Enterprise Account Executive, Sourcegraph

• You are a results-oriented, strategic hunter who thrives in enterprise environments and has a proven track record selling to developers and engineering leaders
• You excel at uncovering needs through rigorous discovery, navigating complex multi-stakeholder deals, and building consensus across technical and executive audiences
• You are highly motivated, self-directed, and energized by creating new opportunities and expanding your footprint within accounts
• You take ownership of your pipeline and performance, and you hold yourself accountable for achieving ambitious goals
• 7+ years of B2B SaaS or software sales experience
• 3+ years of selling as an Enterprise Account Execuitive
• Proven track record of exceeding quotas while leading with empathy and credibility
• Experience selling complex solutions with ASP ≥ $100k
• Comfortable engaging with both individual contributors and VP/C-level executives
• Exceptional interpersonal, presentation, verbal, and written communication skills across all levels and personas
• Passion for our mission and belief in the transformative power of developer productivity

Desirable

• As an Enterprise Account Executive [IC5], you will have more responsibility, upside, and growth potential than anywhere else with a comparable role
• At Sourcegraph, we strive to create the best environment for exceptionally talented people to thrive
• If you join us, you’ll make a meaningful impact on how engineering organizations operate at scale
• 📅 Within one month, you will…
• Begin 1:1’s with your manager, understand your 30-60-90 plan, shadow current team members, review your quota, and dive into your territory
• Build a territory plan targeting net-new logo accounts with a strong emphasis on outbound engagement and expanding existing customer relationships
• Meet key partners across Customer Engineering, Technical Success, Product, Legal, and Engineering teams—relationships that will be critical throughout your deal cycles
• 📅 Within three months, you will…
• Understand the unique capabilities of our Core Search products and develop compelling strategies to align their value with your prospect’s engineering and business objectives
• Hone your storytelling skills, clearly articulating use cases, sharing real-world customer success stories, and conveying outcomes that matter to both technical and executive audiences
• Identify champions, influencers, and decision makers, building trusted advisor relationships that accelerate adoption across engineering organizations
• Execute a disciplined, repeatable sales process to continuously build and advance pipeline while maintaining accurate forecasting
• Negotiate complex enterprise proposals and contracts and surface market insights to the Product team to influence our roadmap
• Consistently hit your activity and pipeline goals
• 📅 Within six months, you will…
• Own the full sales cycle, consistently meeting and exceeding pipeline and revenue objectives
• Collaborate cross-functionally with Customer Engineering, Product, Legal, and Engineering to successfully close technically complex and strategically significant enterprise deals
• Deliver actionable customer feedback across teams, ensuring engineers and product teams remain tightly aligned with customer needs
• 📅 Within one year, you will…
• Be recognized as a top-performing Account Executive, consistently exceeding goals and setting the standard for excellence
• Mentor and support new Account Executives, assisting with onboarding, training, and motivation to elevate the entire team
• 📊 This job is an IC5

• 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 4 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 VP, Revenue
• 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