Solutions Engineer, LaunchDarkly

• You love building strong customer relationships and creating internal advocates for our solution
• You don’t wait to be asked - you see what needs to be done and make it happen
• You can clearly articulate business value, tying technical solutions to real-world outcomes
• Humble – You value collaboration, seek feedback, and focus on team success
• Hungry – You’re self-motivated, go the extra mile, and close big deals
• Smart – You read rooms, tailor your communication, and connect with diverse audiences
• Energetic – You bring enthusiasm and urgency, inspiring action and keeping momentum high
• You seek and apply feedback, constantly refining your approach
• You learn quickly, whether it’s new tech, sales strategies, or customer insights
• DevOps / Platform Engineering / Release Management – Solid understanding of CI/CD, feature flags, and infrastructure automation
• AI & Data Science (Nice to Have) – Knowledge of model management, inference services, or Jupyter notebooks
• Strong hands-on skills – You can design and lead technical demos, workshops, and POVs
• Comfortable with MEDDPICC, Command of the Message (CoM), or similar methodologies
• Experience working with F100, F500, or large enterprise SaaS sales
• Proven ability to drive $1M+ deals and build compelling business cases
• 5+ years in a technical sales or solutions engineering role, selling complex enterprise SaaS solutions
• Proven success leading POCs, POVs, and world-class demos
• Experience with MEDDPICC, CoM, or other structured sales frameworks
• Excellent technical and business communication skills

Desirable

• As a Senior Solutions Engineer, you’ll be the technical heartbeat of the sales process - helping land and expand enterprise deals alongside Account Executives
• Champion LaunchDarkly inside customer organisations, bridging the technical and business value to drive real impact
• You’ll lead technical evaluations, build strong champions, and craft solutions that prove why LaunchDarkly is the right choice
• This role is a mix of technical expertise, relationship-building, and sales acumen - translating complex capabilities into tangible business outcomes
• And you’ll do it all with a humble, hungry, smart, and energetic mindset
• Work as a team – Partner with AEs to qualify opportunities, develop account strategies, and close deals
• Come with a perspective – Challenge customers to think bigger about what’s possible with LaunchDarkly, bringing insights on best practices and industry trends
• Turn users into advocates – Build deep relationships with technical and business stakeholders so they champion LaunchDarkly when you’re not in the room
• Stay connected – Through on-site visits, regular check-ins, and ongoing discovery, you’ll always be in tune with customer needs
• Lead high-impact demos & POVs – Lead technical validations that don’t just check a box - they make customers want to buy
• Solve big problems – Craft solutions that demonstrate clear business impact
• Own the evaluation process - Guide prospects through POVs, workshops, and hands-on trials that demonstrate clear ROI
• Know the landscape – Stay ahead of DevOps, CI/CD, AI, release management, and data science trends to engage customers with authority
• Own the technical conversation – Confidently engage with both technical teams and executives, connecting technology to business value
• Advocate for customers – Provide product feedback that helps shape the roadmap
• Align cross-functionally – Work closely with Sales, Customer Success, Professional Services, Product, and Engineering to ensure customer success
• Expect up to 35% travel, primarily across the USA, for on-site customer workshops, deal closings, and industry events
• You grasp the bigger picture by understanding that software drives every business, shaping competitive advantage, revenue growth, and efficiency and able to position LaunchDarkly as a strategic enabler, not just a tool
• In 3 months, you’ll have delivered high-impact demos and POVs for key enterprise prospects, while building strong relationships with Account Executives, SE peers, and cross-functional teams
• In 6 months, you’ll have led multiple successful POVs, positioned yourself as a trusted advisor to customers, and contributed internally by shaping best practices and refining technical sales motions
• In 12 months, you’ll have played a key role in closing multimillion-dollar deals, helping expand LaunchDarkly’s enterprise footprint while also influencing strategic decisions at enterprise customers by positioning LaunchDarkly as a critical enabler of digital transformation, DevOps maturity, and AI adoption
• Your impact will contribute to the creation of an enduring, industry-defining company that continues to set the standard for feature management and software delivery