About the Job:

LaunchDarkly helps developers de-risk every release and deliver better software faster. As Manager, Corporate Sales — EMEA, you’ll lead and develop a team of Corporate Account Executives focused on new business and expansion opportunities across the region.

You’ll own the team’s revenue targets and provide hands-on coaching across pipeline generation, discovery, deal progression, forecasting, and customer engagement. You’ll build a consistent operating rhythm, help Account Executives develop their skills, and partner cross-functionally to turn regional priorities into strong execution.

This role is ideal for a sales leader who enjoys developing talent, stays close to the details of the business, and brings a disciplined, customer-focused approach to selling technical solutions.

Responsibilities:

• Lead, coach, and develop a team of Corporate Account Executives to achieve quarterly and annual revenue targets across new business and expansion.
• Establish a consistent outbound prospecting and pipeline generation rhythm, partnering with Marketing and Sales Development to create and convert qualified opportunities.
• Provide hands-on coaching through call reviews, one-on-ones, pipeline reviews, and deal strategy sessions to strengthen discovery, qualification, value articulation, negotiation, and close execution.
• Own the team’s sales forecast, inspect pipeline quality and deal progression, and identify risks and actions early to improve predictability.
• Set clear performance expectations, monitor individual and team results, and use data to identify coaching priorities and support improvement.
• Partner with Account Executives on key customer relationships and complex opportunities, helping them engage technical and business stakeholders and build compelling business cases.
• Hire, onboard, develop, and retain high-performing sales talent; build an inclusive culture of accountability, collaboration, and continuous learning.
• Collaborate with Solutions Engineering, Marketing, Sales Development, Customer Success, Revenue Operations, and Enablement to improve sales execution and support a coordinated customer experience.
• Maintain strong Salesforce and sales-tool discipline, ensuring accurate opportunity data, clear next steps, and reliable performance reporting.
• Contribute field insights and practical recommendations to Corporate Sales strategy, sales methodologies, process improvements, and regional initiatives.

Qualifications:

• Demonstrated success in SaaS sales, including a strong track record in a quota-carrying closing role and 3+ years of sales management or team leadership experience.
• Proven ability to lead teams to meet or exceed revenue targets in a Corporate, Commercial, SMB, or Mid-Market sales environment.
• Experience building outbound pipeline and coaching Account Executives across the full sales cycle.
• Strong forecasting, pipeline management, and analytical skills, with the ability to translate performance data into clear actions.
• Experience hiring, onboarding, coaching, and developing sales talent, including addressing performance gaps constructively.
• Excellent communication, presentation, and negotiation skills, with the ability to build credibility with customers and cross-functional partners.
• Experience selling to technology buyers or developer-centric audiences; familiarity with the software development lifecycle, DevOps, or feature management tools is a plus.
• Familiarity with MEDDPICC, Command of the Message, or comparable sales methodologies, and the ability to reinforce them through practical coaching.
• Ability to operate with urgency, adaptability, and sound judgment in a fast-paced, high-growth environment.
• A collaborative leadership style and genuine commitment to mentoring others while remaining accountable for team results.

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.

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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