Mid-Market Account Executive

The Mid-Market Account Executive will drive LaunchDarkly's growth across a blended book of net-new and existing accounts. Acting as the "quarterback" for a defined book of business, you will develop and execute account strategies, run technical discovery and proof-of-concept cycles, and help customers successfully test, purchase, and adopt LaunchDarkly's platform.

Responsibilities

Pipeline Generation: Qualify and convert inbound leads at a rapid pace while prospecting into ICP target accounts; Value Articulation: Articulate and sell the value of LaunchDarkly's platform subscriptions and usage-based pricing model; Technical Discovery: Prepare for and run discovery sessions with prospects to surface core use cases and align pricing to third-party architectures (AWS, Azure, GCP); Solution Demonstration: Customize and deliver demos with the Solutions Engineering team, and run proofs of concept for prospects; Account Expansion: Own, build, and develop relationships with existing customers, uncovering and developing new opportunities within the install base; Customer Success: Educate, evangelize, and guide customers through successful adoption, delivering their feedback back to Product and Engineering; Revenue Growth: Consistently hit revenue targets across both net-new and expansion motions; Collaboration: Work with your manager, Sales Engineers, and cross-functional teams to ensure seamless execution and customer success; Strategic Thinking & Execution: Design and execute account strategies that balance net-new acquisition with expansion of existing customers; Identify and capitalize on usage-based pricing signals and third-party architecture fit to prioritize opportunities; Adapt strategies as customer needs and market dynamics evolve, ensuring continuous growth and a competitive edge; Full-Cycle Sales Expertise: Proven track record managing a full sales cycle, from inbound qualification and prospecting through close and expansion; Deep understanding of usage-based pricing models and the ability to manage discovery, demo, and proof-of-concept stages; Skilled in selling to Engineering Leaders, Platform Teams, CTOs, CIOs, and other technical decision-makers; Customer-Centric Problem Solving: Assess customer pain points and design tailored solutions, including proofs of concept, that create measurable value; Build long-term relationships with existing customers, acting as a trusted advisor who drives product adoption; Overcome obstacles and find innovative ways to expand LaunchDarkly's footprint within an account; Independent Decision Making: Work autonomously with minimal day-to-day supervision, making sound decisions based on account signals and data; Take ownership of your book of business, managing both acquisition and expansion motions with confidence; Prioritize tasks and make decisions quickly, ensuring alignment with broader revenue goals; Analytical Skills & Data-Driven Insights: Gain and apply an understanding of third-party cloud architectures to accurately position and price the usage-based model; Evaluate account signals and customer data to prioritize the accounts most likely to convert or expand; Keep all data current in SFDC, Aviso, and Outreach, and use these tools to track and analyze performance; Negotiation & Deal Structuring: Negotiate platform subscription agreements that balance customer needs with company goals; Create mutually beneficial agreements that support long-term adoption and expansion; 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 technical decision-makers, ensuring clear understanding and alignment; Communicate complex, usage-based pricing concepts concisely and compellingly to diverse audiences; Collaboration & Team Leadership: Collaborate effectively with your manager, Sales Engineering, 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 outcomes across both new-logo and expansion revenue; Accurately forecast sales targets on a weekly, monthly, and quarterly basis; Take ownership for results, holding yourself accountable for hitting quota

Requirements

2+ years of full-cycle sales experience; Proven track record of hitting or exceeding quota; Exceptional written and spoken communicator; Highly organized and autonomous; Comfortable and energized operating in a fast-moving organization; Entrepreneurial and self-motivated; Enthusiastic about learning and growing at LaunchDarkly; Intellectually curious and ambitious

Nice to have

Knowledge or experience in the developer tool space; Experience selling to mid-market companies

Benefits

Restricted Stock Units (RSUs); health, vision, and dental insurance; mental health benefits