Strategic Account Executive - West

LaunchDarkly; United States; On-site; USD 286,000 - 371,000; Full time

Benefits offered by this job

RSUs

Health, vision and dental insurance

Mental health benefits

Job summary

LaunchDarkly is seeking an experienced Strategic Account Executive to own relationships with top strategic customers in the US. You will drive expansion within large enterprises, collaborate with BDRs, and ensure robust adoption via cross-functional teams.

You will navigate executive-level sales cycles, manage 1M+ ARR opportunities, and work with solutions engineers to deliver strong business and technical value, including a Land & Expand strategy.

Qualifications

• 8-10+ years of strategic sales experience, closing large B2B deals.
• Experience navigating complex deals over $1M with exec stakeholders.
• Track record of meeting or exceeding 1M+ quota in enterprise SaaS.
• Familiarity with MEDDPIC sales methodology is advantageous.

Responsibilities

• Own strategic accounts as the primary relationship owner (~8 accounts).
• Develop territory and account plans; drive outbound pipeline independently.
• Coordinate with pre/post sales, CSM, and support to ensure adoption.
• Elevate visibility with VP and C‑Suite executives for LaunchDarkly's value.
• Collaborate with solutions engineers to deliver business and technical value.
• Cross-functional alignment with product, marketing and revenue operations.

Skills

Strategic sales

Executive stakeholder management

SaaS sales

Land & Expand

Enterprise deals

Job description

About the Job:

As a Strategic Account Executive, you will own the relationship with the most strategic customers in your territory. You will play a significant role in the expansion of growth within these accounts. You should be business oriented, customer focused, and a self-starter who works well with little supervision.

Responsibilities:

• Ownership of Strategic Accounts: You will be the primary point of contact and relationship owner for several strategic accounts at LaunchDarkly (~8 total)
• Territory and Account Planning: Develop comprehensive territory and account plans, proactively drive outbound pipeline generation independently, and collaborate effectively with Business Development Representatives.
• Ensure Successful Adoption: Ensure the seamless adoption of LaunchDarkly within these large enterprises through robust account management. Coordinate closely with pre-and-post sales engineering, customer success, and support teams to guarantee client satisfaction.
• Elevate LaunchDarkly's Visibility: Increase LaunchDarkly's visibility and communicate our value proposition effectively to Vice Presidents and C‑Suite executives.
• Collaboration with Solutions Engineers: Work closely with your solutions engineer counterpart to deliver both business and technical value to prospects and customers.
• Cross-functional Collaboration: Collaborate with internal teams, including product support, developer relations, marketing, and revenue operations, to align our offerings with customer business needs effectively.

About You:

• Entrepreneurial and Self-Motivated: You are driven and proactive, taking ownership of your role and responsibilities.
• Passion for Learning and Growth: You are enthusiastic about continuous learning and personal development at LaunchDarkly.
• Intellectual Curiosity and Ambition: You have a hunger for knowledge and strive for ambitious goals.
• Excellent Communication: Your written and spoken communication skills are outstanding.
• Highly Organized & Autonomous: You are capable of efficiently managing your workload and thrive in an environment that encourages autonomy.
• Adaptability: You excel in a fast-paced and dynamic organizational setting.

Qualifications:

• 8-10+ years of Strategic Sales Experience (closing), preferably within the B2B technology sector.
• Experience navigating complex deals over $1M.
• You have a demonstrable track record of consistently meeting or exceeding quota expectations of 1M+.
• You possess the expertise to navigate consultative sales cycles with Executive-level stakeholders at Fortune 500 companies.
• You have experience implementing and succeeding with a Land & Expand SaaS Sales strategy, effectively expanding business within large accounts (1M ARR+).
• Recent experience working for an emerging technology software company is a significant plus.
• Familiarity with and experience using the MEDDPIC sales methodology is advantageous.

Travel:

expected range of 25% to 50% as needed

Pay:

• Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $336,800 - $371,000**
• Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $303,100 - $334,000**
• Zone 3: All other US locations - $286,300 - $315,000**

*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 productiv