Back to jobs

Solutions Engineer - Bay Area / New York

Hybrid - San Francisco Bay Area · Remote - US · Remote - US East

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 organizations, 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 the USA, 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.

What Success Looks Like:

  • In 3 months, you’ll have delivered high-impact demos and POVs for key enterprise prospects, while building strong relationships with Account Executives, SE peers, and cross-functional teams.

  • In 6 months, you’ll have led multiple successful POVs, positioned yourself as a trusted advisor to customers, and contributed internally by shaping best practices and refining technical sales motions.

  • In 12 months, you’ll have played a key role in closing multimillion-dollar deals, helping expand LaunchDarkly’s enterprise footprint while also influencing strategic decisions at enterprise customers by positioning LaunchDarkly as a critical enabler of digital transformation, DevOps maturity, and AI adoption. Your impact will contribute to the creation of an enduring, industry-defining company that continues to set the standard for feature management and software delivery.

Why Join?

  • Work with global enterprises to solve real-world challenges in DevOps, AI, and modern software delivery.

  • Be part of a fast-moving, ambitious, and collaborative team - where your ideas and impact matter.

  • Join the #1 leader in feature management, trusted by the world’s biggest brands to power their software releases. Recognised as a top innovator in DevOps, feature flagging, and progressive delivery.

  • Enjoy world-class onboarding, mentorship, and continuous learning opportunities, setting you up for long-term success.

Pay:

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

  • Zone 1: San Francisco/Bay Area or New York City Metropolitan Area: $209,000 - $287,000** On Target Earnings (OTE) includes base pay and commission
  • Zone 2: Boston, DC, Irvine, LA, Monterey, Santa Barbara, Santa Rosa, Seattle: $188,000 - $259,000** On Target Earnings (OTE) includes base pay and commission
  • Zone 3: All other US locations: $177,000 - $244,000** On Target Earnings (OTE) includes base pay and commission

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. LD invites any applicant to review our written Affirmative Action Plan. To do so, contact People Ops at hr@launchdarkly.com. 

Do you need a disability accommodation?

Fill out this accommodations request form and someone from our People Operations team will contact you for assistance. 

Apply for this job

*

indicates a required field

Resume/CV*

Accepted file types: pdf, doc, docx, txt, rtf

Cover Letter

Accepted file types: pdf, doc, docx, txt, rtf

Education

Select...
Select...
Select...
Select...
Select...
Select...
Select...

U.S. Standard Demographic Questions

We invite applicants to share their demographic background. Please note this optional survey is different from the EEO questions further in the application -- we encourage you to answer both, as one is required for government reporting, and the other includes additional questions to further identify areas of improvement in our goal to become a more diverse and inclusive organization. Your responses will not be associated with your specific application and will not in any way be used in the hiring decision.

Select...
Select...
Select...
Select...
Select...
Select...

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in LaunchDarkly’s Equal Employment Opportunity policy, we do not discriminate on the basis of any protected group status under any applicable law.

Select...
Select...
Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Select...

Voluntary Self-Identification of Disability

Form CC-305
Page 1 of 1
OMB Control Number 1250-0005
Expires 04/30/2026

Why are you being asked to complete this form?

We are a federal contractor or subcontractor. The law requires us to provide equal employment opportunity to qualified people with disabilities. We have a goal of having at least 7% of our workers as people with disabilities. The law says we must measure our progress towards this goal. To do this, we must ask applicants and employees if they have a disability or have ever had one. People can become disabled, so we need to ask this question at least every five years.

Completing this form is voluntary, and we hope that you will choose to do so. Your answer is confidential. No one who makes hiring decisions will see it. Your decision to complete the form and your answer will not harm you in any way. If you want to learn more about the law or this form, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

A disability is a condition that substantially limits one or more of your “major life activities.” If you have or have ever had such a condition, you are a person with a disability. Disabilities include, but are not limited to:

  • Alcohol or other substance use disorder (not currently using drugs illegally)
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, HIV/AIDS
  • Blind or low vision
  • Cancer (past or present)
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or serious difficulty hearing
  • Diabetes
  • Disfigurement, for example, disfigurement caused by burns, wounds, accidents, or congenital disorders
  • Epilepsy or other seizure disorder
  • Gastrointestinal disorders, for example, Crohn's Disease, irritable bowel syndrome
  • Intellectual or developmental disability
  • Mental health conditions, for example, depression, bipolar disorder, anxiety disorder, schizophrenia, PTSD
  • Missing limbs or partially missing limbs
  • Mobility impairment, benefiting from the use of a wheelchair, scooter, walker, leg brace(s) and/or other supports
  • Nervous system condition, for example, migraine headaches, Parkinson’s disease, multiple sclerosis (MS)
  • Neurodivergence, for example, attention-deficit/hyperactivity disorder (ADHD), autism spectrum disorder, dyslexia, dyspraxia, other learning disabilities
  • Partial or complete paralysis (any cause)
  • Pulmonary or respiratory conditions, for example, tuberculosis, asthma, emphysema
  • Short stature (dwarfism)
  • Traumatic brain injury
Select...

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.