Mid-Market Account Executive
Job description
About the role
LaunchDarkly is seeking a dedicated Mid-Market Account Executive to join our sales team and manage the full sales cycle. In this capacity, you will serve as a trusted advisor, working in collaboration with solutions engineers and internal departments to guide organizations through the evaluation and adoption of our platform. You will own the end-to-end responsibility for mid-market accounts, ensuring that every interaction builds strategic value and propels the business forward. This position demands a disciplined approach to sales execution, where your expertise will function as the critical bridge between technical capability and demonstrable client business outcomes. You will be instrumental in shaping the narrative around feature flagging and experimentation for growing companies. Success in this role will be defined by your capacity to drive initial adoption and secure strategic expansion within key mid-market accounts, navigating multi-threaded buying committees with precision.
Key facts
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Location: APAC - Australia
Australia; Singapore
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Engagement: Full-time
What you'll do
- Generate and manage outbound pipeline for accounts with up to 2,000 employees, executing targeted campaigns to build a robust and predictable sales funnel.
- Serve as the primary contact for mid-market clients, building and maintaining long-term strategic relationships based on trust and mutual value.
- Create and implement territory plans by analyzing market dynamics to drive sustainable growth and optimize market penetration.
- Partner with solutions engineers to provide technical and business insights, translating platform capabilities into clear narratives that align with specific client goals and objectives.
- Present value propositions to C-suite and VP-level stakeholders, articulating the ROI and operational efficiency our platform delivers to mid-market organizations.
- Coordinate with customer success, marketing, and revenue operations to ensure client needs are met seamlessly throughout the entire lifecycle, from onboarding to expansion.
- Maintain accurate forecasting and reporting for business predictability, providing reliable updates on pipeline, win rates, and key metrics.
- Utilize MEDDPICC principles to systematically identify pain points, economic buyers, decision criteria, and paper processes within target organizations.
- Apply Command of the Message methodologies to structure and deliver compelling narratives that directly address the specific challenges and needs of the mid-market buyer.
- Navigate the full SaaS sales lifecycle, managing the complexity of the mid-market segment from initial discovery and qualification through to implementation and expansion.
Requirements
- Hold 3+ years of experience in a closing role within a SaaS company, demonstrating a consistent and proven track record of revenue generation.
- Provide a proven history of exceeding sales targets and earning top-performer recognition, supported by quantifiable achievements and results.
- Show expertise in managing complex sales cycles, specifically the ability to execute land and expand strategies that systematically increase account value over time.
- Bring direct experience selling to mid-market organizations, with a deep understanding of the unique operational, technical, and budgetary challenges this segment faces.
- Demonstrate fluency in MEDDPICC and a command of the Message sales methodologies, applying these frameworks consistently and effectively in every sales interaction.
- Exhibit the ability to work independently with strong self-direction, managing multiple priorities, complex deals, and tight deadlines without compromising on quality or accuracy.
- Possess strong verbal and written communication skills necessary to enable clear, concise, and persuasive messaging to diverse audiences, from technical evaluators to executive sponsors.
- Maintain a professional demeanor and an unwavering commitment to ethical sales practices in all client interactions, representing LaunchDarkly with integrity.
Skills & tools
- MEDDPICC
- Command of the Message
- SaaS sales
- Mid-market account management
- Pipeline development
Practical notes
LaunchDarkly is an equal opportunity employer. If you require a disability accommodation, please use the request form linked on the official careers page. Be aware of recruitment scams; all official communication originates from @launchdarkly.com email addresses. We do not request money or banking information during the interview process.