About this role.
LaunchDarkly is hiring a quota-carrying AI Specialist to sell its AgentControl platform into enterprise and strategic accounts. The role is a sales overlay position that owns AgentControl revenue, builds pipeline, partners with account executives, and runs complex deals from prospecting through negotiation and close. The successful candidate will translate the value of safe, scalable AI agent operations into compelling business cases for executive buyers. Candidates need at least five years of enterprise B2B SaaS sales experience, a record of quota attainment, and familiarity with modern software delivery and AI agent use cases. This high-autonomy role requires strong forecasting, executive communication, cross-functional collaboration, and new-product commercialization skills.
Role DNA
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Job Complexity
5/5Pace & Pressure
5/5Autonomy Level
5/5Communication Load
5/5Salary analysis
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Core skills
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Cover letter sample
Dear Hiring Team,
I am excited to apply for the AI Specialist role supporting Enterprise and Strategic Accounts at LaunchDarkly. My background in quota-carrying enterprise SaaS sales, full-cycle deal leadership, and executive-level value selling aligns well with growing AgentControl in complex accounts.
I would bring a disciplined approach to pipeline creation, account planning, business-case development, and cross-functional collaboration with AEs, Sales Engineering, Deal Desk, and Product Marketing.
I am particularly motivated by the opportunity to help customers operate AI agents safely and effectively in production while translating technical capabilities into measurable commercial outcomes.
Thank you for your consideration; I would welcome the opportunity to discuss how I can help accelerate AgentControl revenue.
Sample interview questions
I start by aligning with the account executive on account priorities, whitespace, stakeholder map, and mutual rules of engagement. I then create a focused account plan, generate specialist-led opportunities, and maintain transparent ownership of next steps while ensuring the AE remains central to the broader customer relationship.
I use discovery to quantify the operational and business risks of the current state, such as release delays, agent failures, governance gaps, or costly incidents. I connect those impacts to AgentControl capabilities, validate the value with technical and economic stakeholders, and build a business case with measurable outcomes, timeline, and decision criteria.
I create pipeline through account segmentation, trigger-based outreach, install-base research, executive mapping, and coordinated campaigns with AEs and marketing. I track leading indicators such as new stakeholder conversations, qualified opportunities, and conversion rates rather than relying only on late-stage pipeline.
I establish a mutual action plan early that identifies technical validation, security or procurement requirements, executive sponsorship, commercial milestones, and close criteria. For proof-of-value engagements, I define success metrics up front and use regular stakeholder reviews to remove blockers and preserve urgency.
I prepare by understanding the executive's business priorities, AI strategy, operating risks, and current software-delivery environment. In the conversation, I lead with strategic outcomes and concise evidence, ask focused questions, and bring in technical specialists only when deeper validation is needed.
About the Job:
LaunchDarkly just launched AgentControl — the operational layer that lets teams configure, evaluate, and control AI agents at runtime, no redeploy required. We’re looking for an AI Specialist to join our Enterprise & Strategic sales team as a quota-carrying overlay seller, driving AgentControl revenue across our largest accounts.
This is a sales-led role, not a technical pre-sales seat. You’ll own an AgentControl number, build your own pipeline alongside Enterprise and Strategic Account Executives, and run deals start to close.
Responsibilities:
- Own a revenue target for AgentControl, with full accountability for pipeline, forecasting, and closed-won bookings
- Partner with Enterprise and Strategic AEs as the AgentControl overlay — building account plans and co-selling into existing and net-new relationships
- Prospect within the install base and target accounts to create AgentControl opportunities, not just work what’s handed to you
- Run the full sales cycle: discovery, value narrative, stakeholder alignment, negotiation, and close
- Build a business case for economic buyers around AgentControl’s core value — safer, faster AI agent operations in production
- Partner with Deal Desk on pricing and deal structure for large or complex deals
- Work cross-functionally with Sales Engineering and Product Marketing on positioning, and pull in technical support at the right moments
- Lead executive conversations and proof-of-value engagements that move strategic deals forward
- Feed field intelligence — win/loss themes, objections, pricing feedback — back to Product and Marketing
Qualifications:
- 5+ years of quota-carrying sales experience — AE, sales specialist, or overlay seller — ideally in enterprise/strategic B2B SaaS
- A proven track record of hitting or exceeding revenue targets
- Experience running full-cycle enterprise deals: prospecting, discovery, business case, negotiation, close
- Comfort operating as an overlay — co-selling with AEs without owning the whole account relationship
- Working familiarity with modern software delivery (CI/CD, feature management, or observability) and genuine interest in AI agents in production
- Strong commercial instincts and executive presence — equally at home prospecting a new logo or briefing a VP of Engineering
- Experience ramping a new product line within an existing territory is a plus
- Bachelor’s degree or equivalent experience
Pay:
Target pay ranges based on Geographic Zones* for Level 4:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle – $269,000 – $370,000 **
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago – $242,000 – $333,000**
- Zone 3: All other US locations – $229,000 – $314,000**
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
About LaunchDarkly:
Modern software delivery was supposed to be the foundation for a thriving digital business but reality has proven otherwise. Slow, inefficient development cycles, costly outages, and fragmented customer experiences are preventing developers from building their best software. The LaunchDarkly platform helps developers innovate on new features faster while protecting them with a safety valve to instantly rewind when things go wrong. Developers can target product experiences to any customer segment and maximize the business impact of every feature. And by gradually rolling out new application components, they escape nightmare “big-bang” technology migrations.
The LaunchDarkly platform was built to guide engineers to the next frontier of DevOps by:
- Improving the velocity and stability of software releases, without the fear of end customer outages
- Delivering targeted experiences by easily personalizing features to customer cohorts
- Maximizing the business impact of every feature through the ability to experiment and optimize
- Coordinating the release and optimization of software to provide consistent experiences across mobile platforms and device types
- Improving the effectiveness and productivity of engineering teams, by providing insights into engineering cadence and stability
At LaunchDarkly, we believe in the power of teams. We’re building a team that is humble, open, collaborative, respectful and kind. We are an equal opportunity employer and value diversity at our company. We do not discriminate on the basis of race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com.
Do you need a disability accommodation?
Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.
Your safety matters to us. To protect yourself from potential scams, LaunchDarkly recruiters will only contact you from @LaunchDarkly.com email addresses or via LinkedIn from “Verified Recruiter” accounts. Be cautious of emails from other domains. Legitimate LaunchDarkly recruiters will never ask for money, fees, or banking information before making a job offer. LaunchDarkly will never make a job offer without conducting a formal interview process. Our interview process does not involve asking detailed questions by email. If you are ever unsure about a communication that you receive, don’t click any links—visit Careers | LaunchDarkly directly for confirmed job openings and links to apply.
Please notify us of any fraudulent representation by sending an email to careers@launchdarkly.com.
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