AI Specialist

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

Qualifications:

• 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:

• Zone 1: San Francisco/Bay Area or NYC Metropolitan Area, Boston, Seattle - $269,000 - $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

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.