LaunchDarkly

• Support Professional Services engagements focused on AI-enabled and traditional software delivery • Partner with customers to implement feature management into their LLM-powered applications • Help implement rollout patterns for AI progressive exposure, guardrails, kill switches, and prompt/model experimentation • Contribute to reference implementations, integrations, and prototypes • Work hands-on in customer environments to instrument AI systems with LaunchDarkly • Help customers building and operating chatbots integrate LaunchDarkly • Gather detailed requirements from customer architectures and recommend solutions • Serve as a knowledgeable point of contact for engineering and platform teams • Resolve common technical obstacles during engagements • Build working knowledge of LaunchDarkly and emerging AI delivery patterns • Share customer feedback with Product and Engineering teams

• Technical strategy: Set a clear, credible technical roadmap for your teams and communicate it up, down, and across the org. • Team leadership: Manage and grow a group of engineering managers and senior engineers. Hire, coach, and retain strong technical talent. • Cross-team execution: Drive complex, multi-team initiatives from design through delivery, including large migrations and infrastructure evolution. • Operational excellence: Own reliability and performance for systems in the critical path for customers, with real rigor around on-call, incident response, and observability. • Cross-functional partnership: Work closely with product, design, and other engineering leaders to align technical direction with business priorities. • Modern engineering practice: Bring emerging tools and AI-assisted development into your team's day-to-day to increase leverage. • Culture carrier: Build a high-trust, high-agency engineering culture, and act as a mentor and multiplier across the org.

• Qualify and convert inbounds leads at a rapid pace • Successfully prospect into ICP target accounts • Articulate and sell the value of LD’s platform subscriptions • Prepare for and run discovery sessions with new prospects to articulate LaunchDarkly’s core use cases and the value of the usage based pricing model • Gain an understanding of third party architectures (AWS, Azure, GCP) to accurately position and price our usage based model • Customize and deliver demos with the Solutions Engineering team • Run a proof of concept for prospects • Own, build and develop the relationship with existing customers, demonstrating product usage and capabilities and developing new opportunities • Develop new opportunities from our existing customers • Consistently hit revenue targets • Educate, evangelize, and guide our customers through a successful adoption of LaunchDarkly • Deliver customer feedback for our product and engineering teams • Maintain up-to-date knowledge of our product and processes • Keep all data in tools up to date; SFDC, Outreach, Nooks, Pocus, Claude • Accurately forecast sales targets on a weekly, monthly, quarterly basis

