LaunchDarkly

• Provide legal input to product, engineering, and go-to-market teams on data privacy, intellectual property, and compliance considerations, with support from senior legal team members as needed • Translate legal guidance into clear recommendations for stakeholders, escalating higher-risk or novel issues appropriately • Draft, review, and negotiate legal documents, including corporate documents, IP licenses, and marketing agreements • Contribute to the development and maintenance of legal templates, playbooks, and processes to improve consistency and efficiency • Partner with cross-functional teams to support compliance initiatives and implementation of company policies • Partner with and manage outside counsel where specialized expertise is required • Assist with legal support for international operations, including coordinating with outside counsel where appropriate • Help develop and deliver training across the organization on relevant legal topics • Advise and assist on general legal needs as they arise

• Contribute to the design, development, and maintenance of scalable and performant solutions for experimentation and data-driven products, with attention to usability and maintainability • Collaborate with senior engineers on architectural decisions that impact system scalability and performance • Lead limited scope features from definition to deployment • Help identify and troubleshoot performance issues and participate in efforts to optimize service reliability • Work closely with product managers, engineers, data scientists, and designers to implement new features and iterate on existing functionality • Participate in code reviews to support code quality and share constructive feedback with teammates • Write clean, maintainable, and well-tested code that enhances the reusability and readability of team systems • Contribute to the team’s efforts to improve observability, monitoring, and operational excellence • Help investigate and resolve production issues, occasionally partnering with customer support or other teams as needed • Collaborate across functions to align on priorities, surface blockers, and improve team workflows • Learn from and support more senior engineers, and contribute to a culture of growth, inclusion, and continuous improvement • Stay current with industry trends related to software development, experimentation, and backend technologies • Demonstrate curiosity, creative thinking, and a proactive mindset in problem-solving

Role Description The Enterprise 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 - 8+ 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. Requirements - 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 - $242,000 - $333,000 - Zone 3: All other US locations - $229,000 - $314,000 - 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 the Foundation trial and activation experience from signup through SDK integration • Work from the team's evidence base — customer insights data, product analytics funnel analysis • Design the agentic onboarding experience • Improve advanced feature discoverability • Contribute to roadmap decisions alongside your product manager and engineering manager peers

• Lead threat modeling engagements on the features and services where the risk warrants it. • Partner with the ProdSec lead to evolve the practice from on-request to repeatable. • Own day-to-day triage of CNAPP findings end to end. • Contribute to SDLC tooling, SAST/SCA workflows, and bug bounty triage. • Partner with product engineering teams as a trusted reviewer. • Bring AI to the work to accelerate triage, summarize findings, and reduce toil. • Push the security floor up over time through documentation, office hours, and tooling improvements.

Title: Inbound Sales Development Representative - EMEA Location: London, England, United Kingdom Job Description: About the Job: Our Sales Development team is designed to be the best place to start your rapid rise in the world of software, whether you’re new to sales or excited to start fresh in the tech industry. What makes LaunchDarkly special? LaunchDarkly is redefining how software is built and delivered. By joining our team as an SDR, you will receive: - Continuous career development and pathing opportunities from a dedicated Sales Leadership and Enablement team - High earning potential for individual performance - Hybrid working environment in our London Office - Sales training in MEDDPICC and Command of the Message - Positive visibility with revenue leadership as part of an outbound focused GTM team and culture of celebration - Flexible PTO Your Impact: As an Inbound SDR, you will contribute to our Go-To-Market strategy and help accelerate the company’s growth goals. You will: - Act as the first point of contact for inbound leads, leading with a fast, thoughtful, and consultative first approach - Respond quickly to demo requests, pricing inquiries, event leads, and trials - speed-to-lead is critical - Thoroughly qualify inbound prospects, taking a customer-first approach and connecting them with the right resources or scheduling a call with an Account Executive - Maintain dashboards to track daily metrics, opportunity progress, and pipeline optimization Responsibilities: - Demonstrate a self-starter mentality by getting creative in engaging qualified inbound prospects and converting them into meetings and pipeline - Follow automated and standardized processes using your Pipeline Generation Playbook to: - Generate interest, qualify, and convert a high volume of marketing leads into prospective customers - Create sales-ready meetings and opportunities for Account Executives - Execute call, LinkedIn, and email campaigns to qualify inbound leads - Meet and maintain daily, monthly, quarterly, and annual pipeline quotas to achieve sales goals - Remain highly organized - staying on top of multiple different lead types and tasks - Utilize tools such as Salesforce, LinkedIn Sales Navigator, Cognism, Outreach, and Nooks Bonus Points If You Have These: - You love to learn, grow and excel in whatever you do - whether that has been in sales or not. If you have some awesome achievements, tell us about them! - Demonstrated history of persistence and a sense of urgency Please note this role is a Hybrid position, requiring a minimum of 3 days in our London Office. About LaunchDarkly: 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. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations. The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by: - 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 At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status.

