Pipeline Generation, Program Manager

About the Job:

The Pipeline Generation Program Manager is at the helm of defining, planning, and managing large-scale programmatic sales plays designed to drive pipeline for the business. Your responsibilities span the entire lifecycle—from conception to execution, including enablement and performance evaluation. Your efforts will directly support our field teams, empowering SDRs and AEs to drive top-notch pipeline generation, crucial for achieving LaunchDarkly's revenue targets.

We're seeking a proactive individual with experience in sales enablement and pipeline generation. You should excel at fostering collaboration across teams to meet strategic business objectives. If you're ready to tackle this challenge and make a tangible difference, this role is for you.

Responsibilities:

• Sales Play Strategy: Craft a comprehensive sales play strategy in partnership with Marketing, Sales, and Revenue Operations informed by market analysis and through implementation of programmatic sales campaigns aligned with quarterly objectives.
• Play Development: Responsible for leading the creation, implementation, and measurement of outbound sales pipeline generation campaigns
• Sequence Strategy: Responsible for driving and collaborating on sequence strategy and associated messaging with PMM, Sales and SDR leadership
• Playbook: Develop a comprehensive and repeatable playbook for pipeline generation (PG) that encompasses tactics, activities, avenues, enablement materials, and outbound sales collateral utilized in campaigns. This playbook will be iterative and informed through campaign analysis and play performance to include best practices.
• Calendar: Develop and manage a PG calendar aligned to marketing, enablement and sales teams to ensure timeliness and effectiveness of campaign rollout and enablement. Prescribe expected activities around pipeline generation in accordance with the quarterly pipeline generation calendar.
• Feedback & Alignment: Works with SDR and AE leaders to get alignment on needs and desired outcomes, as well as capturing learnings and feedback on whats working/not working to continue to iterate strategy and execution.
• Training & Enablement: Work with our teams to ensure appropriate sales collateral is available and enablement is complete prior to campaign execution. Responsible for leading and facilitating global training, as well as regional/segment specific training as needed.
• Cross-Functional Collaboration: Work teams across the business to define and develop pipeline generation strategy, roadmap, calendar and collateral:
  • Work with the growth acceleration team to identify product adoption and utilization trends that can be capitalized on by the sales organization and incorporate into quarterly program calendar
  • Work with regional field marketing team(s) to determine how to maximize the impact of the field marketing calendar by determining required sales outbound efforts and outputs to maximize the value and return on field events
  • Create bi-directional visibility into sales pipeline generation calendar to align Field Marketing efforts to sales campaigns and true up areas that require support
  • Work with Revenue Insights team to derive data and metrics to pinpoint performance and activity gaps and use to refine execution strategies

Qualifications:

• 5+ years of experience in program management or outbound sales play role
• Proven experience in B2B SaaS (DevOps experience is a plus!)
• Demonstrated ability to collaborate and influence cross-functional teams in a dynamic environment
• Strong program management expertise to drive initiatives from end to end
• Exceptional storytelling skills to communicate complex insights effectively
• Strategic agility to adapt to evolving business needs

Pay:

Target pay ranges based on Geographic Zones* for Level P4:

Zone 1: San Francisco/Bay Area or New York City Metropolitan Area: $114,000 - $134,000**

Zone 2: Boston, DC, Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Seattle: $103,000 - $121,000**

Zone 3: All other US locations: $97,000 - $114,000**

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.

One of our company values is 'Widen the Circle'. Which means we seek out diversity of perspectives to get better results. We understand everyone has their own unique talents and experiences. We encourage you to apply to this role even if you don’t think you meet 100% of the qualifications outlined above. We can find out together if it's the right match for your skillset.

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