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.