Regional Director – Strategic Sales
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Job Description
Regional Director driving enterprise sales for LaunchDarkly's feature management platform focused on strategic accounts. Oversee revenue generation in defined regions while leading complex negotiations and account strategies.
Responsibilities:
- 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
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