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Mid-Market Account Executive

LaunchDarkly· Sales
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Remote$116k - $187kFull-timePosted 3mo ago

About the role

Account executive responsible for growing LaunchDarkly's mid-market book (net-new and existing accounts) by leading account strategies, technical discovery, proofs of concept, and driving adoption and revenue growth.

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, identify usage-based pricing signals, adapt strategies to evolving needs.
  • Full-Cycle Sales Expertise: Proven track record managing full sales cycle from qualification to close and expansion; skilled in pricing models and technical stakeholder engagement.
  • Customer-Centric Problem Solving: Assess pain points, design tailored solutions including proofs of concept, build long-term relationships, drive product adoption.
  • Independent Decision Making: Work autonomously, own book of business, prioritize tasks.
  • Analytical Skills & Data-Driven Insights: Understand third-party cloud architectures, evaluate account signals, keep data current in SFDC, Aviso, and Outreach.
  • Negotiation & Deal Structuring: Negotiate subscriptions balancing customer needs with company goals.
  • Communication & Influence: Strong verbal/written communication with technical decision-makers; convey pricing concepts clearly.
  • Collaboration & Team Leadership: Collaborate with manager, Sales Engineering, Product, and Customer Success; demonstrate leadership across resources.
  • Results-Driven Focus: Focus on new-logo and expansion revenue; accurate weekly/monthly/quarterly forecasting; own results.

Qualifications

  • 2+ years of full-cycle sales experience.
  • Proven track record of hitting or exceeding quota.
  • Exceptional written and spoken communicator.
  • Highly organized and autonomous.
  • Comfortable and energized operating in a fast-moving organization.
  • Entrepreneurial and self-motivated.
  • Enthusiastic about learning and growing at LaunchDarkly.
  • Intellectually curious and ambitious.
  • Knowledge or experience in the developer tool space a plus.
  • Experience selling to mid-market companies a plus.

Skills

Required:Full-cycle salesUsage-based pricingTechnical discovery & demonstrations

Benefits

  • RSUs
  • health, vision, and dental insurance, and mental health benefits in addition to salary.
Last updated Jul 29, 2026. Interested? Apply on the company site.
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