About the Job:
LaunchDarkly is in the middle of a category shift - from feature management to the AI control plane: the governance layer between AI-generated code and safe production deployment. Every enterprise we talk to has the same problem - their engineers are shipping AI-assisted code faster than their release governance, observability, and experimentation processes can keep up. We're the answer to that.
As a Senior Solutions Engineer in EMEA, you'll be on the front line of that shift. You'll partner with Account Executives to win and expand strategic enterprise accounts, lead technical evaluations, and build champions inside customers who genuinely change how they ship software. This isn't a demo-monkey role - it's a role for SEs who want to sit across from CTOs, Heads of Platform, and Heads of AI and have a meaningful conversation about where their business is going.
Responsibilities:
- Be a Trusted Advisor:
- Partner with AEs to qualify, develop, and close strategic enterprise deals
- Bring a perspective - challenge customers to think bigger about what's possible, with insight on where the industry is heading
- Translate complex technical capability into business outcomes that resonate with both engineers and executives
- Champion Building & Customer Relationships:
- Build deep relationships with technical and business stakeholders so they advocate for LaunchDarkly when you're not in the room
- Stay connected through on-site visits, working sessions, and continuous discovery
- Use our London office as a hub for in-person customer workshops, exec sessions, and team collaboration (typically 1-2 days a week)
- Technical Validation & Proof of Value:
- Lead high-impact demos and POVs that don't just tick a box - they make customers want to buy
- Own evaluation end to end: success criteria, executive alignment, commercial clarity, and timelines
- Build solutions that demonstrate clear, measurable business impact
- Stay Sharp & Be the Expert:
- Stay ahead of where software delivery is going - AI-assisted development, governance, experimentation, progressive delivery, and the platform engineering shift
- Own the technical conversation across audiences - from staff engineers to CIOs
- Collaboration & Feedback:
- Advocate for customers - your insights shape the roadmap
- Work cross-functionally with Sales, CS, Product, Engineering, and Professional Services
- Travel & On-Site Engagement:
- Up to 35% travel, primarily across EMEA, for customer workshops, deal closings, and industry events
About You:
- Curious about AI, in and out of work: The best SEs we've hired recently are the ones already experimenting with AI tooling for fun - building side projects, automating their own workflows, playing with agentic systems. We're not looking for AI researchers. We're looking for people who are genuinely interested in where this is going and want to bring that curiosity into customer conversations.
- Champion Builder: You enjoy building strong relationships and creating internal advocates. You know that the best deals are won through the people inside the customer, not the slides you bring.
- Drive & Ownership: You don't wait to be asked. You see what needs to be done and you do it.
- Business Acumen: You can position LaunchDarkly as a strategic enabler, not a tool. You connect technology to revenue growth, competitive advantage, and operational efficiency.
- Humble, Hungry, Smart, Energetic:
- Humble - collaborative, feedback-seeking, team-first
- Hungry - self-motivated, goes the extra mile, closes big deals
- Smart - reads the room, tailors the message, connects with any audience
- Energetic - brings urgency and momentum
- Coachable: You seek feedback and apply it. You learn quickly across new tech, new methodologies, and new customer contexts.
- Technical Expertise:
- Modern software delivery - Solid understanding of CI/CD, feature flags, progressive delivery, and platform engineering
- AI-assisted development - Familiarity with how engineering teams are using tools like GitHub Copilot, Cursor, and Claude Code, and the governance challenges that creates
- AI/ML workflows (nice to have) - Exposure to model deployment, inference services, prompt engineering, or AI application architecture
- Hands-on technical skills - You can design and lead technical demos, workshops, and POVs without an engineer holding your hand
- Sales Experience & Methodology:
- Comfortable with MEDDPICC, Command of the Message, or similar structured frameworks
- Experience selling into FTSE 100, FTSE 250, or large enterprise environments
- Proven ability to drive $1M+ deals and build compelling business cases
Qualifications:
- 8+ years in technical sales or solutions engineering, selling complex enterprise SaaS
- Track record of leading POCs, POVs, and world-class demos
- Experience with structured sales methodologies (MEDDPICC, CoM, or similar)
- Strong technical and business communication skills
- Willingness to travel up to 35%
- Based in or able to commute to London 1-2 days per week
Preferred:
- Experience selling adjacent categories - dev tools, observability, experimentation, AI infrastructure, platform engineering
- Programming and cloud expertise - proficiency in one of LaunchDarkly's supported languages (Java, .NET, Go, JavaScript/Node, Python, PHP, Ruby, iOS, or Android) and container tech (Docker, Kubernetes)
- Enterprise sales experience in $1M+ blue-chip environments
- Personal interest in AI - side projects, experimentation, and a point of view on where the industry is heading
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.
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Fill out this accommodations request form and someone from our People Operations team will contact you for assistance.
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