LaunchDarkly

Regional Director – Strategic Sales

LaunchDarkly

full-time

Posted on:

Location Type: Remote

Location: Remote • California, New York • 🇺🇸 United States

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Salary

💰 $301,000 - $414,000 per year

Job Level

Lead

Tech Stack

AWSAzureCloudGoogle Cloud Platform

About the role

  • Own and exceed a multi-million-dollar annual quota focused on Fortune 1000 and other high-growth strategic accounts
  • Build regional strategies that expand LaunchDarkly’s footprint with engineering, DevOps, platform, and product leadership teams
  • Lead complex enterprise negotiations across legal, procurement, security, and architectural stakeholders
  • Champion LaunchDarkly’s value proposition, including progressive delivery, experimentation, developer productivity, and release safety
  • Develop a robust pipeline through targeted outbound strategies, account-based plays, partner motions, and executive engagement
  • Collaborate closely with SDRs, Marketing, and Channel teams to drive consistent top-of-funnel momentum
  • Maintain disciplined pipeline hygiene and forecasting accuracy in Salesforce
  • Work hand-in-hand with Sales Engineering to guide customers through technical evaluations, proof-of-value, and architecture discussions.
  • Partner with Customer Success to ensure seamless handoff, adoption, and long-term value realization.
  • Provide customer insights to Product, Engineering, and Leadership to help shape roadmap, packaging, and industry positioning.
  • Build trusted advisor relationships with VP+ engineering, CTO, CPO, platform, and digital transformation leaders
  • Articulate how feature management reduces risk, accelerates release velocity, and supports enterprise transformation initiatives
  • Represent LaunchDarkly at regional events, partner summits, and industry conferences.

Requirements

  • Typically expects a minimum of 15 years of enterprise SaaS sales experience with a proven record of exceeding quota in complex, multi-threaded deal environments. Along with a minimum of 5 years of sales leadership experience
  • Experience selling to technical buying centers—especially engineering, DevOps, platform, and product organizations
  • Demonstrated success closing six- and seven-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
  • Experience selling DevOps, developer tooling, cloud infrastructure, observability, CI/CD, or platform engineering solutions
  • Previous success in a high-growth startup or scale-up environment
  • Familiarity with LaunchDarkly’s ecosystem (AWS, Azure, GCP, HashiCorp, GitHub, Datadog, etc.)
  • Relationships within large enterprise engineering and platform communities
Benefits
  • Restricted Stock Units (RSUs)
  • health, vision, and dental insurance
  • mental health benefits

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills
enterprise SaaS salessales leadershipMEDDICCclosing six-figure contractsclosing seven-figure contractsDevOps salesdeveloper tooling salescloud infrastructure salesobservability salesCI/CD solutions
Soft skills
storytellingtranslating technical conceptscross-functional collaborationrelationship buildingnegotiationpipeline managementforecasting accuracycustomer insightsexecutive engagementstrategic thinking