AI Specialist - Enterprise & Strategic Accounts, AgentControl

About the Job: LaunchDarkly just launched AgentControl — the operational layer that lets teams configure, evaluate, and control AI agents at runtime, no redeploy required. We're looking for an AI Specialist to join our Enterprise & Strategic sales team as a quota-carrying overlay seller, driving AgentControl revenue across our largest accounts. This is a sales-led role, not a technical pre-sales seat. You'll own an AgentControl number, build your own pipeline alongside Enterprise and Strategic Account Executives, and run deals start to close. Responsibilities:

Own a revenue target for AgentControl, with full accountability for pipeline, forecasting, and closed-won bookings Partner with Enterprise and Strategic AEs as the AgentControl overlay — building account plans and co-selling into existing and net-new relationships Prospect within the install base and target accounts to create AgentControl opportunities, not just work what's handed to you Run the full sales cycle: discovery, value narrative, stakeholder alignment, negotiation, and close Build a business case for economic buyers around AgentControl's core value — safer, faster AI agent operations in production Partner with Deal Desk on pricing and deal structure for large or complex deals Work cross-functionally with Sales Engineering and Product Marketing on positioning, and pull in technical support at the right moments Lead executive conversations and proof-of-value engagements that move strategic deals forward Feed field intelligence — win/loss themes, objections, pricing feedback — back to Product and Marketing

5+ years of quota-carrying sales experience — AE, sales specialist, or overlay seller — ideally in enterprise/strategic B2B SaaS A proven track record of hitting or exceeding revenue targets Experience running full-cycle enterprise deals: prospecting, discovery, business case, negotiation, close Comfort operating as an overlay — co-selling with AEs without owning the whole account relationship Working familiarity with modern software delivery (CI/CD, feature management, or observability) and genuine interest in AI agents in production Strong commercial instincts and executive presence — equally at home prospecting a new logo or briefing a VP of Engineering Experience ramping a new product line within an existing territory is a plus Bachelor's degree or equivalent experience

Pay: Target pay ranges based on Geographic Zones* for Level 4:

Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $ 2 69,000 - $370,000 ** Zone 2: Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Austin, Portland, Philadelphia, Chicago - $ 242,000 - $333,000 ** Zone 3: All other US locations - $ 229,000 - $314,000 **

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