Mid-Market Account Executive

• The Mid-Market Account Executive will drive LaunchDarkly’s growth across a blended book of net-new and existing accounts
• Acting as the “quarterback” for a defined book of business, you will develop and execute account strategies, run technical discovery and proof-of-concept cycles, and help customers successfully test, purchase, and adopt LaunchDarkly’s platform
• Pipeline Generation: Qualify and convert inbound leads at a rapid pace while prospecting into ICP target accounts
• Value Articulation: Articulate and sell the value of LaunchDarkly’s platform subscriptions and usage-based pricing model
• Technical Discovery: Prepare for and run discovery sessions with prospects to surface core use cases and align pricing to third-party architectures (AWS, Azure, GCP)
• Solution Demonstration: Customize and deliver demos with the Solutions Engineering team, and run proofs of concept for prospects
• Account Expansion: Own, build, and develop relationships with existing customers, uncovering and developing new opportunities within the install base
• Customer Success: Educate, evangelize, and guide customers through successful adoption, delivering their feedback back to Product and Engineering
• Revenue Growth: Consistently hit revenue targets across both net-new and expansion motions
• Collaboration: Work with your manager, Sales Engineers, and cross-functional teams to ensure seamless execution and customer success
• Strategic Thinking & Execution:
• Design and execute account strategies that balance net-new acquisition with expansion of existing customers
• Identify and capitalize on usage-based pricing signals and third-party architecture fit to prioritize opportunities
• Adapt strategies as customer needs and market dynamics evolve, ensuring continuous growth and a competitive edge
• Full-Cycle Sales Expertise:
• Proven track record managing a full sales cycle, from inbound qualification and prospecting through close and expansion
• Deep understanding of usage-based pricing models and the ability to manage discovery, demo, and proof-of-concept stages
• Skilled in selling to Engineering Leaders, Platform Teams, CTOs, CIOs, and other technical decision-makers
• Customer-Centric Problem Solving:
• Assess customer pain points and design tailored solutions, including proofs of concept, that create measurable value
• Build long-term relationships with existing customers, acting as a trusted advisor who drives product adoption
• Overcome obstacles and find innovative ways to expand LaunchDarkly’s footprint within an account
• Independent Decision Making:
• Work autonomously with minimal day-to-day supervision, making sound decisions based on account signals and data
• Take ownership of your book of business, managing both acquisition and expansion motions with confidence
• Prioritize tasks and make decisions quickly, ensuring alignment with broader revenue goals
• Analytical Skills & Data-Driven Insights:
• Gain and apply an understanding of third-party cloud architectures to accurately position and price the usage-based model
• Evaluate account signals and customer data to prioritize the accounts most likely to convert or expand
• Keep all data current in SFDC, Aviso, and Outreach, and use these tools to track and analyze performance
• Negotiation & Deal Structuring:
• Negotiate platform subscription agreements that balance customer needs with company goals
• Create mutually beneficial agreements that support long-term adoption and expansion
• Handle objections, overcome resistance, and close deals in a competitive market
• Communication & Influence:
• Exhibit strong verbal and written communication skills, with the ability to influence and persuade key stakeholders
• Present solutions and negotiate with technical decision-makers, ensuring clear understanding and alignment
• Communicate complex, usage-based pricing concepts concisely and compellingly to diverse audiences
• Collaboration & Team Leadership:
• Collaborate effectively with your manager, Sales Engineering, Product, and Customer Success to align efforts and drive growth
• Demonstrate leadership in managing internal resources, ensuring alignment with company goals
• Motivate and influence team members across departments to achieve common objectives
• Results-Driven Focus:
• Maintain a strong focus on achieving measurable outcomes across both new-logo and expansion revenue
• Accurately forecast sales targets on a weekly, monthly, and quarterly basis
• Take ownership for results, holding yourself accountable for hitting quota

Benefits

• Full Vision
• Full Dental
• Full Medical
• Flexible Schedule
• Healthy Lunches & Snacks
• Conference & Meetup Access
• Education Stipend
• Personalized Work Station
• Close to Public Transportation
• Bike Parking
• Team Activities
• Unlimited paid time off policy
• Work from home opportunities
• Health insurance

• Enthusiastic about learning and growing at LaunchDarkly
• Intellectually curious and ambitious
• Experience selling to mid-market companies a plus
• Exceptional written and spoken communicator
• Knowledge or experience in the developer tool space a plus
• 2+ years of full-cycle sales experience
• Highly organized and autonomous
• Proven track record of hitting or exceeding quota
• Comfortable and energized operating in a fast-moving organization
• Entrepreneurial and self-motivated