Enterprise Acquisition Account Executive New Remote - US

LaunchDarkly Group; Northern (KY); Hybrid; USD 229,000 - 370,000; Full time

Benefits offered by this job

RSUs

Health insurance

Vision insurance

Dental insurance

Mental health benefits

Job summary

LaunchDarkly is seeking an Enterprise Acquisition Account Executive to drive growth by acquiring 100 percent net new logo customers in a defined US territory. You will create strategic account plans, generate opportunities, and tailor solutions that prove LaunchDarkly’s value to CIO/CTO-level buyers.

You will lead cross-functional collaboration with SDRs, SEs, and other teams to close high-value deals, manage multi-stage cycles, and optimize revenue growth across enterprise accounts in a remote

Qualifications

• 8+ years of sales experience
• Proven success selling technical solutions to CIO/CTO-level personas
• Strong quota attainment
• Understanding of IT infrastructure
• Account planning, stakeholder mapping & value articulation
• Proficiency with discovery frameworks and cost justifications

Responsibilities

• Territory management and account planning.
• Pipeline generation through targeted outreach and research.
• Achieve quarterly revenue and new logo targets.
• Build relationships with champions and decision-makers with compelling business cases.
• Collaborate with SDRs, SEs and cross-functional teams for seamless execution.
• Design and execute long-term growth strategies within a defined territory.
• Identify market opportunities aligned with company objectives.
• Sell to C-suite executives with tailored solutions.
• Assess customer pain points and create measurable value.
• Maintain autonomous ownership with data-driven decision making.

Skills

Territory management

Pipeline generation

Revenue growth

Customer engagement

Collaboration

Strategic thinking

Data analysis

Negotiation

Communication

Results-driven

Job description

Remote - US

About the Job:

The Enterprise Acquisition Account Executive will drive LaunchDarkly's growth by acquiring new enterprise customers through 100 percent net new logo generation. Owning a defined territory, you will develop and execute strategic account plans, generate new opportunities, and deliver tailored solutions that demonstrate LaunchDarkly's value. This role is ideal for someone who thrives on breaking into greenfield accounts and closing new business.

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.
• 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.
• 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.
• 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.

Pay:

Target pay ranges based on Geographic Zones* for Level 4:

• Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $269,400 - $370,480 **
• Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $242,500 - $333,410 **
• Zone 3: All other US locations - $229,000 - $314,930* *

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 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.

The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:

• 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. LD invites any applicant to review our written Affirmitive Action Plan. To do so, contact People Ops at [e-mail] .

Your safety matters to us. To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from @LaunchDarkly .com email addresses or via LinkedIn from "Verified Recruiter" accounts.Be cautious of emails from other domains. Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email. If you are ever unsure about a communication that you receive, don't click any links—visit Careers | LaunchDarkly directly for confirmed job openings and links to apply.

U.S. Standard Demographic Questions

We invite applicants to share their demographic background. Please note this optional survey is different from the EEO questions further in the application— we encourage you to answer both, as one is required for government reporting, and the other includes additional questions to further identify areas of improvement in our goal to become a more diverse and inclusive organization. Your responses will not be associated with your specific application and will not in any way be used in the hiring decision.

How would you describe your gender identity? (mark all that apply) Select...

How would you describe your racial/ethnic background? (mark all that apply) Select...

How would you describe your sexual orientation? (mark all that apply) Select...

Do you identify as transgender? Select...

Do you have a disability or chronic condition (physical, visual, auditory, cognitive, mental, emotional, or other) that substantially limits one or more of your major life activities, including mobility, communication (seeing, hearing, speaking), and learning? Select...

Are you a veteran or active member of the United States Armed Forces? Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey.Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiringprocess or thereafter. Any information that you do provide will be recorded and maintained in aconfidential file.

As set forth in LaunchDarkly’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection.As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measurethe effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categoriesis as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.