Small Enterprise Account Executive - EMEA

About the role

We're looking for a strategic, customer-focused sales professional to join our Enterprise team at LaunchDarkly. In this role, you'll drive new business across target accounts while expanding relationships within existing enterprise customers. You'll own the full sales cycle - partnering with sales leadership, solution engineers, and cross-functional teams to help large organizations evaluate, adopt, and scale LaunchDarkly

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 and expansion
• Customer Engagement: Build strong relationships with champions and decision-makers, developing compelling business cases
• Collaboration: Work with SDRs, SEs, and other teams to ensure seamless execution and customer success
• Strategic Thinking & Execution: Design and execute long-term strategies that drive business growth within a defined territory
• Ownership: Work autonomously with minimal day-to-day supervision, making sound decisions based on analysis of data and situational factors
• Negotiation: Negotiate large-scale, complex contracts, balancing customer needs with company goals.
• About You:
• 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
• 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

Requirements

• 5+ years of proven success in a closing role at a SaaS company, consistently exceeding targets and earning recognition such as President's Club or equivalent top-performer awards.
• Proven record of winning new logos and expanding existing accounts across multiple business units
• Experience in selling technical solutions to CIO/CTO-level personas in competitive or unbudgeted environments
• Expertise in account planning, stakeholder mapping, and value articulation
• Experience with MEDDPICC and Command of the Message frameworks for effective deal qualification and communication.
• About LaunchDarkly:
• The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
• Improving the velocity and stability of software releases, without the fear of end customer outages
• Delivering targeted experiences by easily personalizing features to customer cohorts
• Maximizing the business impact of every feature through the ability to experiment and optimize
• Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
• Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
• Do you need a disability accommodation?
• Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.

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