Mid-Market Account Executive

The posting, as LaunchDarkly wrote it

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.
• Analytic

[…]
nd 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 .

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