Regional Director of Strategic Sales, LaunchDarkly
$256-414k
Actual salary range is dependent on location. + RSUs
More information about location
Feature management for software teams
Open for applications
Feature management for software teams
501-1000 employees
Open for applications
$256-414k
Actual salary range is dependent on location. + RSUs
More information about location
501-1000 employees
Company mission
To empower all teams to deliver and control their software.
Role
Who you are
- Typically expects a minimum of 15 years of enterprise SaaS sales experience with a proven record of exceeding quota in complex, multi-threaded deal environments. Along with a minimum of 5 years of sales leadership experience
- Experience selling to technical buying centers—especially engineering, DevOps, platform, and product organizations
- Demonstrated success closing six- and seven-figure annual contracts
- Strong command of MEDDICC or similar enterprise qualification methodologies
- Excellent storytelling skills and the ability to translate technical concepts into compelling business outcomes
- Comfort navigating large enterprise organizations and orchestrating cross-functional deal teams
- Experience selling DevOps, developer tooling, cloud infrastructure, observability, CI/CD, or platform engineering solutions
- Previous success in a high-growth startup or scale-up environment
- Familiarity with LaunchDarkly’s ecosystem (AWS, Azure, GCP, HashiCorp, GitHub, Datadog, etc.)
- Relationships within large enterprise engineering and platform communities
What the job involves
- This role will be responsible for overseeing either the Eastern or Western region, determined by business needs and the candidate's location
- As we continue to scale globally, we’re expanding our Strategic Sales organization with high-performing leaders who can navigate complex enterprises and accelerate adoption across key markets
- As a Regional Sales Director, Strategic Sales, you will be responsible for driving net-new and expansion revenue within a portfolio of the most impactful enterprise accounts in the region
- You will develop multi-threaded relationships, orchestrate long and complex deal cycles, and position LaunchDarkly as a mission-critical part of modern software delivery
- This is a highly visible, quota-carrying role that requires a strategic mindset, strong executive presence, and deep enterprise sales expertise in the SaaS ecosystem
- Own and exceed a multi-million-dollar annual quota focused on Fortune 1000 and other high-growth strategic accounts
- Build regional strategies that expand LaunchDarkly’s footprint with engineering, DevOps, platform, and product leadership teams
- Lead complex enterprise negotiations across legal, procurement, security, and architectural stakeholders
- Champion LaunchDarkly’s value proposition, including progressive delivery, experimentation, developer productivity, and release safety
- Develop a robust pipeline through targeted outbound strategies, account-based plays, partner motions, and executive engagement
- Collaborate closely with SDRs, Marketing, and Channel teams to drive consistent top-of-funnel momentum
- Maintain disciplined pipeline hygiene and forecasting accuracy in Salesforce
- Work hand-in-hand with Sales Engineering to guide customers through technical evaluations, proof-of-value, and architecture discussions
- Partner with Customer Success to ensure seamless handoff, adoption, and long-term value realization
- Provide customer insights to Product, Engineering, and Leadership to help shape roadmap, packaging, and industry positioning
- Build trusted advisor relationships with VP+ engineering, CTO, CPO, platform, and digital transformation leaders
- Articulate how feature management reduces risk, accelerates release velocity, and supports enterprise transformation initiatives
- Represent LaunchDarkly at regional events, partner summits, and industry conferences
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.
Demonstrating its value to businesses, the platform is used by the likes of IBM, Intuit and Atlassian. Recently it has seemed to focus on further scaling its growth as it develops towards being a leading business in the feature management space.
Freddie
Company Specialist at Welcome to the Jungle
Insights
0% employee growth in 12 months
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 HQ
Lakeside, Oakland, CA
Leadership
Edith Harbaugh
(Co-founder, Executive Chair & CEO)Worked as a Product Manager at Vignette, Monster Worldwide, and PlantSense. Previously Product Director at TripIt.
John Kodumal
(Co-founder & CTO)Prior to co-founding LaunchDarkly was Software Development Manager at Atlassian and Bytecode Anaylsis Architect for Coverity.
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