About the Job: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:- Territory Management: Develop and maintain comprehensive territory and account plans.
- Pipeline Generation: Secure consistent new opportunities through targeted outreach and account research.
- Revenue Growth: Achieve quarterly revenue and new logo acquisition targets.
- Customer Engagement: Build strong relationships with champions and decision-makers, developing compelling business cases.
- Collaboration: Work with SDRs, SEs, and other teams to ensure seamless execution and customer success.
- Strategic Thinking & Execution:
- 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.
- Enterprise Sales Expertise:
- 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.
- Customer-Centric Problem Solving:
- 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.
- Independent Decision Making:
- 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.
- Analytical Skills & Data-Driven Insights:
- 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.
- Negotiation & Deal Structuring:
- 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.
- Communication & Influence:
- 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.
- Collaboration & Team Leadership:
- 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.
- Results-Driven Focus:
- 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.
Qualifications:- 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.
Pay:Target pay ranges based on Geographic Zones* for Level 3:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $136,000 - $187,000**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $122,000 - $168,000**
- Zone 3: All other US locations - $116,000 - $159,000**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
