Regional Sales Director, Enterprise - EMEA

LaunchDarkly Group; London (KY); On-site; USD 180,000 - 260,000; Full time

Job summary

LaunchDarkly is seeking a Regional Sales Director to own Enterprise sales performance and strategy within EMEA. You will lead a high-performing team of Enterprise Account Executives focused on new business and expansion, building the pipeline, sales discipline, and customer relationships needed to deliver predictable growth.

You’ll collaborate cross-functionally to drive regional performance and support complex enterprise sales engagements.

Qualifications

• Lead and develop a team of Enterprise Account Executives across EMEA.
• Own quarterly and annual team revenue targets and translate strategy into territory plans.
• Build outbound pipeline generation with Sales Development and Marketing.
• Own regional sales forecasting and pipeline inspection with clear deal qualification.
• Coach AEs through complex sales cycles from discovery to close planning.
• Provide executive sponsorship for strategic opportunities and customer relationships.
• Partner with senior leadership on annual planning, territory coverage, and quota planning.
• Collaborate with Solutions Engineering, Customer Success, Marketing, and Revenue Operations.
• Recruit, onboard, and retain high-performing sales talent.

Responsibilities

• Lead and manage a team of Enterprise Account Executives across EMEA to win new logos and expand existing accounts.
• Own the regional revenue targets and translate strategy into clear territory plans and execution priorities.
• Foster an outbound pipeline by partnering with Sales Development and Marketing to develop qualified opportunities.
• Manage regional forecasting and pipeline inspections with accurate reporting and risk management.
• Coach AEs through complex sales cycles including discovery, value articulation, and negotiations.
• Provide executive sponsorship for strategic opportunities and executive-level relationships.
• Collaborate with senior leadership on annual planning, territory coverage, and quota/compensation planning.
• Work with cross-functional teams to improve sales execution and coordinated customer experiences.
• Recruit and retain top sales talent while building an inclusive, accountable culture.

Skills

Team leadership

Enterprise sales

Forecasting

Pipeline management

Negotiation

Executive sponsorship

Cross-functional collaboration

Coaching & development

Strategic planning

Job description

About the Job:

As a Regional Sales Director, you’ll own Enterprise sales performance and strategy within EMEA. You’ll lead a high-performing team of experienced Enterprise Account Executives focused on new business and expansion opportunities, building the pipeline, sales discipline, and customer relationships needed to deliver predictable growth.

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 customer challenges, and thrives in a high-growth SaaS environment. This role reports to our VP, EMEA.

Responsibilities:

• Lead, develop, and manage a team of Enterprise Account Executives across EMEA, driving new logo acquisition and expansion within existing enterprise accounts.
• Own quarterly and annual team revenue targets, translating regional strategy into clear territory plans and execution priorities.
• Build a strong outbound pipeline generation culture, partnering with Sales Development and Marketing to create and progress qualified opportunities.
• Own regional sales forecasting and pipeline inspection, ensuring accurate reporting, clear deal qualification, and proactive management of risks and gaps.
• Coach Account Executives through complex sales cycles, including discovery, value articulation, stakeholder engagement, negotiation, and close planning.
• Provide executive sponsorship for strategic opportunities and customer relationships, helping the team engage senior technical and business decision-makers.
• Partner with senior leadership and Revenue Operations on annual planning, territory assignments, coverage, capacity, and quota and compensation planning.
• Work closely with Solutions Engineering, Customer Success, Marketing, Sales Development, Revenue Operations, and Enablement to improve sales execution and deliver a coordinated customer experience.
• Recruit, onboard, develop, and retain high-performing sales talent, fostering an inclusive culture of accountability, collaboration, and continuous improvement.

Qualifications:

• Lead, develop, and manage a team of Enterprise Account Executives across EMEA, driving new logo acquisition and expansion within existing enterprise accounts.
• Own quarterly and annual team revenue targets, translating regional strategy into clear territory plans and execution priorities.
• Build a strong outbound pipeline generation culture, partnering with Sales Development and Marketing to create and progress qualified opportunities.
• Own regional sales forecasting and pipeline inspection, ensuring accurate reporting, clear deal qualification, and proactive management of risks and gaps.
• Coach Account Executives through complex sales cycles, including discovery, value articulation, stakeholder engagement, negotiation, and close planning.
• Provide executive sponsorship for strategic opportunities and customer relationships, helping the team engage senior technical and business decision-makers.
• Partner with senior leadership and Revenue Operations on annual planning, territory assignments, coverage, capacity, and quota and compensation planning.
• Work closely with Solutions Engineering, Customer Success, Marketing, Sales Development, Revenue Operations, and Enablement to improve sales execution and deliver a coordinated customer experience.
• Recruit, onboard, develop, and retain high-performing sales talent, fostering an inclusive culture of accountability, collaboration, and continuous improvement.

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.