Enterprise Acquisition Account Executive

About the Job:

The Enterprise Acquisition Account Executive will drive LaunchDarkly’s growth by acquiring new enterprise customers. 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.
• 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.
  • 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.
• Enterprise Sales Expertise:
  • 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.
• Customer-Centric Problem Solving:
  • 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.
• Independent Decision Making:
  • 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.
• Analytical Skills & Data-Driven Insights:
  • 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.
• Negotiation & Deal Structuring:
  • 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.
• Communication & Influence:
  • 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.
• Collaboration & Team Leadership:
  • 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.
• Results-Driven Focus:
  • 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.

Qualifications:

• 8+ years of sales experience, with a focus on net-new logo acquisition.
• 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 ma