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:

• 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.

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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