Director, North America Enterprise Acquisition

LaunchDarkly

20d•$182,000 - $295,000

About The Position

We’re hiring a Director, Enterprise Acquisition, to oversee an elite team of high-performing AEs who focus exclusively on hunting and closing net new logos. We are looking for someone who can navigate complex enterprises. As a Director, Enterprise Acquisition Sales, you will directly manage enterprise AEs and oversee our midmarket acquisition team Manager. In this role you will develop multi-threaded relationships, orchestrate long and complex deal cycles, and position LaunchDarkly as a mission-critical part of modern software delivery. This is a highly visible, team quota-carrying role that requires a strategic mindset, strong executive presence, and deep enterprise sales expertise in the SaaS ecosystem.

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.)

Responsibilities

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