[All remote jobs](https://jobicy.com/jobs.md)[![LaunchDarkly logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2025/06/115b7a27-221.jpg)](https://jobicy.com/company/launchdarkly.md)[LaunchDarkly](https://jobicy.com/company/launchdarkly.md) # Enterprise Acquisition Account Executive Review the role, location requirements, compensation details, and application process before deciding whether this opportunity fits your next career move. [Apply for this job](#job-application)[View company](https://jobicy.com/company/launchdarkly.md)ShareRemote from[USA](https://jobicy.com/job-region/usa.md)SalaryUSD 229k–370,480 / yrDepartment[Sales](https://jobicy.com/categories/seller.md)EmploymentFull TimeExperienceDirectorPublished1 Nov 2026Apply before1 Dec 2026Listing views41Application actions2Application toolkit ## Make your next move. Prepare your resume, explore your fit, and draft a cover letter for this opportunity. AI Summary ## The role, at a glance. LaunchDarkly is hiring an enterprise new-business Account Executive to win net-new logos in a defined US territory. The role owns territory strategy, pipeline creation, executive discovery, complex negotiations, and closing multi-stage technical sales opportunities. Success requires at least eight years of sales experience, strong CIO/CTO engagement skills, and the ability to articulate value for a software delivery and DevOps platform. The Account Executive will work autonomously while coordinating with SDRs, sales engineers, marketing, product, and customer success. Performance is strongly tied to quarterly revenue and new-logo acquisition targets. ## Role DNA A quick view of the complexity, pace, ownership and collaboration implied by the job description. ### Job Complexity 5/5EasyHard ### Pace & Pressure 5/5RelaxedFast-paced ### Autonomy Level 5/5GuidedFull ownership ### Communication Load 5/5IndependentCollaborative AI insightThis is a senior enterprise-hunting role requiring independent territory ownership, technical value selling, and negotiation of complex, high-value deals. The emphasis on greenfield accounts, C-suite stakeholders, and quota attainment makes the role demanding and highly results-oriented. ## Salary analysis Estimated compensation compared with the broader US market for similar roles. Estimated job median (per year)Market rate$299,740US market range (per year)$220k–$380k0$418.00k AI insightThe yearly pay period is inferred from the job context; it was not explicitly stated by the employer. The employer discloses a US geographic annual pay range of $229,000–$370,480, with the applicable range determined by location. The yearly cadence is inferred from the senior US full-time sales role and the stated compensation amounts, as the posting does not explicitly state a pay period. Estimated US market compensation for a senior enterprise new-logo Account Executive is $220,000–$380,000 annually; actual total earnings may vary with sales-plan structure and performance. ## Core skills Skills and capabilities most closely associated with this opportunity. [Enterprise sales](https://jobicy.com/jobs?search_keywords=Enterprise%20sales.md)[New logo acquisition](https://jobicy.com/jobs?search_keywords=New%20logo%20acquisition.md)[Territory planning](https://jobicy.com/jobs?search_keywords=Territory%20planning.md)[Pipeline generation](https://jobicy.com/jobs?search_keywords=Pipeline%20generation.md)[Account planning](https://jobicy.com/jobs?search_keywords=Account%20planning.md)[C-suite selling](https://jobicy.com/jobs?search_keywords=C-suite%20selling.md)[Consultative selling](https://jobicy.com/jobs?search_keywords=Consultative%20selling.md)[Complex deal management](https://jobicy.com/jobs?search_keywords=Complex%20deal%20management.md)[Contract negotiation](https://jobicy.com/jobs?search_keywords=Contract%20negotiation.md)[Value articulation](https://jobicy.com/jobs?search_keywords=Value%20articulation.md)[Stakeholder mapping](https://jobicy.com/jobs?search_keywords=Stakeholder%20mapping.md)[CRM analytics](https://jobicy.com/jobs?search_keywords=CRM%20analytics.md)[Sales forecasting](https://jobicy.com/jobs?search_keywords=Sales%20forecasting.md)[Technical solution selling](https://jobicy.com/jobs?search_keywords=Technical%20solution%20selling.md)[Cross-functional collaboration](https://jobicy.com/jobs?search_keywords=Cross-functional%20collaboration.md) Sample interview questionsHow would you build a territory plan for a greenfield enterprise market?I would segment accounts by strategic fit, technical environment, business triggers, and probable buying complexity. I would map key stakeholders, create account-specific hypotheses, align outreach with SDR and marketing support, and use pipeline coverage and conversion metrics to refine priorities each quarter. Describe how you sell a technical platform to a CIO or CTO when there is no approved budget. I start with discovery of the operational, revenue, and risk implications of the current state. I quantify the cost of slow releases, outages, engineering inefficiency, or missed experimentation opportunities, then develop a business case tied to executive priorities and a practical path to funding. How do you manage a complex enterprise opportunity with multiple decision-makers? I establish a stakeholder map early, identify champions and potential blockers, and validate the decision process, evaluation criteria, timeline, and commercial path. I maintain a mutual action plan that assigns clear next steps and keeps technical, business, security, procurement, and executive stakeholders aligned. What metrics would you use to evaluate the health of your sales territory? I would monitor qualified pipeline coverage, pipeline creation, stage conversion, sales-cycle duration, win rate, deal size, forecast accuracy, and new-logo attainment. I would review these by account segment and source to identify where prospecting, qualification, or deal execution needs adjustment. Tell us how you would handle a customer objection that a competing solution is less expensive. I would acknowledge the budget concern and clarify the customer’s required outcomes, risks, and evaluation criteria. I would reframe the comparison around total business value, implementation confidence, operational impact, and long-term cost of ownership, while ensuring the commercial proposal matches the verified value. Opportunity details ## About this role. ### About the