Senior Solutions Engineer APJ

About the Job:

As a Senior Solutions Engineer, you’ll be the technical heartbeat of the sales process - helping land and expand enterprise deals alongside Account Executives. Your mission? Champion LaunchDarkly inside customer organisations, bridging the technical and business value to drive real impact.

You’ll lead technical evaluations, build strong champions, and craft solutions that prove why LaunchDarkly is the right choice. This role is a mix of technical expertise, relationship-building, and sales acumen - translating complex capabilities into tangible business outcomes. And you’ll do it all with a humble, hungry, smart, and energetic mindset.

Responsibilities:- Be a Trusted Advisor, Not A Demo Monkey

• Work as a team – Partner with AEs to qualify opportunities, develop account strategies, and close deals.

• Come with a perspective – Challenge customers to think bigger about what’s possible with LaunchDarkly, bringing insights on best practices and industry trends.

- Champion Building & Customer Relationships

• Turn users into advocates – Build deep relationships with technical and business stakeholders so they champion LaunchDarkly when you’re not in the room.

• Stay connected – Through on-site visits, regular check-ins, and ongoing discovery, you’ll always be in tune with customer needs.

- Technical Validation & Proof of Value

• Lead high-impact demos & POVs – Lead technical validations that don’t just check a box - they make customers want to buy.

• Solve big problems – Craft solutions that demonstrate clear business impact.

• Own the evaluation process - Guide prospects through POVs, workshops, and hands-on trials that demonstrate clear ROI.

- Stay Sharp & Be the Expert

• Know the landscape – Stay ahead of DevOps, CI/CD, AI, release management, and data science trends to engage customers with authority.

• Own the technical conversation – Confidently engage with both technical teams and executives, connecting technology to business value.

- Collaboration & Feedback

• Advocate for customers – Provide product feedback that helps shape the roadmap.

• Align cross-functionally – Work closely with Sales, Customer Success, Professional Services, Product, and Engineering to ensure customer success.

- Travel & On-Site Engagement

• Expect up to 35% travel, primarily across ANZ, for on-site customer workshops, deal closings, and industry events.

About You:- Champion Builder

• You love building strong customer relationships and creating internal advocates for our solution.

- Drive & Ownership 

• You don’t wait to be asked - you see what needs to be done and make it happen.

- Intelligence & Business Acumen

• You grasp the bigger picture by understanding that software drives every business, shaping competitive advantage, revenue growth, and efficiency and able to position LaunchDarkly as a strategic enabler, not just a tool

• You can clearly articulate business value, tying technical solutions to real-world outcomes.

- Character: Humble, Hungry, Smart, Energetic

• Humble – You value collaboration, seek feedback, and focus on team success.

• Hungry – You’re self-motivated, go the extra mile, and close big deals.

• Smart – You read rooms, tailor your communication, and connect with diverse audiences.

• Energetic – You bring enthusiasm and urgency, inspiring action and keeping momentum high.

- Coachability

• You seek and apply feedback, constantly refining your approach.

• You learn quickly, whether it’s new tech, sales strategies, or customer insights.

- Technical Expertise

• DevOps / Platform Engineering / Release Management – Solid understanding of CI/CD, feature flags, and infrastructure automation.

• AI & Data Science (Nice to Have) – Knowledge of model management, inference services, or Jupyter notebooks.

• Strong hands-on skills – You can design and lead technical demos, workshops, and POVs.

- Sales Experience & Methodology

• Comfortable with MEDDPICC, Command of the Message (CoM), or similar methodologies.

• Experience working with F100, F500, or large enterprise SaaS sales.

• Proven ability to drive $1M+ deals and build compelling business cases.

Qualifications:

- Basic:

• 5+ years in a technical sales or solutions engineering role, selling complex enterprise SaaS solutions.

• Proven success leading POCs, POVs, and world-class demos.

• Experience with MEDDPICC, CoM, or other structured sales frameworks.

• Excellent technical and business communication skills.

• Willingness to travel (up to 35%).

- Preferred:

• DevOps & Transformation Experience – Working with teams migrating to microservices, CI/CD, or feature management.

• Programming & Cloud Expertise – Proficiency in one of LaunchDarkly’s supported languages (Java, .NET, Go, JavaScript/Node, Python, PHP, Ruby, iOS, or Android) and cloud/container tech (Docker, Kubernetes).

• Enterprise Sales Methodologies – Experience supporting complex enterprise sales ($1M+) in blue-chip / large enterprise environments.

• AI & Data Science (Nice to Have) – Familiarity with AI/ML workflows, prompt engineering, or model deployment.

Pay:

*On Target Earnings (OTE) includes base pay and commission*

*Restricted Stock Units (RSUs), health, vision, and dental insurance, and mental health benefits in addition to salary.

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, degree level, and location.

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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