Mid-Market Acquisition Account Executive

The Mid-Market 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.

Responsibilities

Develop and maintain comprehensive territory and account plans; Secure consistent new opportunities through targeted outreach and account research; Achieve quarterly revenue and new logo acquisition targets; Build strong relationships with champions and decision-makers, developing compelling business cases; Work with SDRs, SEs, and other teams to ensure seamless execution and customer success; 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; 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; 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; 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; 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; 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; 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; 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; 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

Requirements

3-5+ 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

Benefits

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