Regional Sales Director, Mid-Market UKI & Northern Europe

About the Job

LaunchDarkly is looking for a Regional Sales Director, Mid-Market, UKI & Northern Europe to lead the strategy and execution of our Mid-Market UKI & Northern Europe sales business. This leader will own regional performance across new business and expansion, lead and develop Account Executives, and build the operating discipline needed for predictable growth.

The role combines hands-on commercial leadership with team leadership. The Regional Sales Director will set the regional plan, inspect pipeline and forecast, shape territory and capacity decisions, and partner closely with Marketing, (Inbound) SDR, Solutions Engineering, Customer Success, Revenue Operations, and Enablement.

This role is designed for a sales leader who can operate across the Mid-Market UKI & Northern Europe segment, translate global strategy into regional execution, and build a high-performing, accountable, and inclusive team in a fast-growing SaaS environment. Experience selling across multiple European markets, and an understanding of the cultural, language, and regulatory differences between them, is highly valued.

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.

Responsibilities

Own UKI & Northern Europe Mid-Market performance and strategy. Set the regional plan for new logo acquisition, expansion, pipeline creation, coverage, and revenue attainment across the UKI & Northern Europe Mid-Market business.; Lead the sales team directly. Develop and support Account Executives through clear goals, consistent operating rhythms, coaching, and performance management, adapting your approach to a team that may be spread across multiple countries and time zones.; Drive predictable forecasting. Own forecast accuracy, pipeline inspection, stage discipline, deal progression, and risk management across the region, provide clear updates and actions to senior leadership.; Build pipeline and improve conversion. Establish expectations for prospecting, partner with Marketing leaders on pipeline generation (including localised campaigns and regional events), and remove barriers to conversion across the funnel.; Coach complex sales execution. Support strategic opportunities, executive alignment, multi-threading, value articulation, negotiation, and close plans across technical and business stakeholders, accounting for differing buying behaviours and procurement norms across markets.; Shape territory, coverage, and capacity. Partner with Revenue Operations and senior sales leadership on territory design, segmentation, headcount planning, quota allocation, hiring priorities, and organizational structure, including decisions on language and market coverage needs.; Build the team. Recruit, onboard, retain, and develop high-performing sales talent, create a strong management bench and an inclusive culture of accountability and continuous improvement.

Requirements

10+ years of B2B SaaS software sales experience, including 5+ years in sales management, or equivalent depth of experience and demonstrated impact.; Proven track record of meeting or exceeding team revenue targets while leading a high-velocity team through shorter, more transactional sales cycles.; Experience selling into the UK, Ireland, and Northern Europe, and tailoring outbound and territory coverage to regional market needs.; Demonstrated ability to build and maintain a healthy pipeline, deliver accurate forecasts, and coach reps on qualification, deal progression, and conversion at volume.; Experience hiring, onboarding, and developing early-career and mid-level sellers, including performance management and retention.; Experience selling to technical practitioners and engineering managers, and the ability to quickly identify and engage the economic buyer.; Familiarity with MEDDICC, Command of the Message, or comparable sales methodologies, and the ability to apply them in a streamlined way that fits faster cycles.; Strong management, communication, and presentation skills, with a collaborative approach to working with marketing, sales development, and customer success.; Ability to thrive in a fast-paced, high-growth, and rapidly changing environment, with a bias toward action and process improvement.; Understanding of how software delivery platforms improve engineering productivity, release velocity, and delivery confidence.