• Execute logistics for tradeshows, roadshows, and internal events in alignment with established plans and objectives • Develop and maintain run-of-show documents, ensuring accuracy and alignment with stakeholder inputs • Coordinate event operations including venue logistics, BEO requirements, AV setup, and shipping timelines • Partner with Sales, Field Marketing, and Product Marketing to support event goals, staffing coordination, and on-site activities • Manage day-to-day communication with vendors (agencies, production, venues, freight, staffing) to ensure timely delivery of services • Track event timelines and deliverables, escalating risks or issues as needed to ensure successful execution • Support budget tracking and expense reconciliation, ensuring adherence to approved budgets • Assist in the documentation and maintenance of event playbooks, templates, and standard operating procedures • Provide on-site event support to ensure smooth execution and resolve operational issues as they arise

Title: Technical and Agentic Enablement Lead Location: Remote - US About the Job: LaunchDarkly is seeking a unique combination of someone who can deliver exceptional technical enablement and build the AI systems that scale it. This role sits at the intersection of technical enablement and agentic workflows. You will own the technical enablement program for our Solutions Engineering organization, as well as partner closely with Solutions Architects to ensure technical fluency across the org. In parallel, you will design and deploy AI-powered systems that improve field effectiveness, reduce manual effort, and transform how enablement is delivered. Success in this role requires operating as an AI-native practitioner, embedding AI into how you work, how enablement is delivered, and how the field engages. You will deliver high-impact programs while continuously evolving them into scalable, intelligent systems. Responsibilities: - Own Technical Enablement - Own the design and execution of technical enablement for Solutions Engineering, including onboarding, product launches, competitive positioning, and skills development - Deliver high-impact live, virtual and on demand training, certifications, and workshops - Define competency frameworks and partner with leadership on team development - Expand technical fluency across the broader GTM organization where relevant - Measure and improve readiness through clear performance metrics - Build Agentic Enablement Systems - Design and deploy AI workflows and agents that support technical sellers in their daily workflows (e.g., discovery prep, demo support, objection handling, knowledge retrieval) - Systematically automate repeatable enablement activities to improve scale and consistency - Partner cross-functionally to prioritize, launch, and drive adoption of AI-powered field solutions - Scale Enablement Through AI - Identify and implement high-impact AI use cases across content, operations, and program delivery across the enablement team - Build agents and shared workflows that increase leverage across the team and teach team how to use and replicate so capability grows - Own the AI structure and foundation that ensures effective, consistent, scalable solutions across the team - Model AI-native ways of working and help others adopt them - Drive Cross-Functional Impact - Collaborate with GTM, Product, PMM, RevOps, and Field Operations to align enablement with business priorities - Represent technical field needs in roadmap and prioritization discussions - Manage programs end-to-end, from scoping through execution and iteration - Play an active role in GTM operating rhythms, including COE reviews, QBRs, and leadership updates About You: - Equally strong as a technical educator and a systems builder - Motivated to replace manual work with scalable, AI-driven solutions - Structured thinker who brings clarity to complex, ambiguous problems - Collaborative and effective at working across teams without formal authority - Proven innovator who experiments early and scales what works Qualifications: - 8+ years in a SaaS technical GTM role (e.g., Solutions Engineering, Solutions Architecture, Technical Sales, or Enablement) - Experience delivering technical training and enablement programs for field teams - Hands-on experience building AI-driven tools, agents, or automations with real-world usage - Strong technical fluency, including the ability to read and debug code - Experience with modern AI tooling (e.g., Relevance AI, Claude, LangChain) - Deep understanding of the technical sales lifecycle and field engagement models - Familiarity with value-based selling methodologies (e.g., MEDDPICC, Force Management) - Experience with common GTM tools (e.g., Salesforce, Gong, Highspot, Outreach) - Strong program management and execution skills Nice to Haves: - Programming experience (Python or JavaScript) - SQL for data analysis and workflow troubleshooting - Familiarity with LaunchDarkly or similar developer-focused platforms - Background in high-growth developer tools, API-first, or AI/ML companies Why This Role Matters: This role will shape how technical enablement is delivered and scaled at LaunchDarkly—combining hands-on program execution with the systems that make it more effective over time. Pay: Target pay ranges based on Geographic Zones* for Level 5: - Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $152,000 - $210,000** - Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $137,000 - $189,000** - Zone 3: All other US locations - $129,000 - $178,000** 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. About LaunchDarkly: 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. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations. The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by: - 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 At LaunchDarkly, we believe in the power of teams. We're building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com. Do you need a disability accommodation? Fill out this accommodations request form and someone from our People Operations team will contact you for assistance. Your safety matters to us. To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from @LaunchDarkly.com email addresses or via LinkedIn from "Verified Recruiter" accounts. Be cautious of emails from other domains. Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email.

• With partnerships team, create a prioritization & investment framework based on customer value, revenue influence, market positioning, and strategic fit • Define joint value propositions and connect them to our overall product positioning • Build & execute joint GTM plans that translate partner strategy into pipeline (campaigns, co-sell motions, launches, and field activation) • Allocate and manage MDF and partner budgets to deliver partner-sourced and partner-influenced pipeline accountabilities. • Build templatized playbooks and automated campaigns for smaller partner activations • Work with demand marketing to integrate partners into campaigns that drive engagement and conversion • Manage the pipeline of inbound co-marketing requests with a strategic filter • With partnerships team, support enablement of both LaunchDarkly & partner field teams. • Create partner-focused assets (one-pagers, demo guides, case studies) • Track and report on partner influence on pipeline and adoption

• Independently negotiate a variety of customer-related agreements including SaaS agreements, data processing agreements (DPAs), distribution/partner agreements, NDAs, and other transactions relating to the distribution and sale of LaunchDarkly’s products and services. • Independently negotiate and manage vendor contracts. • Provide clear and pragmatic legal advice to non-lawyers on contract terms, including security and data privacy requirements. • Actively participate in creation and maintenance of contracting resources such as contract templates, playbooks and handbooks. • Participate in projects to improve internal processes and scale the department, including the development of associated training materials. • Develop a close working relationship with business stakeholders to facilitate efficient and effective review of agreements and deliver solutions-oriented legal advice across internal functions. • Educate, counsel, and train business owners and senior management on identified legal, regulatory and compliance risks. • Assist with implementation and maintenance of a contracts management system. • Advise and assist with LaunchDarkly’s general legal needs as needed. • Contribute to a positive team environment.