LaunchDarkly - Mid-Market Account Executive

• 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. • 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. • 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. • 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. • 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. • 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. • 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. • 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. • 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. • 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.