Role Description Solutions Architects at LaunchDarkly are the core of our elite Professional Services organization, helping customers decouple deploy from release to enable rapid, reliable, and safe software delivery. As a key member of the Revenue team, you will apply your technical expertise to guide customers through transformative implementations of LaunchDarkly, acting as a trusted advisor throughout their journey. As a Solutions Architect – AI, you will lead strategic engagements focused on helping customers adopt and operationalize AI-powered applications and platforms using LaunchDarkly. This includes supporting use cases such as: - Feature-gated AI rollouts - Safe experimentation with LLM-driven systems - AI governance - Progressive delivery of agentic workflows In this role, you will work closely with engineering, platform, and AI leaders to help them integrate LaunchDarkly into modern AI architectures, ensuring AI systems are released safely, observed continuously, and optimized through experimentation. As a Solutions Architect, you'll do more than advise — you'll build alongside customer engineering teams, integrating LaunchDarkly directly into their systems and shipping working implementations into production. You'll establish best practices for AI delivery, experimentation, and governance, and then prove them out in code. Responsibilities - Lead complex Professional Services engagements focused on AI-enabled and traditional software delivery, aligning customer goals with LaunchDarkly best practices. - Partner with customers to design and build feature management into their LLM-powered applications, agentic workflows, and internal AI platforms. - Design and help implement safe rollout patterns for AI — progressive exposure, guardrails, kill switches, and prompt/model experimentation — directly in the customer's codebase. - Build reference implementations, integrations, and prototypes alongside customer engineers — writing production-quality code that demonstrates the pattern, not just a slide describing it. - Work hands-on in customer environments to instrument AI systems with LaunchDarkly at inference-time and workflow-level decision points. - Support customers building and operating chatbots, copilots, and agent-based systems, helping them integrate LaunchDarkly into inference-time and workflow-level decisions. - Apply a consultative approach to understand customer architectures, gather detailed requirements, and influence key technical and organizational decisions. - Act as a trusted technical advisor to engineering, platform, DevOps, and AI leaders. - Identify and resolve technical obstacles that hinder value realization, particularly in complex, distributed, or AI-driven systems. - Establish yourself as a subject matter expert on LaunchDarkly and emerging AI delivery patterns, continuously evolving your expertise as the landscape changes. - Advocate for customers by synthesizing feedback and collaborating with Product and Engineering teams to shape future AI-related capabilities. Qualifications - 4+ years in enterprise software, platform engineering, or solutions architecture, with a hands-on, consultative approach. - You can write production-quality code in one or more modern languages (Python, Java, JavaScript/Node.js, Go, or similar) and can independently build and ship working integrations and prototypes in a customer's repository — not just architect them. - Hands-on experience with AI-assisted development tools (Claude Code, Cursor, or similar). - Understanding of Model Context Protocol (MCP) or similar tool-augmented/agent-based approaches, or strong interest in learning. - Ability to guide customers in DevOps, CI/CD, and modern release practices, including experimentation and progressive delivery. - Experience delivering across the full SDLC in enterprise environments and leading teams through development or platform transformations. - Strong grasp of how feature management and experimentation platforms accelerate and de-risk software delivery. - Hands-on experience with a major cloud provider (AWS, Azure, or GCP), Linux, and containers. - Open to 20% travel. Requirements - Target pay ranges based on Geographic Zones for Level 4: - Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $171,000 - $235,400 - Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $154,000 - $211,000 - Zone 3: All other US locations - $145,000 - $200,000 - Exact compensation may vary based on skills, experience, and location. - Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary. Company Description Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. - Improving the velocity and stability of software releases, without the fear of end customer outages. - Delivering targeted experiences by easily personalizing features to customer cohorts. - Maximizing the business impact of every feature through the ability to experiment and optimize. - Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types. - Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability.

• Design, build, and operate distributed, data-intensive backend systems that power Data Platform capabilities across Experimentation, Metrics, Release Guardian, Observability, Agent Control, and other product areas • Own and improve production data infrastructure, including streaming and batch pipelines, analytical data stores, warehouse export systems, observability, alerting, reliability, and performance • Debug and resolve complex production issues across data pipelines, databases, cloud infrastructure, and distributed systems, including participating in the team’s on-call rotation • Partner with product managers, frontend engineers, UX designers, and other product engineering teams to deliver reliable customer-facing data capabilities • Write and review technical proposals, contribute to architecture decisions, and help the team make thoughtful trade-offs around scalability, reliability, cost, and operability • Improve engineering standards, testing practices, deployment safety, observability, tooling, and operational processes for Data Platform systems • Write maintainable, well-tested code and actively participate in code reviews, design reviews, and production readiness discussions

Role Description As a Senior Enterprise Account Executive, you will play a pivotal role in nurturing and expanding relationships with large enterprise accounts within your designated territory. You should possess exceptional business acumen, a customer-centric approach, and the self-motivation to thrive with minimal supervision. Moreover, you must be adaptable and proficient in wearing multiple hats as you take on this crucial responsibility. Responsibilities: - Ownership of Large Enterprise Accounts: You will be the primary point of contact and relationship owner for large enterprise accounts within your territory. - Territory and Account Planning: Develop comprehensive territory and account plans, proactively drive outbound pipeline generation independently, and collaborate effectively with Business Development Representatives. - Ensure Successful Adoption: Ensure the seamless adoption of LaunchDarkly within these large enterprises through robust account management. Coordinate closely with pre-and-post sales engineering, customer success, and support teams to guarantee client satisfaction. - Elevate LaunchDarkly's Visibility: Increase LaunchDarkly's visibility and communicate our value proposition effectively to Vice Presidents and C-Suite executives within these large enterprises. - Collaboration with Solutions Engineers: Work closely with your solutions engineer counterpart to deliver both business and technical value to prospects and customers. - Cross-functional Collaboration: Collaborate with internal teams, including product support, developer relations, marketing, and revenue operations, to align our offerings with customer business needs effectively. Qualifications - 7+ years of Enterprise (closing) Sales Experience - Experience selling DevOps products or a strong technical understanding of developer workflows and pain points, with the ability to communicate how solutions address these challenges. - Demonstrable track record of consistently meeting or exceeding quota expectations. - Expertise to navigate consultative sales cycles with Executive-level stakeholders at Fortune 500 companies. - Experience implementing and succeeding with a Land & Expand SaaS Sales strategy, effectively expanding business within large enterprise accounts. - Recent experience working for an emerging technology software company is a significant plus. - Familiarity with and experience using the MEDDPIC sales methodology is advantageous. - Travel: expected range of 25% to 50% as needed Requirements - Entrepreneurial and Self-Motivated: You are driven and proactive, taking ownership of your role and responsibilities. - Passion for Learning and Growth: You are enthusiastic about continuous learning and personal development at LaunchDarkly. - Intellectual Curiosity and Ambition: You have a hunger for knowledge and strive for ambitious goals. - Excellent Communication: Your written and spoken communication skills are outstanding. - Highly Organized & Autonomous: You are capable of efficiently managing your workload and thrive in an environment that encourages autonomy. - Adaptability: You excel in a fast-paced and dynamic organizational setting. Benefits - Target pay ranges based on Geographic Zones for Level 4: - Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $269,000 - $370,000 - Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $242,500 - $333,000 - Zone 3: All other US locations - $229,000 - $314,000 - Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.

