Regional Sales Director, Enterprise - EMEA

About the Job

As a Regional Sales Director, you’ll own Enterprise sales performance and strategy within EMEA. You’ll lead a high-performing team of experienced Enterprise Account Executives focused on new business and expansion opportunities, building the pipeline, sales discipline, and customer relationships needed to deliver predictable growth.

You’ll collaborate cross-functionally to drive regional performance and support complex enterprise sales engagements. This role is ideal for a sales leader who understands the developer tools space, is passionate about solving complex customer challenges, and thrives in a high-growth SaaS environment. This role reports to our VP, EMEA.

Responsibilities

• Lead, develop, and manage a team of Enterprise Account Executives across EMEA, driving new logo acquisition and expansion within existing enterprise accounts.
• Own quarterly and annual team revenue targets, translating regional strategy into clear territory plans and execution priorities.
• Build a strong outbound pipeline generation culture, partnering with Sales Development and Marketing to create and progress qualified opportunities.
• Own regional sales forecasting and pipeline inspection, ensuring accurate reporting, clear deal qualification, and proactive management of risks and gaps.
• Coach Account Executives through complex sales cycles, including discovery, value articulation, stakeholder engagement, negotiation, and close planning.
• Provide executive sponsorship for strategic opportunities and customer relationships, helping the team engage senior technical and business decision-makers.
• Partner with senior leadership and Revenue Operations on annual planning, territory assignments, coverage, capacity, and quota and compensation planning.
• Work closely with Solutions Engineering, Customer Success, Marketing, Sales Development, Revenue Operations, and Enablement to improve sales execution and deliver a coordinated customer experience.
• Recruit, onboard, develop, and retain high-performing sales talent, fostering an inclusive culture of accountability, collaboration, and continuous improvement.

Qualifications

• 10+ years of enterprise SaaS software sales experience, including 5+ years in enterprise sales management, or equivalent depth of experience and demonstrated impact.
• Proven track record of meeting or exceeding team revenue targets and leading experienced sales teams across complex enterprise sales cycles.
• Experience leading sales teams across EMEA markets and adapting territory and account strategies to regional customer needs.
• Demonstrated ability to build pipeline, deliver accurate forecasts, and coach teams to improve deal qualification, progression, and conversion.
• Experience building and developing sales teams, including hiring, onboarding, performance management, and retention.
• Experience selling to technical buyers and engaging senior engineering, technology, and business stakeholders.
• Familiarity with MEDDPICC and Command of the Message, or comparable sales methodologies, and the ability to apply them consistently through coaching and deal inspection.
• Exceptional management, interpersonal, written, and presentation skills, with strong cross-functional collaboration and business judgment.
• Ability to thrive in a fast-paced, high-growth, and rapidly changing environment.
• Understanding of how software delivery platforms improve engineering productivity, release velocity, and delivery confidence.

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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