sales
Posted May 19Enterprise Acquisition Account Executive
at LaunchDarkly
United StatesRemote
Responsibilities
- Customer Engagement: Build strong relationships with champions and decision-makers, developing compelling business cases.
- 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.
- Build long-term relationships with key customers, acting as a trusted advisor to solve their business challenges.
- Prioritize tasks and make decisions quickly, ensuring alignment with broader business goals.
- 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.
- 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.
- 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.
- 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.
- 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.
- Strong track record of exceeding quotas and managing complex sales cycles.
Requirements
- Deep understanding of the enterprise sales cycle and the ability to manage complex, multi-stage deals.
- Proven success in selling technical solutions to CIO/CTO-level personas in competitive or unbudgeted environments.
- Understanding of IT infrastructure and organizational structures.
- Proficiency in sales methodologies like discovery frameworks and cost justifications. Pay:
Experience
- 8+ years of sales experience, with a focus on net-new logo acquisition.
Benefits
- Target pay ranges based on Geographic Zones for Level 4:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $ 269,000 - $370,000 **
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $ 242,000 - $333,000**
- Zone 3: All other US locations - $ 229,000 - $314,000 **
- LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs.
- Exact compensation may vary based on skills, experience, and location.
- *Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
- **Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary. About LaunchDarkly:
Contact
- To do so, contact People Ops at hr@launchdarkly.com .
- Your safety matters to us. To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from @LaunchDarkly .com email addresses or via LinkedIn from "Verified Recruiter" accounts.
- Please notify us of any fraudulent representation by sending an email to careers@launchdarkly.com .
Additional details
- 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.
- Collaboration: Work with SDRs, SEs, and other teams to ensure seamless execution and customer success.
- Proven track record in enterprise sales, including lead generation, opportunity identification, negotiation, and closing high-value deals.
- Skilled in selling to C-suite executives and senior decision-makers, developing customized solutions that address business needs.
- Assess customer pain points and design tailored solutions that create measurable value.
- Overcome obstacles and find innovative solutions to meet customer needs.
- Work autonomously with minimal day-to-day supervision, making sound decisions based on analysis of data and situational factors.