Job Description
About the Job:
We’re hiring a Director, Enterprise Acquisition, to oversee an elite team of high-performing AEs who focus exclusively on hunting and closing net new logos. We are looking for someone who can navigate complex enterprises. As a Director, Enterprise Acquisition Sales, you will directly manage enterprise AEs and oversee our midmarket acquisition team Manager. In this role 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, team quota-carrying role that requires a strategic mindset, strong executive presence, and deep enterprise sales expertise in the SaaS ecosystem.
Responsibilities:
Strategic Account Leadership
- Lead an organization accountable for achieving and exceeding a multi-million-dollar annual revenue target across Fortune 1000 new logo opportunities
- Define and execute regional account and territory strategies that expand LaunchDarkly’s footprint with engineering, DevOps, platform, and product leadership teams
- Provide leadership and oversight on complex, high-risk enterprise negotiations, serving as an escalation point across legal, procurement, security, and architectural stakeholders
- Ensure consistent articulation and adoption of LaunchDarkly’s value proposition across the team, including progressive delivery, experimentation, developer productivity, and release safety
Pipeline Generation & GTM Alignment
- Establish regional pipeline strategy and operating cadence, ensuring sustained pipeline coverage through outbound programs, account-based motions, partner engagement, and executive-level selling
- Lead alignment across Account Executives, SDRs, Marketing, and Channel teams to drive predictable top-of-funnel performance and conversion
- Own forecasting rigor and pipeline governance, holding the team accountable for accuracy, inspection, and execution discipline within Salesforce
Cross-Functional Partnership
- Partner closely with Sales Engineering leadership to ensure consistent, high-quality execution of technical evaluations, proof-of-value engagements, and enterprise architecture discussions
- Collaborate with Customer Success leadership to drive effective handoffs, adoption outcomes, and long-term customer value realization across the regional book of business
- Synthesize and elevate customer and market insights to Product, Engineering, and executive leadership to inform roadmap priorities, packaging decisions, and industry positioning
Executive Engagement & Thought Leadership
- Coach and enable the team to build trusted advisor relationships with VP+, CTO, CPO, platform, and digital transformation leaders across strategic accounts
- Act as a senior leader sponsor on priority opportunities, articulating how feature management reduces risk, accelerates release velocity, and supports enterprise transformation initiatives
- Represent LaunchDarkly externally at regional events, partner forums, and industry conferences, reinforcing market credibility and supporting GTM objectives
Qualifications:
- Typically expects a minimum of 12 years of enterprise SaaS sales experience with a proven record of exceeding quota in complex, multi-threaded deal environments. Along with a minimum of 3 years of sales leadership experience
- Experience selling to technical buying centers—especially engineering, DevOps, platform, and product organizations
- Passionate about the net-new-logo acquisition aspect of selling, and ability to win over others about the upside of this type of role
- Prove success hiring, managing, developing a team of successful new-logo sellers
- Demonstrated success closing mid to high six-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
- Previous success in a high-growth startup or scale-up environment
- Familiarity with LaunchDarkly’s ecosystem (AWS, Azure, GCP, HashiCorp, GitHub, Datadog, etc.)
Pay:
Target pay ranges based on Geographic Zones* for Level M4:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $ 214,000 - $295,000**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $193,000 - $265,000**
- Zone 3: All other US locations - $182,000 - $251,000**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare “big-bang” technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
- Improving the velocity and stability of software releases, without the fear of end customer outages
- Delivering targeted experiences by easily personalizing features to customer cohorts
- Maximizing the business impact of every feature through the ability to experiment and optimize
- Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
- Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We’re building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at [email protected].
Do you need a disability accommodation?
Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.
