Enterprise Acquisition Account Executive

About the Job:

Remote – US. The Enterprise Acquisition Account Executive will drive Launch Darkly’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 Launch Darkly's value.

• 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.
• 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.
• 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.
• 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.

• 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 mapping, and value articulation.
• Proficiency in sales methodologies like discovery frameworks and cost justifications.

Pay:

• Zone 1:
  Sa…