• Drive technical discovery, architecture design, and PoC implementation throughout the pre-sales lifecycle. • Partner with Account Executives and Customer Success Managers to craft compelling technical value propositions. • Deliver high-impact demonstrations, workshops, and proposals tailored to C-level and technical stakeholders. • Cultivate trust and credibility with customers, identifying technical champions and positioning as a strategic advisor. • Liaise between customers and internal Product and Engineering teams to relay feedback and influence product roadmap. • Lead cross-regional technical initiatives and enhance SE tools, processes, and frameworks for global scalability. • Mentor junior team members, foster technical excellence, and share industry best practices across the SE team. • Maintain expert-level knowledge of LaunchDarkly’s platform, integrations, industry trends, and emerging technologies. • Respond to RFPs, and manage technical environments to support enterprise sales motions. • Translate complex client requirements into scalable, sustainable, and technically sound solutions. • Represent LaunchDarkly at industry events and customer engagements through travel as needed.

• Build, improve, and operate backend services that power LaunchDarkly’s Flag Delivery systems. • Contribute to systems that support streaming and polling delivery models for LaunchDarkly SDKs. • Debug production issues, improve service reliability, and help the team maintain strong standards around latency, availability, observability, and operability. • Work with technologies and patterns common to modern distributed backend systems, including caching layers, network services, concurrency, failure handling, and cloud infrastructure. • Collaborate closely with partner teams including SDK, Platform, SRE, Security, and Enterprise to deliver improvements across the broader platform. • Participate in the on-call rotation and take ownership of the systems you help build. • Learn the existing architecture deeply and make pragmatic improvements that increase system clarity, performance, and maintainability. • Use AI as part of your engineering workflow with sound judgment, including knowing when to use it, how to direct it effectively, and how to verify or reject its output. • Reason clearly about code, architecture, and whole-system behavior even when AI is in the loop.

Role Description As a Senior Technical Support Engineer, you will report to the APJ Technical Support Manager and take ownership of complex customer issues while driving improvements across the support organization. You will serve as a subject matter expert on the LaunchDarkly platform, mentor less experienced team members, and work cross-functionally with Engineering, Product, and Customer Success to improve the customer experience. You are someone who brings deep technical knowledge, independent judgment, and a bias toward action. You value opportunities to lead and to build, not just to resolve. If you're curious and excited about improving the lives and work of software developers worldwide, this role will be a great fit! Responsibilities - Resolve complex, ambiguous customer issues independently, applying in-depth knowledge of LaunchDarkly's platform, SDKs, and integration patterns. - Serve as an escalation point for the APJ team on non-routine cases, providing a recommended course of action and driving issues to resolution. - Identify systemic trends in support cases and lead initiatives to improve internal workflows, tooling, or documentation. - Collaborate with Engineering and Product on high-impact bugs and feature gaps, influencing prioritization based on customer data. - Mentor and develop junior team members, contributing to onboarding programs and knowledge sharing across the team. - Participate in cross-functional programs that extend support's impact beyond ticket resolution. Qualifications - Typically requires a minimum of 8 years of related professional experience in a technical support, software engineering, or equivalent customer-facing technical role. - Experienced in resolving complex, multi-variable technical problems where the path forward requires evaluation and judgment, not just procedure. - Fluent in at least one programming language (e.g., Node.js, Java, PHP) with strong working knowledge of modern software delivery practices. - Capable of directing your own work and determining methods on new or undefined assignments with minimal oversight. - Skilled at adapting communication to different audiences, including advising engineers and non-technical stakeholders on complex matters. - Experienced building working relationships across teams and influencing outcomes outside your immediate area. - Based in Australia, with working hours aligned to APJ business hours. Pay Target pay range for a Level 4: AUD $135,000 - $186,000 - Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary. Company Description Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. - Improving the velocity and stability of software releases, without the fear of end customer outages. - Delivering targeted experiences by easily personalizing features to customer cohorts. - Maximizing the business impact of every feature through the ability to experiment and optimize. - Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types. - Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability.

