VP, EMEA Sales

VP, EMEA Sales Overview

LaunchDarkly is seeking a highly experienced Vice President of Sales for the EMEA region to lead and expand the company’s sales efforts across Europe, the Middle East, and Africa. This leadership role reports directly to the Chief Revenue Officer and involves managing both new customer acquisition and account expansion revenue streams. The successful candidate will be responsible for developing and executing a regional go-to-market strategy, including segmentation, territory management, resource planning, and hiring. They will focus on building a sustainable and scalable sales pipeline through various channels such as outbound outreach, inbound lead follow-up, account-based marketing, and partner collaborations.

Key Responsibilities

• Own and drive revenue growth through new business and expansion initiatives across the EMEA region.
• Design and implement regional go-to-market strategies, covering segmentation, territory planning, coverage models, and resource allocation.
• Build and maintain a reliable sales pipeline by leveraging outbound efforts, inbound leads, account-based strategies, and partner channels.
• Establish operational routines for pipeline management, sales forecasting, deal progression, and performance reviews to ensure predictable growth.
• Provide accurate sales forecasts and maintain visibility into pipeline health, deal status, team productivity, and potential risks or opportunities.
• Lead and develop a team of Sales Directors, Managers, and Account Executives, fostering leadership development and team growth.
• Implement consistent sales methodologies, including account planning, qualification processes, and pipeline hygiene practices.
• Engage in strategic negotiations, leveraging executive relationships and value-based selling techniques to close complex deals.
• Drive a land-and-expand sales approach, focusing on acquiring new customers, increasing product adoption, and expanding within existing accounts through cross-selling and upselling.
• Collaborate with Solutions Engineering and Customer Success teams to improve deal quality, customer onboarding, retention, and expansion efforts.
• Coordinate with Marketing and SDR/BDR teams to align campaigns, prioritize accounts, follow up on leads, and achieve pipeline goals.
• Develop co-selling and partner strategies to extend regional reach and generate qualified sales opportunities.
• Represent the EMEA region in global planning initiatives, providing regional insights to influence company-wide strategies, product development, and sales plays.

Qualifications

• Over 12 years of experience in B2B SaaS or enterprise software sales, including at least 7 years in sales leadership roles managing teams of managers and individual contributors.
• Proven success in scaling sales strategies and organizations within high-growth technology companies in the EMEA market.
• Experience in generating new business and expanding existing accounts through complex, multi-stakeholder sales cycles.
• Strong background in selling technical products to engineering, product, IT, and executive audiences; experience with developer tools or infrastructure is a plus.
• Expertise in pipeline development, forecasting, territory planning, account coverage, and sales performance management.
• Experience in building land-and-expand sales motions and increasing adoption within strategic accounts.
• Ability to hire, coach, and retain talented managers and sales staff across multiple EMEA markets.
• Excellent communication skills and executive presence to influence stakeholders at the global level and represent the EMEA region effectively.

About LaunchDarkly

LaunchDarkly is a platform that helps developers deliver software faster and more reliably by providing feature flag management and progressive delivery tools. The platform enables teams to innovate quickly while maintaining control over releases, reducing outages, and personalizing user experiences. It supports continuous deployment, feature experimentation, and consistent delivery across various platforms, ultimately improving engineering productivity and customer satisfaction.

At LaunchDarkly, the company values teamwork, humility, openness, and diversity. They are committed to equal opportunity employment and welcome applicants from all backgrounds. The company emphasizes a safe and scam-free application process, with recruiters only contacting candidates from verified channels and never asking for money or banking details during the hiring process.

Degree Requirement: Not Specified

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