Build deep relationships with technical and business stakeholders so they advocate for LaunchDarkly when you're not in the room
Lead high-impact demos and POVs that don't just tick a box - they make customers want to buy
Own evaluation end to end: success criteria, executive alignment, commercial clarity, and timelines
Build solutions that demonstrate clear, measurable business impact
Own the technical conversation across audiences - from staff engineers to CIOs
Advocate for customers - your insights shape the roadmap
Track record of leading POCs, POVs, and world-class demos •
Requirements
LaunchDarkly is in the middle of a category shift - from feature management to the AI control plane: the governance layer between AI-generated code and safe production deployment.
Every enterprise we talk to has the same problem - their engineers are shipping AI-assisted code faster than their release governance, observability, and experimentation processes can keep up.
This isn't a demo-monkey role - it's a role for SEs who want to sit across from CTOs, Heads of Platform, and Heads of AI and have a meaningful conversation about where their business is going. Responsibilities:
Stay ahead of where software delivery is going - AI-assisted development, governance, experimentation, progressive delivery, and the platform engineering shift
Curious about AI, in and out of work: The best SEs we've hired recently are the ones already experimenting with AI tooling for fun - building side projects, automating their own workflows, playing with agentic systems.
We're not looking for AI researchers.
Hungry - self-motivated, goes the extra mile, closes big deals
Modern software delivery - Solid understanding of CI/CD, feature flags, progressive delivery, and platform engineering
AI-assisted development - Familiarity with how engineering teams are using tools like GitHub Copilot, Cursor, and Claude Code, and the governance challenges that creates
AI/ML workflows (nice to have) - Exposure to model deployment, inference services, prompt engineering, or AI application architecture
Experience selling into FTSE 100, FTSE 250, or large enterprise environments
Proven ability to drive $1M+ deals and build compelling business cases
Experience with structured sales methodologies (MEDDPICC, CoM, or similar)
Experience selling adjacent categories - dev tools, observability, experimentation, AI infrastructure, platform engineering
Programming and cloud expertise - proficiency in one of LaunchDarkly's supported languages (Java, .NET, Go, JavaScript/Node, Python, PHP, Ruby, iOS, or Android) and container tech (Docker, Kubernetes) Enterprise sales
experience in $1M+ blue-chip environments
Personal interest in AI - side projects, experimentation, and a point of view on where the industry is heading About LaunchDarkly:
Experience
8+ years in technical sales or solutions engineering, selling complex enterprise SaaS
Contact
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Additional details
You'll partner with Account Executives to win and expand strategic enterprise accounts, lead technical evaluations, and build champions inside customers who genuinely change how they ship software.
Partner with AEs to qualify, develop, and close strategic enterprise deals
Bring a perspective - challenge customers to think bigger about what's possible, with insight on where the industry is heading
Translate complex technical capability into business outcomes that resonate with both engineers and executives
Stay connected through on-site visits, working sessions, and continuous discovery
Use our London office as a hub for in-person customer workshops, exec sessions, and team collaboration (typically 1-2 days a week)
Work cross-functionally with Sales, CS, Product, Engineering, and Professional Services
Up to 35% travel, primarily across EMEA, for customer workshops, deal closings, and industry events About You:
We're looking for people who are genuinely interested in where this is going and want to bring that curiosity into customer conversations.
Champion Builder: You enjoy building strong relationships and creating internal advocates. You know that the best deals are won through the people inside the customer, not the slides you bring.