Responsibilities
- Qualify and convert inbound leads while prospecting into ICP target accounts.
- Articulate and sell the value of platform subscriptions and usage-based pricing.
- Prepare for and run technical discovery sessions to surface core use cases and align pricing to third-party architectures (AWS, Azure, GCP).
- Customize and deliver demos with Solutions Engineering team; run proofs of concept.
- Own, build, and develop relationships with existing customers; uncover and develop new opportunities within the install base.
- Educate, evangelize, and guide customers through successful adoption; deliver feedback to Product and Engineering.
- Consistently hit revenue targets across net-new and expansion motions.
- Collaborate with manager, Sales Engineers, and cross-functional teams.
Strategic Thinking & Execution
- Design and execute account strategies balancing net-new acquisition with expansion.
- Identify and capitalize on usage-based pricing signals and third-party architecture fit.
- Adapt strategies as customer needs and market dynamics evolve.
Full-Cycle Sales Expertise
- Manage full sales cycle from inbound qualification and prospecting through close and expansion.
- Deep understanding of usage-based pricing models; manage discovery, demo, and POC stages.
- Sell to Engineering Leaders, Platform Teams, CTOs, CIOs, and technical decision-makers.
Customer-Centric Problem Solving
- Assess customer pain points and design tailored solutions including POCs.
- Build long-term relationships as a trusted advisor driving product adoption.
- Overcome obstacles to expand footprint within accounts.
Independent Decision Making
- Work autonomously with minimal supervision; own book of business for acquisition and expansion.
- Prioritize tasks and make quick decisions aligned with revenue goals.
Analytical Skills & Data-Driven Insights
- Understand third-party cloud architectures to position and price usage-based model.
- Evaluate account signals and customer data to prioritize opportunities.
- Maintain current data in SFDC, Aviso, and Outreach to track performance.
Negotiation & Deal Structuring
- Negotiate platform subscription agreements balancing customer and company needs.
- Create mutually beneficial agreements for long-term adoption and expansion.
- Handle objections and close deals in competitive market.
Communication & Influence
- Exhibit strong verbal and written communication to influence stakeholders.
- Present solutions and negotiate with technical decision-makers.
- Communicate complex usage-based pricing concepts concisely.
Collaboration & Team Leadership
- Collaborate with manager, Sales Engineering, Product, and Customer Success.
- Demonstrate leadership in managing internal resources.
- Motivate and influence cross-departmental team members.
Results-Driven Focus
- Focus on measurable outcomes across new-logo and expansion revenue.
- Accurately forecast sales targets weekly, monthly, and quarterly.
- Hold yourself accountable for hitting quota.
Qualifications
- 2+ years of full-cycle sales experience.
- Proven track record of hitting or exceeding quota.
- Exceptional written and spoken communicator.
- Highly organized and autonomous.
- Comfortable in a fast-moving organization.
- Entrepreneurial, self-motivated, intellectually curious, and ambitious.
- Enthusiastic about learning and growing.
- Knowledge or experience in the developer tool space a plus.
- Experience selling to mid-market companies a plus.
Compensation
Target pay ranges based on Geographic Zones for Level 3:
- Zone 1 (San Francisco/Bay Area, NYC Metropolitan Area, Boston, Seattle): $136,000 - $187,000
- Zone 2 (Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago): $122,000 - $168,000
- Zone 3 (All other US locations): $116,000 - $159,000
Exact compensation may vary based on skills, experience, and location. In addition to salary: Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits.
LaunchdarklySan Francisco, CA
