[Remote] Mid-Market Acquisition Account Executive

Note: The job is a remote job and is open to candidates in USA. LaunchDarkly is a company focused on improving software delivery for developers. The Mid-Market Acquisition Account Executive will drive growth by acquiring new enterprise customers and developing strategic plans to demonstrate the company's value.

Responsibilities

• Develop and maintain comprehensive territory and account plans
• Secure consistent new opportunities through targeted outreach and account research
• Achieve quarterly revenue and new logo acquisition targets
• Build strong relationships with champions and decision-makers, developing compelling business cases
• Work with SDRs, SEs, and other teams to ensure seamless execution and customer success
• 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
• 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
• 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
• 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
• 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
• 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

Skills

• 3-5+ 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

Benefits

• Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
• Disability accommodation
• Equal opportunity employer and value diversity
• Affirmative Action Plan available
• Accommodations request form

Company Overview