Mid-Market Acquisition Account Executive

About the Job:

The Mid-Market Acquisition Account Executive will drive LaunchDarkly’s growth by acquiring new enterprise customers. Acting as the "quarterback" for a defined territory, you will develop and execute strategic plans, generate new opportunities, and deliver tailored solutions to demonstrate LaunchDarkly's value.

Responsibilities:

• Territory Management: Develop and maintain comprehensive territory and account plans.
• Pipeline Generation: Secure consistent new opportunities through targeted outreach and account research.
• Revenue Growth: Achieve quarterly revenue and new logo acquisition targets.
• Customer Engagement: Build strong relationships with champions and decision-makers, developing compelling business cases.
• Collaboration: Work with SDRs, SEs, and other teams to ensure seamless execution and customer success.
• Strategic Thinking & Execution:

• Design and execute long-term strategies that drive business growth within a defined territory.
• Identify and capitalize on market opportunities and align them with company objectives.
• Adapt strategies as market dynamics evolve, ensuring continuous growth and a competitive edge.

• Enterprise Sales Expertise:

• Proven track record in enterprise sales, including lead generation, opportunity identification, negotiation, and closing high-value deals.
• Deep understanding of the enterprise sales cycle and the ability to manage complex, multi-stage deals.
• Skilled in selling to C-suite executives and senior decision-makers, developing customized solutions that address business needs.

• Customer-Centric Problem Solving:

• Assess customer pain points and design tailored solutions that create measurable value.
• Build long-term relationships with key customers, acting as a trusted advisor to solve their business challenges.
• Overcome obstacles and find innovative solutions to meet customer needs.

• Independent Decision Making:

• Work autonomously with minimal day-to-day supervision, making sound decisions based on analysis of data and situational factors.
• Take ownership of the territory, managing customer acquisition with confidence and minimal instruction.
• Prioritize tasks and make decisions quickly, ensuring alignment with broader business goals.

• Analytical Skills & Data-Driven Insights:

• Analyze market data, sales metrics, and customer insights to inform strategies and decision-making.
• Evaluate diverse factors to identify trends, resolve complex issues, and optimize sales efforts.
• Use CRM and sales tools to track and analyze performance.

• Negotiation & Deal Structuring:

• Negotiate large-scale, complex contracts, balancing customer needs with company goals.
• Create mutually beneficial agreements that result in long-term business relationships.
• 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 C-suite executives, ensuring clear understanding and alignment.
• Communicate complex ideas concisely and compellingly to diverse audiences.

• Collaboration & Team Leadership:

• Collaborate effectively with cross-functional teams, including marketing, 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 sales outcomes and consistently meeting or exceeding targets.
• Demonstrate motivation by performance metrics and commitment to continuous improvement.
• Take ownership for results, holding oneself accountable for achieving objectives.

Qualifications:

• 3-5+ years of sales experience, with a focus on net-new logo acquisition.
• Proven success in selling technical solutions to CIO/CTO-level personas in competitive or unbudgeted environments.
• Strong track record of exceeding quotas and managing complex sales cycles.
• Understanding of IT infrastructure and organizational structures.
• Expertise in account planning, stakeholder mapping, and value articulation.
• Proficiency in sales methodologies like discovery frameworks and cost justifications.

Pay:

Target pay ranges based on Geographic Zones* for Level 3:

• Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, 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 **

LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.

*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas. **Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.

About LaunchDarkly:

Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform help