On-site
SaaS
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About this role
About the Job:
The Enterprise Acquisition Account Executive will drive LaunchDarkly’s growth by acquiring new enterprise customers through 100 percent net new logo generation. Owning a defined territory, you will develop and execute strategic account plans, generate new opportunities, and deliver tailored solutions that demonstrate LaunchDarkly’s value.
This role is ideal for someone who thrives on breaking into greenfield accounts and closing new business.
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 solution
Tools & Tech Stack
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Named Accounts
Pre-assigned list of target companies
Requirements at a Glance
Typical Day — Account Executive
Estimates based on role type and selling motion — actual may vary by company.
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
Walk me through your discovery process.
Template questionHow do you handle a prospect who goes silent mid-deal?
Template questionTell me about your largest closed deal and the sales cycle.
Template questionHow do you build business cases for stakeholders?
Template questionDescribe a deal you lost and what you learned.
Template questionAs an Account Executive with LaunchDarkly, you'll own the entire revenue pipeline and be measured on quota attainment.
Expect to work with recurring revenue models where customer retention is as important as acquisition.
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