Mid-Market Account Executive

Bazeta; United States; Remoto; USD 116.000 - 187.000; Tempo integral

Resumo da vaga

LaunchDarkly is seeking a Mid-Market Account Executive in the United States with a proven ability to manage a full sales cycle. You will drive growth across a blended book of net-new and existing accounts, coordinating with Sales Engineers to run technical discovery, demos, and proofs of concept.

You will own account strategies, hit revenue targets, and guide customers through adoption while collaborating with cross-functional teams to ensure success and expansion within the install base.

Qualificações

• 2+ years of full-cycle sales experience.
• Proven track record of hitting quota.
• Excellent written and spoken communicator.
• Autonomous and highly organized.

Responsabilidades

• Pipeline Generation: Qualify and convert inbound leads and prospect into ICP target accounts.
• Value Articulation: Sell the value of platform subscriptions and usage-based pricing.
• Technical Discovery: Run discovery sessions to surface use cases and align pricing to architectures (AWS, Azure, GCP).
• Solution Demonstration: Deliver demos with Sales Engineers and run proofs of concept.
• Account Expansion: Develop relationships within the install base and uncover new opportunities.
• Customer Success: Guide customers through adoption and feedback to Product/Engineering.
• Revenue Growth: Hit revenue targets across net-new and expansion motions.
• Collaboration: Work cross-functionally to ensure seamless execution.

Conhecimentos

Full-cycle sales

Quota attainment

Communicator

Descrição da vaga

# Mid-Market Account ExecutiveUnited States2 hours agoID 4589556Price on request## DetailsEmployment type: Full-timeRemote: YesCompany: LaunchDarklyLevel: Director## DescriptionAbout 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.... Source: Jobicy (https://jobicy.com/jobs/158277-mid-market-account-executive-8)This listing comes from a partner feed. Apply on the source website.