Mid-Market Account Executive

About the Job

The Mid-Market Account Executive will drive LaunchDarkly's growth across a blended book of net-new and existing accounts. Acting as the "quarterback" for a defined book of business, you will develop and execute account strategies, run technical discovery and proof-of-concept cycles, and help customers successfully test, purchase, and adopt LaunchDarkly's platform.

Responsibilities

• Pipeline Generation: Qualify and convert inbound leads at a rapid pace while prospecting into ICP target accounts.

• Value Articulation: Articulate and sell the value of LaunchDarkly's platform subscriptions and usage-based pricing model.

• Technical Discovery: Prepare for and run discovery sessions with prospects to surface core use cases and align pricing to third-party architectures (AWS, Azure, GCP).

• Solution Demonstration: Customize and deliver demos with the Solutions Engineering team, and run proofs of concept for prospects.

• Account Expansion: Own, build, and develop relationships with existing customers, uncovering and developing new opportunities within the install base.

• Customer Success: Educate, evangelize, and guide customers through successful adoption, delivering their feedback back to Product and Engineering.

• Revenue Growth: Consistently hit revenue targets across both net-new and expansion motions.

• Collaboration: Work with your manager, Sales Engineers, and cross-functional teams to ensure seamless execution and customer success.

• Strategic Thinking & Execution:

• Design and execute account strategies that balance net-new acquisition with expansion of existing customers.

• Identify and capitalize on usage-based pricing signals and third-party architecture fit to prioritize opportunities.

• Adapt strategies as customer needs and market dynamics evolve, ensuring continuous growth and a competitive edge.

• Full-Cycle Sales Expertise:

• Proven track record managing a full sales cycle, from inbound qualification and prospecting through close and expansion.

• Deep understanding of usage-based pricing models and the ability to manage discovery, demo, and proof-of-concept stages.

• Skilled in selling to Engineering Leaders, Platform Teams, CTOs, CIOs, and other technical decision-makers.

• Customer-Centric Problem Solving:

• Assess customer pain points and design tailored solutions, including proofs of concept, that create measurable value.

• Build long-term relationships with existing customers, acting as a trusted advisor who drives product adoption.

• Overcome obstacles and find innovative ways to expand LaunchDarkly's footprint within an account.

• Independent Decision Making:

• Work autonomously with minimal day-to-day supervision, making sound decisions based on account signals and data.

• Take ownership of your book of business, managing both acquisition and expansion motions with confidence.

• Prioritize tasks and make decisions quickly, ensuring alignment with broader revenue goals.

• Analytical Skills & Data-Driven Insights:

• Gain and apply an understanding of third-party cloud architectures to accurately position and price the usage-based model.

• Evaluate account signals and customer data to prioritize the accounts most likely to convert or expand.

• Keep all data current in SFDC, Aviso, and Outreach, and use these tools to track and analyze performance.

• Negotiation & Deal Structuring:

• Negotiate platform subscription agreements that balance customer needs with company goals.

• Create mutually beneficial agreements that support long-term adoption and expansion.

• 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 technical decision-makers, ensuring clear understanding and alignment.

• Communicate complex, usage-based pricing concepts concisely and compellingly to diverse audiences.

• Collaboration & Team Leadership:

• Collaborate effectively with your manager, Sales Engineering, 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 outcomes across both new-logo and expansion revenue.

• Accurately forecast sales targets on a weekly, monthly, and quarterly basis.

• Take ownership for results, holding yourself accountable for hitting quota.

Qualifications

• 2+ years of full-cycle sales experience.

• Proven track record of hitting or exceeding quota.

• Exceptional written and spoken communicator.

• Highly organized and autonomous.

• Comfortable and energized operating in a fast-moving organization.

• Entrepreneurial and self-motivated.

• Enthusiastic about learning and growing at LaunchDarkly.

• Intellectually curious and ambitious.

• Knowledge or experience in the developer tool space a plus.

• Experience selling to mid-market companies a plus.

Pay:

Target pay ranges based on Geographic Zones* for Level 3:

• Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $136,000 - $187,000**

• Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $122,000 - $168,000**

• Zone 3: All other US locations - $116,000 - $159,000**

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 suppose