Role Description As a Senior Deal Desk Analyst, you will report to the Director, Deal Management and serve as a critical partner across the quote-to-cash process. You'll work at the intersection of Sales, Legal, Finance, and RevOps and help design the commercial engine that powers LaunchDarkly's most strategic deals. The ideal candidate brings deep expertise in enterprise software deal structures, SaaS commercial terms, revenue recognition and is actively curious about how Agentic AI can reshape the way Deal Desk teams operate. You'll be a trusted advisor to our Growth, Enterprise, and Strategic Sales teams. You’ll not just be a reviewer of deals, but a shaper of them. You'll bring structure to complexity, clarity to ambiguity, and velocity to deals that matter most. When a deal gets hard, you're the person in the room everyone wants. But this role is more than executing playbooks. We're building a Deal Desk function that operates at the leading edge; one that leverages AI to move faster, think smarter, and scale without adding headcount. The right candidate isn't just comfortable with change; they're energized by it. They see AI as a force multiplier. LaunchDarkly is a dynamic, high-growth company. You'll thrive here if you bring a startup mentality: resourceful under pressure, decisive in ambiguity, and focused on outcomes over activity. Responsibilities - Serve as a trusted advisor to the Growth, Enterprise, and Strategic Sales teams on deal construction and negotiation of complex transactions. - Own and manage a book of business, working closely with Sales leaders to support, guide, and track high-value deal negotiations. - Review proposed deals, provide feedback/coaching, ensure accuracy/compliance with published policies, and approve, reject, or escalate deals as needed using sound business judgment. - Review commercial redlines and draft terms as needed to help close deals. - Enforce established processes to ensure data integrity and consistency across closed opportunities. - Ensure contracts and supporting documents are fully executed and uploaded to the contract management system. - Become a subject matter expert in the CPQ tool; support its configuration and functionality. - Train new Account Executives on opportunity creation and bookings processes. - Coordinate information flow across Sales, Professional Services, Legal, Finance, and RevOps to facilitate seamless deal execution. - Ensure the deal review and approval processes follow company policies and compliance standards. - Contribute to the development and implementation of deal desk policies, processes, and procedures. - Foster strong cross-functional relationships to streamline and support the deal process. - Explore, pilot, and champion the use of Agentic AI tools to streamline deal review, contract analysis, approval routing, and cross-functional coordination. Qualifications - 5–10+ years of experience in the Software/SaaS industry, with exposure to Deal Desk, Finance, or Revenue Operations. - Ability to comprehend and draft contractual business terms and conditions. - Proven ability to manage high deal volume and tight deadlines, especially during quarter-end. - Familiarity with SaaS metrics, including Annual Recurring Revenue (ARR). - Analytical, self-motivated, and confident in making data-informed decisions. - Excellent verbal and written communication skills with a collaborative, solution-oriented mindset. - Strong attention to detail and accuracy. - Experience using CRMs (e.g., Salesforce) and quoting tools. - Proficiency with Microsoft Excel. - Demonstrated curiosity or hands-on experience with AI tools. Preferred Experience - Bachelor’s degree in Business, Economics, Finance, Law, or a related field. - Knowledge of software revenue recognition is a plus. Pay - Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $121,000 - $167,000 - Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $109,000 - $150,000 - Zone 3: All other US locations - $103,000 - $142,000 Benefits - Restricted Stock Units (RSUs) - Health, vision, and dental insurance - Mental health benefits in addition to salary