Mid-Market Acquisition Account Executive

About this role

About the Job:

The Mid-Market Acquisition Account Executive will drive LaunchDarkly’s growth by acquiring new enterprise customers. Acting as the "quarterback" for a defined territory, you will develop and execute strategic plans, generate new opportunities, and deliver tailored solutions to demonstrate LaunchDarkly's value.

Responsibilities:

• Territory Management: Develop and maintain comprehensive territory and account plans.

• Pipeline Generation: Secure consistent new opportunities through targeted outreach and account research.

• Revenue Growth: Achieve quarterly revenue and new logo acquisition targets.

• Customer Engagement: Build strong relationships with champions and decision-makers, developing compelling business cases.

• Collaboration: Work with SDRs, SEs, and other teams to ensure seamless execution and customer success.

• Strategic Thinking & Execution:

• Design and execute long-term strategies that drive business growth within a defined territory.

• Identify and capitalize on market opportunities and align them with company objectives.

• Adapt strategies as market dynamics evolve, ensuring continuous growth and a competitive edge.

• Enterprise Sales Expertise:

• Proven track record in enterprise sales, including lead generation, opportunity identification, negotiation, and closing high-value deals.

• Deep understanding of the enterprise sales cycle and the ability to manage complex, multi-stage deals.

• Skilled in selling to C-suite executives and senior decision-makers, developing customized solutions that address business needs.

• Customer-Centric Problem Solving:

• Assess customer pain points and design tailored solutions that create measurable value.

• Build long-term relationships with key customers, acting as a trusted advisor to solve their business challenges.

• Overcome obstacles and find innovative solutions to meet customer needs.

• Independent Decision Making:

• Work autonomously with minimal day-to-day supervision, making sound decisions based on analysis of data and situational factors.

• Take ownership of the territory, managing customer acquisition with confidence and minimal instruction.

• Prioritize tasks and make decisions quickly, ensuring alignment with broader business goals.

• Analytical Skills & Data-Driven Insights:

• Analyze market data, sales metrics, and customer insights to inform strategies and decision-making.

• Evaluate diverse factors to identify trends, resolve complex issues, and optimize sales efforts.

• Use CRM and sales tools to track and analyze performance.

• Negotiation & Deal Structuring:

• Negotiate large-scale, complex contracts, balancing customer needs with company goals.

• Create mutually beneficial agreements that result in long-term business relationships.

• 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 C-suite executives, ensuring clear understanding and alignment.

• Communicate complex ideas concisely and compellingly to diverse audiences.

• Collaboration & Team Leadership:

• Collaborate effectively with cross-functional teams, including marketing, 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 sales outcomes and consistently meeting or exceeding targets.

• Demonstrate motivation by performance metrics and commitment to continuous improvement.

• Take ownership for results, holding oneself accountable for achieving objectives.

Qualifications:

• 3-5+ years of sales experience, with a focus on net-new logo acquisition.

• Proven success in selling technical solutions to CIO/CTO-level personas in competitive or unbudgeted environments.

• Strong track record of exceeding quotas and managing complex sales cycles.

• Understanding of IT infrastructure and organizational structures.

• Expertise in account planning, stakeholder mapping, and value articulation.

• Proficiency in sales…