Small Enterprise Account Executive - EMEA
LaunchDarkly is seeking a strategic, customer-focused sales professional to join our Enterprise team as a Small Enterprise Account Executive for the EMEA region. In this role, you will drive new business across target accounts while expanding relationships within existing enterprise customers. You will own the full sales cycle, partnering with sales leadership, solution engineers, and cross-functional teams to help large organizations evaluate, adopt, and scale LaunchDarkly.
Key responsibilities include developing and maintaining comprehensive territory and account plans, securing consistent new opportunities through targeted outreach and account research, and achieving quarterly revenue and new logo acquisition targets. You will build strong relationships with champions and decision-makers, developing compelling business cases, and collaborate with SDRs, SEs, and other teams to ensure seamless execution and customer success. Additionally, you will design and execute long-term strategies that drive business growth within a defined territory, work autonomously with minimal day-to-day supervision, and negotiate large-scale, complex contracts.
The ideal candidate will have a proven track record in enterprise sales, including lead generation, opportunity identification, negotiation, and closing high-value deals. A deep understanding of the enterprise sales cycle and the ability to manage complex, multi-stage deals is essential. You should be skilled in selling to C-suite executives and senior decision-makers, developing customized solutions that address business needs, and maintain a strong focus on achieving measurable sales outcomes. Demonstrated motivation by performance metrics and commitment to continuous improvement, along with taking ownership for results, is crucial.
Qualifications include 5+ years of proven success in a closing role at a SaaS company, consistently exceeding targets and earning recognition such as President’s Club or equivalent top-performer awards. A proven record of winning new logos and expanding existing accounts across multiple business units is required. Experience in selling technical solutions to CIO/CTO-level personas in competitive or unbudgeted environments, expertise in account planning, stakeholder mapping, and value articulation, and experience with MEDDPICC and Command of the Message frameworks for effective deal qualification and communication are also necessary.
LaunchDarkly is a rapidly growing software company with a strong mission and vision carried out by a talented and diverse team of employees. Our goal is to help teams build better software, faster. You'll join a fast-growing team and have an immediate impact with our product and customers.