About the Job
LaunchDarkly is seeking a Product-Led Sales Specialist to accelerate our Product-Led Growth (PLG) motion by helping trial users and self-serve customers succeed. In this role, you will proactively engage with developers who are evaluating or using LaunchDarkly, ensuring they can seamlessly onboard, navigate friction points, and unlock the product’s full value. Through these interactions, you will identify high-potential accounts for the Sales team to engage.
You will have the opportunity to receive feedback directly from our users in order to enhance the overall Trial and self-serve experience, in partnership with Product and Marketing. To succeed in this role, you’ll bring a firm understanding of software development & release processes and empathize with development teams' challenges. You’ll quickly become comfortable discussing LaunchDarkly product functionality with developers, help them overcome common friction points, and point them toward relevant resources.
This role is ideal for someone with a support-oriented background, who is interested in PLG, enjoys a consultative, problem-solving approach to helping customers, and is eager to work directly with technical users in a developer-friendly way. You are someone with an expanding knowledge of software development and release practices and possess a desire to learn and build.
Responsibilities:
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Leverage automation and insights from product qualified lead (PQL) data to drive meaningful customer interactions at scale.
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Engage proactively with Trial and free users to help them navigate onboarding challenges, answer technical questions, and guide them to useful resources.
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Identify high-potential Trials to be transitioned to Sales for pipeline generation.
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Monitor and analyze self-serve customer activity to identify growth and retention opportunities for Sales.
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Work with Support to escalate technical issues beyond your expertise.
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Become technically proficient with the LaunchDarkly platform (including SDKs)
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Implement LaunchDarkly SDKs hands-on as needed with trial users.
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Partner with Marketing & Product teams to enhance the trial and self-serve experience, including refining onboarding flows and documentation.
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Maintain a developer-friendly engagement approach, focusing on education and problem-solving rather than traditional sales tactics.
Qualifications:
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2+ years of experience in a customer-facing, growth, onboarding, or technical support role.
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Preferred Bay Area-based, US Required
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Strong communication and problem-solving skills, with a proactive mindset.
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Technical proficiency and understanding of software development practices —enough to answer product and implementation questions for developers.
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Comfortable with scripting and SDK fundamentals (with at least one of Python, Javascript, or other common coding languages), to get LaunchDarkly implemented for trial and self-serve users.
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Ability to work cross-functionally with Sales, Support, Product, and Marketing teams.
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Comfort engaging with developers and engineers in a consultative way.
Bonus-points:
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Experience working with developer-centric products (e.g., APIs, DevOps tools, CI/CD) is a plus.
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Familiarity with PLG, self-serve business models, or SaaS onboarding strategies is a plus.
Pay:
Target pay ranges based on Geographic Zones* for Level P2:
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Zone 1: San Francisco/Bay Area or New York City Metropolitan Area: $72,000 - $97,000
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Zone 2: Boston, DC, Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Seattle: $64,000 - $87,000
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Zone 3: All other US locations: $61,000 - $82,000
*Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
LaunchDarkly operates from a place of high trust and transparency; we are happy to state the pay range for our open roles to best align with your needs. Exact compensation may vary based on skills, experience, degree level, and location.
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. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com.
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Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.
