VP, EMEA Sales

VP, EMEA Sales Overview

LaunchDarkly is seeking a Vice President of EMEA Sales to spearhead and expand our regional sales organization during a significant growth phase. Reporting directly to the Chief Revenue Officer, this pivotal role will focus on driving new business and expansion revenue throughout the EMEA region. The ideal candidate will be a strategic leader capable of transforming regional insights into a targeted go-to-market strategy, establishing a reliable pipeline, and fostering the operational discipline necessary for sustainable growth.

The VP of EMEA Sales will oversee a multi-tiered sales organization and collaborate closely with various departments including Marketing, SDR/BDR, Solutions Engineering, Customer Success, Partnerships, Enablement, and Revenue Operations. This position presents a unique opportunity to influence the next stage of LaunchDarkly’s growth by promoting our AI Runtime Control capabilities to a broader customer base across EMEA, enabling organizations to build, deploy, and manage AI-driven applications with enhanced control and confidence.

Responsibilities

• Oversee new business and expansion revenue across the EMEA region.
• Develop and implement the regional go-to-market strategy, focusing on segmentation, territories, coverage, capacity, hiring, and resource allocation.
• Create a sustainable pipeline through outbound, inbound, account-based, and partner channels.
• Establish operational rhythms for pipeline inspection, forecasting, deal progression, performance tracking, and business reviews.
• Provide accurate forecasts and insights into pipeline health, deal status, productivity, risks, and opportunities.
• Lead and mentor Sales Directors, Managers, and Account Executives, fostering a strong management team.
• Implement a consistent sales methodology, including account planning, qualification, and maintaining pipeline hygiene.
• Engage in strategic deals by building executive relationships, utilizing value selling techniques, and developing deal strategies.
• Drive land-and-expand strategies for new logos, adoption, cross-selling, and expansion initiatives.
• Collaborate with Solutions Engineering and Customer Success teams to enhance deal quality, customer adoption, retention, and expansion.
• Work closely with Marketing and SDR/BDR leadership on campaigns, account priorities, lead follow-up, and pipeline objectives.
• Develop co-selling and partnership strategies to broaden regional reach and generate qualified leads.
• Represent the EMEA region in global go-to-market planning, contributing regional insights to company strategy, product priorities, and sales initiatives.

Qualifications

• A minimum of 12 years of experience in B2B SaaS or enterprise software sales, with at least 7 years in sales leadership roles managing teams.
• Demonstrated success in scaling EMEA go-to-market strategies and sales organizations within high-growth tech companies.
• Proven track record of generating new business and driving expansion through complex, multi-stakeholder sales processes.
• Experience in selling technical products to engineering, product, IT, and executive buyers; familiarity with developer tools or infrastructure is advantageous.
• Strong expertise in pipeline generation, forecasting, territory planning, account coverage, sales methodologies, and performance management.
• Experience in developing land-and-expand strategies and increasing adoption within key accounts.
• Ability to recruit, coach, and retain managers and individual contributors across various EMEA markets.
• Possess executive presence and communication skills to influence global stakeholders and represent the EMEA region effectively with customers and partners.

At LaunchDarkly, we are committed to fostering a collaborative and inclusive environment that values diversity. We are an equal opportunity employer and do not discriminate based on race, religion, color, national origin, gender, gender identity, sexual orientation, age, marital status, veteran status, or disability status.

Degree Requirement: Not Specified

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