Enterprise Acquisition Account Executive

Summary

Join LaunchDarkly as an Enterprise Acquisition Account Executive and drive significant growth by acquiring new enterprise customers. You will be responsible for developing and executing strategic plans, generating new opportunities, and delivering tailored solutions to showcase LaunchDarkly's value. As the "quarterback" for your territory, you will build strong relationships with key stakeholders, collaborate with cross-functional teams, and consistently exceed revenue targets. This role demands a proven track record in enterprise sales, expertise in negotiation and deal structuring, and a deep understanding of the enterprise sales cycle. You will leverage data-driven insights to inform your strategies and make independent decisions to drive business growth. Success in this position requires strong communication, analytical, and problem-solving skills.

Requirements

• 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
• 3-5 years of closing experience, with a focus on net-new logo acquisition
• Must be located in SF Bay Area, or other West Coast tech hub
• 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 methodologies like discovery frameworks and cost justifications

Responsibilities

• Develop and maintain comprehensive territory and account plans
• Secure consistent new opportunities through targeted outreach and account research
• Achieve quarterly revenue and new logo acquisition targets
• Build strong relationships with champions and decision-makers, developing compelling business cases
• Work with SDRs, SEs, and other teams to ensure seamless execution and customer success
• 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
• 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
• 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
• 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
• 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
• Communicate complex ideas concisely and compellingly to diverse audiences
• 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
• 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

Benefits

Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary