Mid-Market Account Executive

About 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