• 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. • 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.

• Ownership of Strategic Accounts: You will be the primary point of contact and relationship owner for several strategic accounts at LaunchDarkly (~8 total). • 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. • Elevate LaunchDarkly's Visibility: Increase LaunchDarkly's visibility and communicate our value proposition effectively to Vice Presidents and C-Suite executives. • 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.

• Develop paid media strategies to drive growth per client business objectives • Work cross-functionally to oversee completion of paid media strategies • Manage work and inputs from variety of stakeholders • Analyze and optimize cross-channel media spending around client needs, focusing on data-driven tactics • Produce bi-weekly reports for our clients with account updates, recommendations and results • Own all client communications, building strong working relationships • Redefine strategies as needed, constantly optimizing the paid media mix and layering on additional channels and tactics as needed

• Own the entire sales process from identifying new opportunities to closing deals, ensuring a seamless customer experience • Build and manage a robust pipeline of qualified opportunities, with self-generated outbound prospecting efforts as well as inbound leads, to exceed sales targets • Conduct deep discovery calls to understand prospects’ needs, challenges, and goals, positioning Truffle Security’s solutions to solve their pain points • Partner with Solutions Architects to provide product demos, align technical solutions with customer requirements and to facilitate successful proof-of-concepts (POCs) • Develop tailored proposals and manage contract negotiations with key decision-makers • Collaborate closely with Marketing and Sales Development to nurture prospects and develop targeted outreach campaigns for customer acquisition • Partner with Customer Success to drive upsell and expansion opportunities with customers • Maintain accurate and up-to-date pipeline information in our CRM (Salesforce) and provide regular updates to sales leadership on progress towards goals