Mid-Market Account Executive, Sourcegraph

• You're a modern seller with a rare combination of entrepreneurial drive, technical curiosity, and executive presence
• You are excited about the future of AI in software development and want to be part of building that future
• You thrive in ambiguity, adapt quickly, and are motivated by ownership, results, and impact
• 2–5 years of B2B SaaS sales experience, ideally in a PLG environment
• You thrive in environments building your own pipeline, and focusing on selling net-new logos
• Proven success selling to developers, engineering managers, and VPs of Engineering
• Comfortable navigating a hybrid motion (product-led + top-down Mid-market)
• Excellent storytelling and discovery skills; you know how to build trust and uncover pain
• A strong understanding of developer tools, DevOps workflows, and AI trends
• Proficient in using product analytics (e.g., Looker) to prioritize and forecast pipeline
• Demonstrated success managing a book of business with high velocity deals
• Confident and curious—you learn the product, demo it well, and aren’t afraid to go off-script
• High agency: you build rather than wait, take ownership of your business, and thrive in a fast-moving, competitive space

Desirable

• As a Mid-Market Account Executive, you won’t just sell software—you’ll drive a new way of working for developers
• This is a true hunting role where you’ll work on our net-new logo team, partnering closely with product-led users to guide them from self-serve adoption to Mid-market-wide rollouts
• This role blends technical depth, high velocity selling, and product passion—perfect for someone who thrives in fast-evolving environments and is ready to define what a modern AE looks like in a PLG motion
• Ramp quickly on Amp and understand the agentic AI coding space and our product differentiators
• Begin 1:1s with your manager, align on your 30-60-90 plan, and shadow discovery and closing calls
• Analyze the PLG funnel to identify PQLs and start pipeline generation
• Begin running first calls with prospects, owning first-touch demos, and launching sales cycles
• Meet with CSMs, Account Managers, Solutions Engineers, and Product to align on shared customer goals
• 📅 Within three months, you will…
• Own a full territory plan focused on net-new business (new logos) through outbound and upsell from self-serve users
• Demonstrate Amp with confidence and fluency, tailoring use cases to real dev workflows
• Build trusted relationships with developers, engineering leaders, and execs
• Identify and nurture champions, multi-thread with economic buyers, and start to close strategic opportunities
• 📅 Within six months, you will…
• Be running a full-cycle sales motion from PQL → multi-year contract
• Actively contribute product feedback to the team and influence our roadmap with insights from the field
• Collaborate deeply with CSMs to ensure accounts drive consumption and see value
• 📅 Within one year, you will…
• Be a top-performing AE, exceeding pipeline, and new logo goals
• Lead enablement for future AEs, helping set the playbook for selling in a PLG + AI-driven environment
• Be seen as a thought partner to product and execs as we scale Amp’s Mid-market go-to-market motion
• This job is an IC3 - IC4 level

• We expect the interview process to take 5.5 hours in total
• 👋 Introduction Stage - we have initial conversations to get to know you better…
• [30 min] Recruiter Screen
• [60 min] Hiring Manager screen / Resume Deep Dive with Regional Sales Director
• 🧑‍💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…
• [45 min] Peer with an Account Executive & Customer Engineer or CSM
• [45 min] Sales Presentation with RSD, Account Executive, & Customer Engineer or CSM
• [30 min] Values
• 🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holistically
• [30 min] Leadership with GTM Leader, Aimee Menne
• [30 min] Co-founder & CEO with Quinn Slack
• 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