Mid-Market Account Executive - Australia

LaunchDarkly Group; North Lismore; On-site; AUD 90,000 - 150,000; Full time

Job summary

LaunchDarkly is seeking a strategic, customer-focused Mid-Market Account Executive in Australia to own the sales cycle from evaluation to adoption. You will partner with leadership, solutions engineers, and cross-functional teams to guide mid-market organizations through purchase decisions and successful rollout.

In this fast-paced, high-growth environment, you will expand relationships, forecast accurately, and drive measurable value for customers while advancing LaunchDarkly’s market footprint

Qualifications

• 3+ years closing SaaS deals in a mid-market context.
• Consultative selling with complex sales cycles and a value-driven approach.
• Land and expand across multi-unit customer accounts.
• Deep understanding of selling to mid-market companies.

Responsibilities

• Strategic Pipeline Development: generate and manage outbound opportunities within accounts up to 2,000 employees.
• Ownership & Relationship Management: build and nurture relationships with mid-market accounts as primary contact.
• Territory & Account Planning: develop and execute plans to maximize growth and engagement.
• Customer Success & Adoption: drive successful adoption with cross-functional teams (CS, SE, support).
• Executive Engagement: communicate value to VP/C-suite stakeholders to drive decisions.
• Solution-Oriented Sales: collaborate with Solutions Engineer to align with customer objectives.
• Cross-functional Collaboration: work with internal teams to meet customer needs.
• Accurate Forecasting & Reporting: maintain forecasting accuracy for growth.

Skills

Mid-market sales

Self-starter

Growth mindset

Curiosity

Communication

Organization

Fast-paced

Tools

MEDDPICC

Command of the Message

Job description

Job Description

We’re looking for a strategic, customer-focused sales professional to help expand our Mid-Market Account Executive team at LaunchDarkly. In this role, you\'ll own the sales cycle—partnering with sales leadership, solutions engineers, and cross‑functional teams to guide mid‑market organizations through evaluation, purchase, and adoption of LaunchDarkly.

If you thrive in a fast‑paced, consultative sales environment, have a track record of closing mid‑market deals, and are eager to make an impact, we want you on our team. This is a fantastic chance to join a fast‑growing company and make a real impact.

Responsibilities

• Strategic Pipeline Development:Proactively generate and manage outbound pipeline opportunities within accounts of up to 2,000 employees.
• Ownership & Relationship Management:Build and nurture strong relationships with mid‑market accounts, serving as their primary point of contact.
• Territory & Account Planning:Develop and execute strategic plans to maximize growth and customer engagement within your territory.
• Customer Success & Adoption:Drive successful adoption of LaunchDarkly by leveraging account management best practices and collaborating with pre- and post‑sales engineering, customer success, and support teams.
• Executive Engagement:Effectively communicate LaunchDarkly’s value proposition to key stakeholders, including VP- and C‑suite executives, to elevate brand awareness and drive decision‑making.
• Solution‑Oriented Sales Approach:Collaborate closely with your Solutions Engineer to provide strategic business and technical insights that directly align with customer objectives, driving value and long‑term success.
• Cross‑functional Collaboration:Work closely with internal teams—including customer success, support, marketing, and revenue operations—to ensure customer needs are met efficiently.
• Accurate Forecasting & Reporting:Maintain high forecasting accuracy and consistency to support business growth and predictability.

About You

• Proven Sales Success: A strong track record in mid‑market software sales, consistently closing five- to six‑figure deals.
• Self‑Starter Mentality: Entrepreneurial, highly motivated, and driven to take initiative.
• Growth‑Oriented: Passionate about learning, evolving, and building a successful career at LaunchDarkly.
• Curious & Ambitious: Intellectually curious, eager to solve challenges, and motivated to exceed goals.
• Exceptional Communicator: Outstanding written and verbal communication skills, with the ability to engage and influence key stakeholders.
• Highly Organized & Independent: Skilled at managing multiple priorities with autonomy and efficiency.
• Thrives in a Fast‑Paced Environment: Energized by working in a dynamic, rapidly growing organization.

Qualifications

• Proven Sales Experience: 3+ years of proven success in a closing role at a SaaS company, consistently exceeding targets and earning recognition such as President’s Club or equivalent top‑performer awards.
• Consultative Selling Expertise: Ability to navigate and manage complex sales cycles with a value‑driven approach.
• Land & Expand Strategy: Strong track record of successfully expanding accounts across business units.
• Industry Knowledge: Deep understanding of selling to mid‑market companies
• Sales Methodologies: Experience with MEDDPICC and Command of the Message frameworks for effective deal qualification and communication.

About LaunchDarkly

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. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare "big-bang" technology migrations.

• 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

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.

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