Director, Enterprise Acquisition

Role Overview

• Lead an organization accountable for achieving and exceeding a multi-million-dollar annual revenue target across Fortune 1000 new logo opportunities
• Define and execute regional account and territory strategies that expand LaunchDarkly’s footprint with engineering, DevOps, platform, and product leadership teams
• Provide leadership and oversight on complex, high-risk enterprise negotiations, serving as an escalation point across legal, procurement, security, and architectural stakeholders
• Ensure consistent articulation and adoption of LaunchDarkly’s value proposition across the team, including progressive delivery, experimentation, developer productivity, and release safety
• Establish regional pipeline strategy and operating cadence, ensuring sustained pipeline coverage through outbound programs, account-based motions, partner engagement, and executive-level selling
• Lead alignment across Account Executives, SDRs, Marketing, and Channel teams to drive predictable top-of-funnel performance and conversion
• Own forecasting rigor and pipeline governance, holding the team accountable for accuracy, inspection, and execution discipline within Salesforce
• Partner closely with Sales Engineering leadership to ensure consistent, high-quality execution of technical evaluations, proof-of-value engagements, and enterprise architecture discussions
• Collaborate with Customer Success leadership to drive effective handoffs, adoption outcomes, and long-term customer value realization across the regional book of business
• Synthesize and elevate customer and market insights to Product, Engineering, and executive leadership to inform roadmap priorities, packaging decisions, and industry positioning
• Coach and enable the team to build trusted advisor relationships with VP+, CTO, CPO, platform, and digital transformation leaders across strategic accounts
• Act as a senior leader sponsor on priority opportunities, articulating how feature management reduces risk, accelerates release velocity, and supports enterprise transformation initiatives
• Represent LaunchDarkly externally at regional events, partner forums, and industry conferences, reinforcing market credibility and supporting GTM objectives

Requirements

• Typically expects a minimum of 12 years of enterprise SaaS sales experience with a proven record of exceeding quota in complex, multi-threaded deal environments. Along with a minimum of 3 years of sales leadership experience
• Experience selling to technical buying centers—especially engineering, DevOps, platform, and product organizations
• Passionate about the net-new-logo acquisition aspect of selling, and ability to win over others about the upside of this type of role
• Prove success hiring, managing, developing a team of successful new-logo sellers
• Demonstrated success closing mid to high six-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
• Previous success in a high-growth startup or scale-up environment
• Familiarity with LaunchDarkly’s ecosystem (AWS, Azure, GCP, HashiCorp, GitHub, Datadog, etc.)

Tech Stack

• AWS
• Azure
• Google Cloud Platform

Benefits

• Restricted Stock Units (RSUs)
• health, vision, and dental insurance
• mental health benefits