Regional Director, Strategic Sales

About the Job:

LaunchDarkly is the industry-leading feature management platform that empowers engineering teams to deliver and control software with confidence. We help the world’s most innovative organizations—including Fortune 500 enterprises—ship faster, reduce risk, and continuously improve their software experiences. Our platform enables teams to release features gradually, target specific user segments, experiment safely, and roll back instantly when needed.

This role will be responsible for overseeing either the Eastern or Western region, determined by business needs and the candidate's location.

As we continue to scale globally, we’re expanding our Strategic Sales organization with high-performing leaders who can navigate complex enterprises and accelerate adoption across key markets. As a Regional Sales Director, Strategic Sales, you will be responsible for driving net-new and expansion revenue within a portfolio of the most impactful enterprise accounts in the region. You will develop multi-threaded relationships, orchestrate long and complex deal cycles, and position LaunchDarkly as a mission-critical part of modern software delivery. This is a highly visible, quota-carrying role that requires a strategic mindset, strong executive presence, and deep enterprise sales expertise in the SaaS ecosystem.

Responsibilities:

Strategic Account Leadership

• Own and exceed a multi-million-dollar annual quota focused on Fortune 1000 and other high-growth strategic accounts
• Build regional strategies that expand LaunchDarkly’s footprint with engineering, DevOps, platform, and product leadership teams
• Lead complex enterprise negotiations across legal, procurement, security, and architectural stakeholders
• Champion LaunchDarkly’s value proposition, including progressive delivery, experimentation, developer productivity, and release safety

Pipeline Generation & GTM Alignment

• Develop a robust pipeline through targeted outbound strategies, account-based plays, partner motions, and executive engagement
• Collaborate closely with SDRs, Marketing, and Channel teams to drive consistent top-of-funnel momentum
• Maintain disciplined pipeline hygiene and forecasting accuracy in Salesforce

Cross-Functional Partnership

• Work hand-in-hand with Sales Engineering to guide customers through technical evaluations, proof-of-value, and architecture discussions.
• Partner with Customer Success to ensure seamless handoff, adoption, and long-term value realization.
• Provide customer insights to Product, Engineering, and Leadership to help shape roadmap, packaging, and industry positioning.

Executive Engagement & Thought Leadership

• Build trusted advisor relationships with VP+ engineering, CTO, CPO, platform, and digital transformation leaders
• Articulate how feature management reduces risk, accelerates release velocity, and supports enterprise transformation initiatives
• Represent LaunchDarkly at regional events, partner summits, and industry conferences.

Qualifications:

• Typically expects a minimum of 15 years of enterprise SaaS sales experience with a proven record of exceeding quota in complex, multi-threaded deal environments. Along with a minimum of 5 years of sales leadership experience
• Experience selling to technical buying centers—especially engineering, DevOps, platform, and product organizations
• Demonstrated success closing six- and seven-figure annual contracts
• Strong command of MEDDICC or similar enterprise qualification methodologies
• Excellent storytelling skills and the ability to translate technical concepts into compelling business outcomes
• Comfort navigating large enterprise organizations and orchestrating cross-functional deal teams
• Ability to travel up to 40% of the time based on business needs

• Experience selling DevOps, developer tooling, cloud infrastructure, observability, CI/CD, or platform engineering solutions
• Previous success in a high-growth startup or scale-up environment
• Familiarity with LaunchDarkly’s ecosystem (AWS, Azure, GCP, HashiCorp, GitHub, Datadog, etc.)
• Relationships within large enterprise engineering and platform communities

Pay:

Target pay ranges based on Geographic Zones* for Level M4:   

• Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $301,000 - $414,000**
• Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $271,000 - $373,000**
• Zone 3: All oth