Mid-Market Acquisition Account Executive
Job description
About the role
This position is dedicated to the focused expansion of LaunchDarkly's customer base by securing new business within the mid-market customer segment. The successful candidate will own a specific sales territory, crafting and executing strategic account plans designed to penetrate the market. You will be responsible for identifying and engaging with key organizational stakeholders to uncover feature management and experimentation needs. The role requires presenting LaunchDarkly's comprehensive value proposition as a solution to complex business challenges. You will drive new business pipeline and revenue growth through disciplined execution and market intelligence. Success in this position is defined by consistently building trust and demonstrating product fit with prospective clients. You will act as the primary external advocate for LaunchDarkly, shaping the narrative around feature delivery and product-led growth.
Key facts
What you'll do
Conduct in-depth market research to identify high-potential accounts and emerging buying signals within your territory.
Develop multi-threaded outreach strategies that initiate conversations with technical and business stakeholders.
Analyze customer environments to map current feature management practices against LaunchDarkly's capabilities.
Architect and deliver compelling value propositions tailored to the specific pain points of mid-market organizations.
Manage the full sales cycle from initial discovery through to contract negotiation and closure.
Utilize advanced account planning techniques to prioritize targets and align resources for maximum impact.
Partner with Solutions Engineers to build and deliver technical demonstrations that validate proposed solutions.
Collaborate closely with Sales Development Representatives to ensure a seamless handoff of qualified opportunities.
Leverage CRM tools to maintain accurate forecasting and detailed records of all customer interactions.
Apply structured discovery frameworks to uncover latent needs and quantify the potential ROI for prospects.
Articulate the financial and operational benefits of LaunchDarkly using data-driven ROI analysis.
Build a robust pipeline of opportunities to ensure consistent achievement and surpassing of revenue targets.
Represent LaunchDarkly professionally in all communications to strengthen the brand's market position.
Adapt sales methodologies to navigate complex enterprise selling environments and overcome objections.
Requirements
Possess 3 to 5 years of dedicated sales experience focused on acquiring new clients and expanding market share.
Demonstrate a proven track record of selling technical products specifically to IT leadership, including CIO and CTO roles.
Show a history of consistently exceeding established sales quotas and KPIs in previous roles.
Exhibit strong management skills over multi-stage sales processes, navigating complex decision cycles effectively.
Bring a deep familiarity with IT infrastructure components and an understanding of how modern organizations are structured.
Show proficiency in rigorous account planning, identifying primary and secondary key contacts, and articulating clear value.
Have direct experience with established sales methodologies, discovery frameworks, and comprehensive ROI analysis.
Display strong written and verbal communication skills necessary for crafting persuasive business cases.
Demonstrate self-motivation and the discipline required to manage a remote work environment effectively.
Possess a consultative selling style focused on solving customer problems rather than merely presenting features.
Show resilience and adaptability in the face of competitive pressures and market challenges.
Commit to maintaining the highest levels of integrity and ethical conduct in all sales practices.
Have the ability to travel domestically for customer meetings or industry events as business needs dictate.
Nice to have
Bring experience selling to enterprise-level clients and navigating complex enterprise sales cycles.
Skills & tools
Demonstrate expertise in using CRM software to manage the full sales pipeline and forecast accuracy.
Have hands-on experience with sales engagement platforms to streamline outreach and communication tracking.
Practical notes
Zone 1 (e.g., San Francisco, NYC, Boston, Seattle): $136,000 - $187,000 base salary.
Zone 2 (e.g., Irvine, LA, Austin, Chicago): $122,000 - $168,000 base salary.
Zone 3 (All other US locations): $116,000 - $159,000 base salary.
Total compensation includes base salary, Restricted Stock Units (RSUs), and benefits such as health, vision, dental insurance, and mental health support.
LaunchDarkly is an equal opportunity employer.
Recruiters will only contact candidates from @LaunchDarkly.com email addresses or via LinkedIn from "Verified Recruiter" accounts. Be wary of other communication methods.