About the Job:
LaunchDarkly is seeking a Sr. Director, Enablement to join our Revenue team. This position will report to the VP, Revenue Operations and Enablement. The Revenue Operations and Enablement team is responsible for sales strategy, technology, and enablement. The Sr. Director, Enablement will build a repeatable enablement framework to systematically support all segments of LaunchDarkly’s Revenue Organization. This role will ensure that all customer-facing personnel have the knowledge, content, skills, processes, and behaviors needed to optimize every interaction with buyers. The role will also oversee the planning and execution of Revenue Organization events, including SKOs.
The ideal candidate is a strategic thinker with leadership experience in a revenue-focused organization where enablement is integrated into every interaction. They bring deep experience developing enablement programs, supporting ongoing employee development, and implementing the processes and tools required to build a world-class enablement function.
Responsibilities:
- Own the multi-year revenue enablement strategy and roadmap, aligned to GTM priorities, with quarterly outcomes tied to ramp time, win rate, and quota attainment.
- Lead and grow a global team of enablement leaders and specialists, setting clear priorities, coaching for excellence, and operating as a player-coach where needed.
- Architect role-based onboarding and continuous readiness for all revenue roles (Sales, Sales Managers, SEs, CS, BDR/SDR, PAMs), covering product, process, messaging, and selling skills, including pitch certification, with ramp metrics tracked from day one.
- Equip teams to win with technical buyers by developing playbooks, talk tracks, objection handling, and competitive messaging for developer, platform engineering, DevOps, and engineering leadership personas, and by owning the sales playbook for Land & Expand motions, including New Logo and Expansion plays.
- Own the enablement track for the annual GTM kickoff and quarterly business reviews, with full oversight of content and readiness.
- Modernize the enablement tech stack (LMS, CMS, sales engagement, conversation intelligence) and embed AI into seller workflows to accelerate productivity, coaching, and deal execution, while maintaining a company-wide content map that serves as a single source of truth for the field.
- Partner with the CRO, VP Sales, VP CS, Product, Product Marketing, and Partner leaders to align messaging, qualification frameworks, and customer journey execution, and advise GTM leadership on readiness and change management for new initiatives.
- Build dashboards and reporting that link enablement to GTM outcomes (rep, PAM, and SDR productivity, internal satisfaction, completion), using data to prioritize investment and retire programs that don’t move the number.
- Define and drive the partner enablement strategy, aligned with internal enablement programs and GTM motions.
Qualifications:
- 10+ years combined in sales and sales enablement at enterprise SaaS companies, including 5+ years in leadership.
- Track record of scaling onboarding and enablement in a high-growth environment.
- Deep expertise in core enablement disciplines: value selling, sales process and methodologies, coaching, skill development, and presentation skills.
- Ability to partner across Sales, Marketing, Customer Success, Solution Engineering, and Product to build a culture of alignment.
- History of designing and launching partner enablement programs.
- Skilled at creating learning content and shaping a unified communications strategy that keeps the field informed and aligned.
- Prior work in a GTM strategy role, with a strong grasp of how enablement connects to revenue planning.
- Success planning and executing large-scale events, such as global sales kickoffs.
- Exceptional written and verbal communication, with the ability to influence at every level, including executive leadership.
- Nice to have:
- Time spent carrying a quota in a selling role.
- Leadership of a sales-related function, such as Sales Development, Inside Sales, or Enterprise Sales.
- Familiarity with enterprise technology companies serving the developer space.
- Hands-on work developing competitive programs, buyer personas, and customer reference programs.
Pay:
Target pay ranges based on Geographic Zones* for Level M5:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle – $240,600 – $330,700**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago – $216,500 – $297,600*
- Zone 3: All other US locations – $204,500 – $281,100**
- All Zones Inclusive of 20% Bonus Target
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.
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