Mid-Market Account Executive

About this role

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 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…