What can y...

Question

What can you tell me about the sales culture at LaunchDarkly and what sets it apart from other sales organizations?

Current Employee · Accepted Answer

Culture has changed in the last 3 years I've been here.   Previously, it was very much a "be a nice person" mantra and trying to keep things low stress while still making money.  Interviews included a cross functional panel which was a way to ensure that the company wouldn't hire any a-holes with big egos.

There's definitely more of a focus on performance vs culture fit now.  That's to be expected as the company has grown, and new leadership is laser focused on productivity/profitability than in the past.  We've adopted CoM, MEDDPICC, etc... but it's one of the few places I've seen where it's not used to beat you over the head if you're struggling.

Most of the leadership now is ex-ServiceNow.   They seem to be more reasonable than the PTC coaching tree (AppD, Mongo, Datadog...).  QBRs are generally positive and constructive feedback vs. stump the chump.   They're still not as familiar with the developer community, so there was some adjustment in expectations, but they seem to be learning.

Lastly, it's a tough market and a lot of other companies have taken an ax to the roster, but management has generally tried to keep the sales team intact.

Current Employee · Answer

Sales culture is rooted in "build your own pipeline" approach -- minimal inbound.   Much changing is happening at the moment (CRO, CMO, RSD departures).   Awaiting to see what next version of Sr. Mgmt brings.   Command of Message and MEDDPIC methodology.    Churn is owned by reps (if churn happens, you need to sell your way back out of it and won't get paid until you make-up for all churn).

Current Employee · Answer

Following Force Management & Meddipicc, there is lots of performance tracking (# of meetings, # of calls, # of opportunities generated).

On the corporate teams management is not very experienced, mostly internally promoted from rep to manager.

Overall colleagues are nice, but regions are very isolated.

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Anonymous Q&A

What can you tell me about the sales culture at LaunchDarkly and what sets it apart from other sales organizations?