About the Job:

As the first [AE] for New Products at LaunchDarkly, you will be a key player in pioneering new product initiatives. This role requires a blend of selling knowledge, passion for Product, and deep customer curiosity. You will work closely with our Product leadership team, Product Managers, and Account teams to shepherd new products through our incubation phases, focusing on commercialization, activation, and standardizing plays to enable our Field team. 

Responsibilities:

• Develop and execute comprehensive go-to-market strategies for new products.

• Develop ICP target list for new products based on usage data, firmographic, and industry data

• Shepherd new products through incubation phases of MVP, Lighthouse Customers, and Standardization

• Create lighthouse customers of new products by actively engaging with customers and partners, identifying needs, and connecting new products to customers’ pain points

• Develop Lighthouse customers through strong relationships, VC networking, and our Customer Advisory Board

• Develop customer stories we can take to market as we launch new products publicly 

• Work closely with cross-functional teams to identify and evaluate new product opportunities.

• Collaborate with marketing, sales, and other teams to ensure effective product launches.

• Work with RevOps to set ambitious sales targets and develop strategies to achieve and exceed them while we launch products for FY26

• Communicate effectively across departments to align goals and objectives.

• Research and network to form frameworks for new markets, perception of value, and propensity to buy 

• Attend Forecast calls, join customers’ calls, and identify and unblock customer challenges to ensure new products are successfully standardized across the field and adopted by customers

• Develop Target 100 ICP accounts for New Products, and partner with account teams to develop, close and activate Lighthouse customers in the Target 100 list.  

• Partner with our Marketing and BDR organizations to deliver new product campaigns 

• Build strong relationships with key customers to understand their requirements, communicate requirements to Product leadership with assigned commercial impact

• Partner with PMM and Enablement to build material and playbooks to standardize new product sales plays

• Design playbooks for the field to run discovery, objections, and paths to success to win New Products

• Develop a plan with PS and Partner leaders to extend reach with target partners and professional services offerings for New Products

Qualifications:

• Bachelor’s degree 

• 5-7 years proven experience in strategic selling,  or a related role.

• Strong understanding of market dynamics and trends in the FM+E

• Excellent communication, negotiation, and interpersonal skills.

• Ability to work collaboratively in a fast-paced and dynamic environment.

• Results-driven with a track record of achieving and exceeding sales targets.

• Analytical mindset with the ability to translate data into actionable insights.

• Nice to Have: Sold Experimentation products and has network in Exp market

Pay:

Target pay ranges based on Geographic Zones* for Level 4:

• Zone 1: San Francisco/Bay Area or New York City Metropolitan Area: $260,000 - $352,000 *On Target Earnings (OTE) includes base pay and commission*

• Zone 2: Boston, DC, Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Seattle: $234,000 - $317,000 *On Target Earnings (OTE) includes base pay and commission*

• Zone 3: All other US locations: $221,000 - $299,000 *On Target Earnings (OTE) includes base pay and commission*

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.

One of our company values is ’Widen the Circle’. Which means we seek out diversity of perspectives to get better results. We understand everyone has their own unique talents and experiences. We encourage you to apply to this role even if you don’t think you meet 100% of the qualifications outlined above. We can find out together if it’s the right match for your skillset.

Do you need a disability accommodation?

Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.