achieve and exceed predefined sales quotas and key performance indicators by leveraging data-driven insights and disciplined execution.
• Conduct in-depth market research to identify new segments, prioritize target accounts, and uncover hidden opportunities within established customer organizations.
• Articulate the technical and financial value proposition of LaunchDarkly's platform to stakeholders at various levels, from engineering teams to executive leadership.
• Utilize advanced consultative selling techniques to navigate complex procurement cycles and overcome objections with well-prepared responses.
• Maintain accurate and timely records in all sales activities, ensuring forecasting accuracy and providing actionable insights to leadership.
• Develop comprehensive presentations and demonstrations that clearly illustrate the impact and return on investment of adopting the platform.
• Partner with customer success managers to facilitate smooth onboarding and ongoing engagement, reinforcing the value of the initial sale.
• Track competitive landscape intelligence and adjust sales strategies accordingly to maintain a decisive advantage in the marketplace.
• Leverage data from CRM and analytics tools to refine sales approaches, identify trends, and optimize the overall sales pipeline.
• Serve as a critical feedback loop to product and engineering teams, sharing customer insights that inform future product development and enhancements.

Requirements

• Minimum of 2 years of verifiable experience in full-cycle sales, demonstrating a complete understanding of the sales process from lead generation to closure.
• Demonstrated history of meeting or surpassing aggressive sales quotas and performance targets in previous roles.
• Excellent verbal and written communication abilities, with the capacity to convey complex ideas clearly and persuasively to diverse audiences.
• Highly organized with exceptional time management skills, capable of working independently and managing multiple priorities in a fast-paced environment.
• Experience selling to mid-market companies with annual revenues between $50 million and $500 million is explicitly beneficial for this role.
• Familiarity with developer tools, software development life cycles, and the broader software development space is considered a significant advantage.
• Proven ability to build and maintain strong interpersonal relationships with C-level executives, directors, and influential managers.
• Strong analytical skills to interpret sales metrics, forecast accurately, and make informed decisions based on data.
• A deep commitment to ethical sales practices and compliance with all company policies and industry regulations.
• Willingness to travel within the assigned region to meet key clients and attend industry events as required by the strategic plan.

Nice to have

• Direct experience selling to technical decision-makers, including Engineering Leaders, Platform Teams, Chief Technology Officers, and Chief Information Officers.
• A solid understanding of usage-based pricing models and the architectural nuances of major cloud platforms such as AWS, Microsoft Azure, and Google Cloud Platform.
• Prior experience working within the DevOps, developer tools, or software development kit (SDK) ecosystems.
• Knowledge of software subscription models and the ability to explain the total cost of ownership to financial stakeholders.
• Experience managing a portfolio of accounts and conducting strategic account planning sessions.
• Familiarity with agile methodologies and how software development teams operate within enterprise environments.

Skills & tools

• Proficiency in Customer Relationship Management software, specifically systems like Salesforce, for managing the full sales cycle.
• Experience with Sales engagement platforms such as Outreach or similar tools for automating and streamlining communication workflows.
• Competency in using forecasting and analytics tools like Aviso to predict revenue trends and manage pipeline health effectively.
• Advanced skills in Microsoft Office Suite, particularly Excel, for data analysis, report generation, and presentation preparation.
• Familiarity with collaboration tools such as Slack or Microsoft Teams for efficient internal and external communication.

Practical notes

Zone 1 (San Francisco/Bay Area, NYC Metro, 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

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

LaunchDarkly is an equal opportunity employer and values diversity.

Recruiters will only contact candidates from @LaunchDarkly.com email addresses or via LinkedIn from "Verified Recruiter" accounts. Be cautious of other communication methods.