About this role
About the Role 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 test, purchase, and adopt LaunchDarkly's platform. What You'll Do
- 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. What We're Looking For
- 2+ years full-cycle sales experience
- Track record of hitting quota
- Experience selling to technical decision-makers
- Knowledge of cloud architectures
- Strong communication and autonomous work style
- Proficiency with tools: AWS, Azure, GCP, SFDC, Aviso, Outreach Compensation & Benefits
- Salary: $116,000-$187,000 per year (USD).