Mid-Market Account Executive

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 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. Pay: Target pay ranges based on Geographic Zones* for Level 3: • Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $136,000 - $187,000** • Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $122,000 - $168,000** • Zone 3: All other US locations - $116,000 - $159,000** 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