Mid-Market Account Executive

Summary

LaunchDarkly is a company focused on improving software delivery for digital businesses. The Mid-Market Account Executive will drive growth across net-new and existing accounts by developing account strategies, running technical discovery, and helping customers adopt the LaunchDarkly platform.

Responsibilities

• 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

Skills

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

Qualifications

Must Haves

• 2+ years of full-cycle sales experience
• Proven track record of hitting or exceeding quota
• Exceptional written and spoken communicator
• Highly organized and autonomous
• Comfortable and energized operating in a fast-moving organization
• Entrepreneurial and self-motivated
• Enthusiastic about learning and growing at LaunchDarkly
• Intellectually curious and ambitious

Nice to Haves

• Knowledge or experience in the developer tool space a plus
• Experience selling to mid-market companies a plus

Benefits

• Restricted Stock Units (RSUs)
• Health, vision, and dental insurance
• Mental health benefits