Enterprise Acquisition Account Executive, LaunchDarkly
$221-260k
OTE
Feature management for software teams
Be an early applicant
Feature management for software teams
501-1000 employees
Be an early applicant
$221-260k
OTE
501-1000 employees
Company mission
To empower all teams to deliver and control their software.
Role
Who you are
- 8+ 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
What the job involves
- The Enterprise 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
- 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
Our take
Feature flags are a powerful software development tool, allowing teams to modify system behavior without changing code, therefore minimizing risk. If a business has a new feature they want to test, they can then roll it out to a small set of users before letting it go live. These companies can, for example, get quick feedback on the new feature and fix any bugs, or roll back any changes.
LaunchDarkly allows companies to run tests like this by activating the new code for only a small set of users prior to launch. Typically running these tests requires lots of developer time - a daunting and expensive prospect for most rapidly growing businesses - and can risk disruption to the user experience if testing takes place on the live product.
The platform is used by more than 1,500 customers, including the likes of IBM, Intuit and Atlassian. Signalling a change in strategy, the company shook up its management in 2023 and is now aiming to scale its already strong growth under the leadership of Dan Rogers, a product and marketing specialist with an impressive track record at Rubrik, AWS and Microsoft. It is now well poised to develop into a leading business in the feature management space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 6 rounds)
Aug 2021
$200m
SERIES D
Jan 2020
$54m
LATE VC
Total funding: $330.3m
Company 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
Company values
- Build together, win together
- Create customer champions
- Learn and grow
- Widen the circle
- Work impactfully, work sustainably
Company HQ
Lakeside, Oakland, CA
Articles
Leadership
Edith Harbaugh
(Executive Chair)Worked as a Product Manager at Vignette, Monster Worldwide, and PlantSense. Previously Product Director at TripIt.
John Kodumal
(CTO)Prior to co-founding LaunchDarkly was Software Development Manager at Atlassian and Bytecode Anaylsis Architect for Coverity.
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