About the Job:
LaunchDarkly is seeking a Senior Sales Enablement Manager to drive enablement for our Growth segment, including Corporate, Mid-Market, Enterprise Acquisition Account Executives and SDRs globally.
This role supports the new business acquisition motion and owns end-to-end enablement for the Growth segment, with Pipeline Generation enablement as a core responsibility alongside end to end sales onboarding and everboarding, discovery and qualification, stage conversion, methodology and messaging framework adoption, and process enablement.
Reporting to the Senior Director of Field Operations + Enablement, this individual partners closely with the Sales Enablement Manager for Enterprise and Strategic segments to ensure alignment and continuity across the full customer lifecycle.
In addition to direct Growth alignment, this role contributes scalable frameworks, best practices, and programs that support the broader revenue organization, including upmarket teams.
This position collaborates cross-functionally with Field Operations, Product Marketing, Revenue Operations, and Sales Leadership to drive measurable impact and deliver enablement at scale.
Responsibilities:
Segment Enablement Strategy
- Collaborate with sales leadership to operationalize the Growth-segment enablement strategy, ensuring alignment to business priorities and driving productivity, pipeline generation, stage conversion, and opportunity progression.
- Translate Growth Sales and SDR leadership goals into enablement programs and deliverables that drive measurable business outcomes.
- Build and deliver globally scalable yet regionally adaptable programs that reflect the high-volume, fast-paced nature of the Growth sales motion.
- Collaborate with Enterprise and Strategic enablement counterparts to ensure consistency in frameworks, methodology, and messaging while tailoring execution by motion.
Pipeline Generation Enablement
- Serve as the primary owner of Pipeline Generation (PG) enablement for the Growth segment, spanning soft skills, messaging, and tools and systems usage.
- Enable AEs and SDRs to consistently create qualified pipeline through effective outbound, inbound follow-up, discovery, and qualification practices.
- Partner with Field Operations and Revenue Operations to align PG enablement with established workflows, inspection points, activity expectations, and performance metrics.
- Support adoption and effective use of sales tools and systems that underpin PG execution, including Salesforce, enablement platforms, and related workflows.
- Contribute PG frameworks and best practices to the broader revenue organization to support consistency across segments.
Onboarding and Everboarding
- Deliver and continuously refine onboarding programs for Growth AEs and SDRs based on established frameworks, ensuring fast and effective ramp through live, virtual, and self-paced formats across global regions.
- Ensure onboarding covers PG fundamentals, discovery excellence, methodology adoption, messaging frameworks, and core process execution.
- Facilitate ongoing everboarding programs that reinforce pipeline generation, stage conversion, value articulation, and objection handling over time.
- Partner with the broader enablement team to maintain global consistency while tailoring delivery to meet regional needs.
Manager and Team Enablement
- Support Growth Sales Managers and SDR Leaders with frameworks, tools, and enablement resources to coach effectively, inspect execution, and run impactful pipeline and deal reviews.
- Partner with leadership to identify performance gaps across pipeline generation, stage progression, and execution quality, and deliver scalable programs to address them.
- Support manager enablement efforts across the broader organization by sharing best practices and proven approaches.
Cross-Functional Collaboration
- Coordinate with Product Marketing, Product, and Business Value teams to adapt existing enablement content and translate messaging and positioning into field-ready materials.
- Collaborate with Field Operations to align enablement programs to defined processes, systems, and workflows that enhance sales execution.
- Partner with Revenue Operations and Insights to reinforce enablement through data visibility, inspection points, and performance insights.
Program Measurement and Continuous Improvement
- Monitor enablement performance against established KPIs, identifying trends and insights to inform program refinement and continuous improvement.
- Gather feedback from field teams globally and use data-driven insights to evolve enablement programs over time.
- Document and amplify examples of “what good looks like” within the Growth organization and share best practices across segments.
About You:
- Strategic and action-oriented. You execute practical programs that drive measurable sales outcomes.
- New business mindset. You understand how to enable AEs and SDRs to create, progress, and convert pipeline.
- End-to-end enablement owner. You are comfortable enabling across onboarding, everboarding, pipeline generation, stage conversion, methodology, and process execution.
- Global collaborator. You thrive in cross-functional and cross-regional environments, adapting enablement to meet the needs of teams in AMER, EMEA, and APJ.
- Engaging facilitator. You deliver training that is interactive, relevant, and role-specific.
- Data-driven. You rely on insights to assess program impact, iterate on effectiveness, and highlight success.
Qualifications:
- 8+ years of experience in SaaS sales enablement, sales programs, or related roles, with at least 3 years focused on strategic or segment-specific enablement.
- Proven success enabling Growth, Mid-Market, or SMB sales and SDR teams, particularly within a new business acquisition motion.
- Experience delivering enablement across multiple regions (AMER, EMEA, APJ) with sensitivity to local context and delivery needs.
- Strong understanding of pipeline generation, value selling, qualification frameworks, and stage-based sales execution.
- Experience partnering with Field Operations, Revenue Operations, and GTM leadership to connect enablement with process and performance.
- Excellent facilitation and communication skills, with experience leading live and virtual training sessions.
- Familiarity with enablement and sales tools such as Salesforce, Highspot, and LMS platforms (SalesHood, Skilljar, etc.).
- Strong program management skills and ability to balance multiple initiatives at once.
Pay:
Target pay ranges based on Geographic Zones* for Level 4:
- Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $136,000 - $187,000**
- Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $122,000 - $168,000**
- Zone 3: All other US locations - $116,000 - $159,000 **
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, and location.
*Within the United States, our geographic pay zones are defined by counties surrounding major metropolitan areas.
**Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.
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 [email protected].
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