About the Job:

LaunchDarkly is looking for a VP, EMEA Sales to lead and scale our regional sales organization as we enter a period of high growth and expand across a growing portfolio of products. Reporting to the Chief Revenue Officer, this leader will own new business and expansion revenue across EMEA.

This is a high-impact leadership role for a builder and operator who can turn regional insight into a focused go-to-market strategy, build a repeatable pipeline engine, and create the operating discipline needed for predictable growth. The VP will lead a multi-level sales organization and partner closely with Marketing, SDR/BDR, Solutions Engineering, Customer Success, Partnerships, Enablement, and Revenue Operations.

This is an exciting opportunity to help shape the next phase of LaunchDarkly’s growth by bringing our AI Runtime Control capabilities to more customers across EMEA, helping organizations build, deploy, and manage AI-powered applications with greater control and confidence.

Responsibilities:

• Own new business and expansion revenue across EMEA.
• Set regional go-to-market strategy across segmentation, territories, coverage, capacity, hiring, and resources.
• Build repeatable pipeline across outbound, inbound, account-based, and partner channels.
• Establish operating rhythms for pipeline inspection, forecasting, deal progression, performance, and business reviews.
• Deliver accurate forecasts and visibility into pipeline, deal health, productivity, risks, and opportunities.
• Lead and develop Sales Directors, Managers, and Account Executives while building a strong management bench.
• Drive consistent sales methodology, account planning, qualification, and pipeline hygiene.
• Engage in strategic deals through executive relationships, value selling, negotiation, and deal strategy.
• Scale land-and-expand across new logo, adoption, cross-sell, and expansion motions.
• Partner with Solutions Engineering and Customer Success to improve deal quality, adoption, retention, and expansion.
• Align with Marketing and SDR/BDR leadership on campaigns, account priorities, lead follow-up, and pipeline goals.
• Build co-sell and partner motions that extend regional reach and generate qualified pipeline.
• Represent EMEA in global go-to-market planning and bring regional insight to company strategy, product priorities, and sales plays.

Qualifications:

• 12+ years in B2B SaaS or enterprise software sales, including 7+ years in sales leadership and experience managing managers.
• Proven success scaling EMEA go-to-market strategy and sales organizations in high-growth technology companies.
• Track record of delivering new business and expansion through complex, multi-stakeholder sales cycles.
• Experience selling technical products to engineering, product, IT, and executive buyers; developer tools or infrastructure experience is a plus.
• Expertise in pipeline generation, forecasting, territory planning, account coverage, sales methodology, and performance management.
• Experience building land-and-expand motions and growing adoption within strategic accounts.
• Ability to hire, coach, and retain managers and individual contributors across multiple EMEA markets.
• Executive presence and communication skills to influence global stakeholders and represent EMEA with customers and partners.

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.

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