Senior Manager of Sales Development, LaunchDarkly
$191-263k
+ Restricted Stock Units (RSUs)
Feature management for software teams
Be an early applicant
Feature management for software teams
501-1000 employees
Be an early applicant
$191-263k
+ Restricted Stock Units (RSUs)
501-1000 employees
Company mission
To empower all teams to deliver and control their software.
Role
Who you are
- Experience leading an inbound or SDR function as a manager, ideally across more than one motion or multiple geographies, in B2B SaaS
- A track record of building operating models and cross-functional SLAs from the ground up. You own outcomes rather than just kicking off initiatives
- Proven development of early-career SDRs into AE or closing roles, plus growing senior ICs or leads
- Experience turning inbound funnel data into rep coaching and conversion gains
- Strong cross-functional leadership across marketing, sales, product, and RevOps. You're comfortable being the connective tissue between demand and the field
- A coaching, people-first leadership style and a steadying presence
- Comfort operating in an evolving GTM motion, where demand sources and plays continue to grow and mature
- Preferred: experience selling or supporting a technical or developer-focused product
What the job involves
- We're looking for a leader to own our inbound pipeline-generation discipline, turning inbound, lead, account, and product demand into qualified pipeline for sales
- This team sits at the center of how we grow
- You'll own the output, operating model, and team to deliver across more than one motion: responding to inbound leads and hand-raisers, engaging marketing-engaged accounts, and capturing product-led demand from trials and product usage
- This is a builder's role
- You'll inherit a team producing great results and a function we're investing in, with new sources, expanding motions, and a team covering multiple geographies
- We want someone who can sustain the momentum, build incremental growth, and develop early-career reps into the next generation of top sellers
- Own inbound pipeline generation across three distinct motions: responding to inbound leads and hand-raisers, marketing-engaged accounts, and capturing product-led demand. Build the plays, enablement, and metrics each motion needs
- Build and own the operating model: SDR pipe forecasting, pipeline-gen reviews, performance management, and the SLAs and routing that move demand across self-serve, product-led, and enterprise paths. These are procedures that span marketing, sales, and product
- Lead, coach, and develop the team. Build the growth path to AE. Define what progression looks like, develop reps toward it, partner with sales leadership on how and when people graduate, and keep that path equitable across geographies. This is a core part of the job as many of our best AEs are graduated SDRs
- Stand up repeatable processes, playbooks, and onboarding so performance is consistent and not dependent on heroics
- Partner across demand generation, ABM and field marketing, sales leadership, RevOps, and product and DevRel. Engage prospects, customers, and external stakeholders directly when it moves the work forward
- Own the conversion economics across all three motions, from demand to qualified pipeline and clean handoff. Know the math, find the leaks, and improve conversion and handoff quality, recognizing decisions here carry real near-term pipeline and cost impact
- Act as the primary stakeholder for the lead-flow engine and SDR tech stack; partnering closely with RevOps and Marketing to identify friction in the funnel, improve follow-up automation, and ensure our tooling empowers reps rather than slowing them down
- Bring modern tooling and AI into the team's workflow to make reps faster and more effective, not to replace them
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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