About the Job: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.
Responsibilities:- 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.
Qualifications:- 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.
Pay:Target pay ranges based on Geographic Zones* for Level M3:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $191,000 - $263,000**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $172,000 - $237,000**
- Zone 3: All other US locations - $163,000 - $224,000**
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.
