Revenue Strategy and Operations Manager, Sourcegraph
$120-140k
OTE
$119k
BASE
In addition to our cash compensation, we offer equity
More information about location
Universal code search for developers
Be an early applicant
Universal code search for developers
101-200 employees
Be an early applicant
$120-140k
OTE
$119k
BASE
In addition to our cash compensation, we offer equity
More information about location
101-200 employees
Company mission
To make it so everyone codes by building the tools that keep developers at the bleeding edge.
Role
Who you are
- You're a strategic operator and systems thinker who takes ownership before anyone asks
- You thrive in environments where the GTM motion is actively being rebuilt — where there's real work to do, not just processes to maintain
- At Sourcegraph, you'll be stepping into a Search business unit transitioning from PLG to enterprise sales, with pipeline infrastructure, tooling, and data workflows that need to be purpose-built for the motion ahead
- That's exactly the kind of challenge you seek out
- You know how to lead
- You set a clear direction for your direct reports, hold them accountable with specificity, and develop their craft — not by doing the work for them, but by raising the bar and staying close enough to know when something's off
- Where you truly shine is in GTM automation and systems design
- You've built or significantly shaped workflows that drive top-of-funnel execution — from intent signals and account prioritization to outreach sequencing and rep routing
- You think in triggers: what data point should fire what action, for which rep, at what moment to increase win rates
- You apply the same logic downstream — building automated health scoring, expansion signals, and churn risk flags that give CSMs a reason to act before a renewal is at risk
- You're fluent with AI tools and actively look for places to apply them to reduce manual work and improve signal quality across the GTM stack
- Your output is consistently executive-ready
- You don't need editing, follow-up, or deadline reminders
- You show up with a point of view, you deliver what you commit to, and you flag problems early with a proposed solution already in hand
- 7+ years of professional experience with a core focus in sales and post-sales strategy and planning, including people management
- GTM automation: Have designed and built automated workflows across top-of-funnel, sales execution, and post-sale — connecting signals to actions without manual intervention
- Customer health and expansion triggers: Experienced building data-driven scoring models that surface churn risk, expansion readiness, and engagement patterns for CSMs and AMs
- Data-driven decision making: Translates messy CRM and product data into clean, opinionated analysis that drives GTM decisions at the exec level
- Pipeline and forecasting infrastructure: Has owned or built forecasting cadences, pipeline health reporting, and sales performance dashboards
- Cross-functional execution: Operates independently across Sales, Marketing, Finance, and Customer Success — earns trust through output, not tenure
- MEDDPICC or structured sales methodology: Understands how qualification frameworks translate into CRM design, reporting, and deal inspection
- Proactive ownership: Identifies gaps, proposes solutions, and delivers without being managed — reactive is not in your vocabulary
What the job involves
- The Revenue Strategy and Operations Manager role at Sourcegraph is a rare opportunity to build, not maintain
- Sourcegraph's business is in the middle of a deliberate GTM transformation — fully refocusing back to enterprise sales, having recently replaced a traditional SDR function with a data-driven Sales Strategist motion, and rebuilding marketing from the ground up for an enterprise buyer
- The infrastructure, automation, and data workflows that will power this new motion need to be designed and built by someone who knows what good looks like
- That person is you
- The scope is unusually broad for an M3
- You'll own the full RevOps surface — annual planning, headcount modeling, comp design, territory design, and weekly forecast — giving you a direct line of sight into every major GTM decision the business makes
- You'll facilitate QBRs, own board and exec reporting, and be the person in the room who knows whether the plan is realistic
- That kind of influence at this level is rare
- The technical problems are genuinely interesting
- You'll be building GTM automation across the full customer lifecycle — account prioritization, top-of-funnel execution, customer health scoring, and expansion signals — at a company that builds tools for the world's most sophisticated engineering organizations and expects the same rigor internally
- AI is not an afterthought here; it's an active part of how we expect this function to operate
- Your contributions are visible in both the numbers and the heartbeat of the GTM organization
- You'll bring a clear point of view and teams will actually use what you build
- If you've been in a role where your best work got ignored or endlessly revised, this is the antidote
- If you're ready to stop inheriting someone else's work and start building something that matters, this is the role for you
Application process
- Below is the interview process you can expect for this role (you can read more about the types of interviews in our Handbook). It may look like a lot of steps, but rest assured that we move quickly and the steps are designed to help you get the information needed to determine if we’re the right fit for you… Interviewing is a two-way street, after all!
- We expect the interview process to take 3.75 hours in total
- 👋 Introduction Stage - we have initial conversations to get to know you better…
- [30m] Recruiter Screen
- [45m] Hiring Manager Screen with CRO
- 🧑💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…
- [45m] Working Session with CRO, Global Head of Sales and Salesforce Administrator
- [45m] Cross-functional team collaboration with Regional Sales Director and Director of Financial Planning
- [30m] Values with two teammates outside of your department
- 🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holistically…
- [45m] Resume Deep Dive with CRO
- [30m] Leadership with Chief People Officer
- We check references and conduct your background check
- Please note - you are welcome to request additional conversations with anyone you would like to meet, but didn’t get to meet during the interview process
Our take
Inspired by code search engines like OpenGrok, Livegrep and Google Code Search, Sourcegraph has developed a robust tool that allows developers to swiftly search through code across an entire organization. While similar systems are used by large-scale organizations, Sourcegraph aims to make this powerful code search capability accessible to every developer.
Searching through extensive codebases, especially during debugging, can be time-consuming and tiresome. Sourcegraph streamlines this process, saving time and reducing stress for both individuals and businesses. The platform offers a free version for all developers, while revenue is generated through enterprise-specific features tailored for large corporations.
The launch of Cody, an open-source AI tool that enhances coding practices, saw the company expand into AI coding agents - although this part of its business is now splitting off into "Amp". This leaves the Sourcegraph team to focus on delivering and innovating its code search product, which is now a mission-critical piece of AI infrastructure software for many businesses.
Steph
Company Specialist at Welcome to the Jungle
Insights
-20% employee growth in 12 months
Company
Funding (last 2 of 5 rounds)
Jul 2021
$125m
SERIES D
Dec 2020
$50m
SERIES C
Total funding: $223m
Company benefits
- Medical, dental and vision (100% company-paid)
- Unlimited PTO with a 30 day minimum
- Wellness stipend
- Generous travel budgets
- Family planning benefits
- Equity
- Office budget
- Professional development
- Global, remote-friendly team with hubs in key cities
Company HQ
SoMa, San Francisco, CA
Leadership
Quinn Slack
(Board Member & Co-founder)CEO and Member of Technical Staff at Amp Code. Previously co-founded Blend Labs, and also worked at Palantir Technologies where they created a technology platform to help two of the top five U.S. banks recover from the housing crisis.
Beyang Liu
(CTO & Co-founder)Previously a Software Engineer at Palantir Technologies, where they developed new data analysis software on a small, customer-facing team working with Fortune 500 companies. Studied Computer Science at Stanford.
Dan Adler
(CEO)Joined the company in 2016 as Director of BizOps and Strategy. Became VP of Business in 2018, then CEO in 2025. Previously founded Cells Software, was an Investment Associate at Vector Capital, and Consultant at Bain & Company.
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