Regional Sales Director, East

LaunchDarkly Group; New York (NY); On-site; USD 302,000 - 415,000; Full time

Job summary

LaunchDarkly is seeking a Regional Sales Director to own Enterprise sales performance and strategy for the East US and Canada. You will lead a high-performing team of Enterprise Account Executives focused on new business and expansion opportunities.

You will collaborate cross-functionally to drive regional performance, forecast accurately, and guide complex enterprise engagements in a fast-growing SaaS environment.

Qualifications

• 10+ years of enterprise SaaS software sales experience, including 5+ years in enterprise sales management.
• Proven track record of meeting and exceeding quota and leading an experienced sales team across the sales cycle.
• Ability to build and lead a sales organization, including quota-carrying and forecasting experience.
• Familiarity working within a MEDDPICC and Command of the Message environment (or similar)
• Exceptional management, interpersonal, written, and presentation skills.
• Ability to thrive in a fast-paced, high-growth, rapidly changing environment.
• Understanding of how software delivery platforms can improve engineering productivity, release velocity, and delivery confidence.

Responsibilities

• Oversee a high-performing East sales team focused on new business and expansion opportunities.
• Lead, develop, and manage a group of Enterprise Account Executives, calling on businesses with more than 1,000 employees (including Fortune 500 accounts, $1M Install Base).
• Provide executive leadership, including sales forecasting, territory assignments, sales coaching, and commission planning.
• Assist with selling activities as appropriate and ensure the sales team is working collaboratively with Operations, Sales Engineering, and other internal and external teams.
• Work with senior leadership on the development of annual sales forecasts.Own quarterly and annual team quotas.
• Lead recruitment and retention activities.

Skills

Enterprise SaaS Sales

Sales leadership

Forecasting

Quota management

MEDDPICC

Stakeholder management

Job description

As a Regional Sales Director, you’ll own Enterprise sales performance and strategy within the East region of the US and Canada. You’ll lead a high-performing team of experienced Enterprise Account Executives focused on new business and expansion opportunities. You’ll collaborate cross-functionally to drive regional performance and support complex enterprise sales engagements.

This role is ideal for a sales leader who understands the developer tools space, is passionate about solving complex problems, and can thrive in a high-growth SaaS environment. This role will report to our VP Americas and will have a Central & West team counterpart.

Responsibilities:

• Oversee a high-performing East sales team focused on new business and expansion opportunities.
• Lead, develop, and manage a group of Enterprise Account Executives, calling on businesses with more than 1,000 employees (including Fortune 500 accounts, $1M Install Base).
• Provide executive leadership, including sales forecasting, territory assignments, sales coaching, and commission planning.
• Assist with selling activities as appropriate and ensure the sales team is working collaboratively with Operations, Sales Engineering, and other internal and external teams.
• Work with senior leadership on the development of annual sales forecasts.Own quarterly and annual team quotas.
• Lead recruitment and retention activities.

Qualifications:

• 10+ years of enterprise SaaS software sales experience, including 5+ years in enterprise sales management.
• Proven track record of meeting and exceeding quota and leading an experienced sales team across the sales cycle.
• Ability to build and lead a sales organization, including quota-carrying and forecasting experience.
• Familiarity working within a MEDDPICC and Command of the Message environment (or similar)
• Exceptional management, interpersonal, written, and presentation skills.
• Ability to thrive in a fast-paced, high-growth, rapidly changing environment.
• Understanding of how software delivery platforms can improve engineering productivity, release velocity, and delivery confidence.

Pay:

Target pay ranges based on Geographic Zones* for Level M4:

• Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $301,800 - $414,920 **
• Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $271,600 - $373,450 **
• Zone 3: All other US locations - $256,500 - $352,660* *

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 Affimative Action Plan. To do so, contact People Ops at [e-mail] .

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.

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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.

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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.