Job: The Enterprise Acquisition Account Executive will drive LaunchDarkly’s growth by acquiring new enterprise customers through 100 percent net new logo generation. Owning a defined territory, you will develop and execute strategic account plans, generate new opportunities, and deliver tailored solutions that demonstrate LaunchDarkly’s value. This role is ideal for someone who thrives on breaking into greenfield accounts and closing new business. ### Responsibilities: * Territory Management: Develop and maintain comprehensive territory and account plans. * Pipeline Generation: Secure consistent new opportunities through targeted outreach and account research. * Revenue Growth: Achieve quarterly revenue and new logo acquisition targets. * Customer Engagement: Build strong relationships with champions and decision-makers, developing compelling business cases. * Collaboration: Work with SDRs, SEs, and other teams to ensure seamless execution and customer success. * Strategic Thinking & Execution: * Design and execute long-term strategies that drive business growth within a defined territory. * Identify and capitalize on market opportunities and align them with company objectives. * Adapt strategies as market dynamics evolve, ensuring continuous growth and a competitive edge. * Enterprise Sales Expertise: * Proven track record in enterprise sales, including lead generation, opportunity identification, negotiation, and closing high-value deals. * Deep understanding of the enterprise sales cycle and the ability to manage complex, multi-stage deals. * Skilled in selling to C-suite executives and senior decision-makers, developing customized solutions that address business needs. * Customer-Centric Problem Solving: * Assess customer pain points and design tailored solutions that create measurable value. * Build long-term relationships with key customers, acting as a trusted advisor to solve their business challenges. * Overcome obstacles and find innovative solutions to meet customer needs. * Independent Decision Making: * Work autonomously with minimal day-to-day supervision, making sound decisions based on analysis of data and situational factors. * Take ownership of the territory, managing customer acquisition with confidence and minimal instruction. * Prioritize tasks and make decisions quickly, ensuring alignment with broader business goals. * Analytical Skills & Data-Driven Insights: * Analyze market data, sales metrics, and customer insights to inform strategies and decision-making. * Evaluate diverse factors to identify trends, resolve complex issues, and optimize sales efforts. * Use CRM and sales tools to track and analyze performance. * Negotiation & Deal Structuring: * Negotiate large-scale, complex contracts, balancing customer needs with company goals. * Create mutually beneficial agreements that result in long-term business relationships. * Handle objections, overcome resistance, and close deals in a competitive market. * Communication & Influence: * Exhibit strong verbal and written communication skills, with the ability to influence and persuade key stakeholders. * Present solutions and negotiate with C-suite executives, ensuring clear understanding and alignment. * Communicate complex ideas concisely and compellingly to diverse audiences. * Collaboration & Team Leadership: * Collaborate effectively with cross-functional teams, including marketing, product, and customer success, to align efforts and drive growth. * Demonstrate leadership in managing internal resources, ensuring alignment with company goals. * Motivate and influence team members across departments to achieve common objectives. * Results-Driven Focus: * Maintain a strong focus on achieving measurable sales outcomes and consistently meeting or exceeding targets. * Demonstrate motivation by performance metrics and commitment to continuous improvement. * Take ownership for results, holding oneself accountable for achieving objectives. ### Qualifications: * 8+ years of sales experience, with a focus on net-new logo acquisition. * Proven success in selling technical solutions to CIO/CTO-level personas in competitive or unbudgeted environments. * Strong track record of exceeding quotas and managing complex sales cycles. * Understanding of IT infrastructure and organizational structures. * Expertise in account planning, stakeholder mapping, and value articulation. * Proficiency in sales methodologies like discovery frameworks and cost justifications. Pay: Target pay ranges based on Geographic Zones* for Level 4: * Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle – $269,400 – $370,480** * Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago – $242,500 – $333,410** * Zone 3: All other US locations – $229,000 – $314,930** 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](mailto:hr@launchdarkly.com). Do you need a disability accommodation? Fill out this [accommodations request form](https://docs.google.com/forms/d/e/1FAIpQLSdYb_7upYMtdRVXzvXGHGfQw0pU2FNma-6Rwp-I6NjKm7SYNw/viewform) 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](https://launchdarkly.slack.com/team/UKEE4GBS6).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](https://launchdarkly.com/careers/) directly for confirmed job openings and links to apply. Please notify us of any fraudulent representation by sending an email to [careers@launchdarkly.com](mailto:careers@launchdarkly.com). 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This job listing has been manually reviewed by the Jobicy Trust & Safety Team for compliance with our posting guidelines, including verification of the company's legitimacy, accuracy of job details, clarity of remote work policy, and absence of misleading or fraudulent content. Next step ## Apply now. Follow the employer’s application method and review Jobicy’s safety guidance before sharing personal information. Keep exploring ## Related remote jobs. * ![GitLab logo](https://jobicy.com/data/server-nyc0409/galaxy/mercury/2020/12/WRILS-201207055737-109952.jpg) GitLab Nov 1 New ### [Territory Sales Manager](https://jobicy.com/jobs/158336-territory-sales-manager.md) GitLab is the intelligent orchestration platform for DevSecOps. GitLab enables organizations to increase developer productivity, improve operational efficiency, reduce security and compliance risk, and accelerate digital transformation. 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