Enterprise Account Executive, Sourcegraph

• You are a results-oriented, motivated, and strategic ‘hunter’ who shares our values and has a passion for all things sales
• You are laser-focused on generating new greenfield business and expanding customer accounts as the world of CodeAI is in focus across the world’s leading enterprises
• Specifically, you will play a pivotal role in helping us achieve our goals by winning high visibility deals and crushing your annual quota
• You are a self-starter and thrive in an independent environment
• You possess internal motivations to be the best at what you do and perform at the top of the leaderboard
• 5+ years of enterprise technical sales experience, SaaS preferred
• Proven track record of exceeding sales quotas, while leading with empathy
• Experience selling products with ASP >= $100k
• Stellar interpersonal, presentation, verbal, and written communication skills, across all levels and personas (be it with a developer, a CTO, another salesperson, or anyone in-between)
• Passionate about our mission and the potential for developers to improve the world

Desirable

• As an Enterprise Account Executive, you will have more responsibility, upside, and growth potential than anywhere else otherwise comparable
• Within one month, you will…
• Begin 1:1’s with your manager, understand your 30-60-90 plan, meet & shadow current members of the Sourcegraph team, understand your quota, and delve into your territory
• Build your territory plan to penetrate net-new logo accounts with a heavy emphasis on outbound and growing the footprint of your existing customers
• Meet key partners in Customer Engineering, Technical Success, Product, Legal and Engineering teams - they will be key relationships for you throughout your deal cycle
• Within three months, you will…
• Understand the superpowers that Sourcegraph provides a development organization, and create compelling strategies to align Sourcegraph value to your prospect’s goals, needs, and objectives
• Be a product expert, perfect your storytelling of use cases, demonstrate the product and convey real-world success stories of customers
• Identify champions, influencers, and key stakeholders in the decision process, and build trusted advisor relationships with them to help bring more engineering organizations onto the Sourcegraph platform
• Leverage a consistent sales process to continuously build and move pipeline forward (while regularly and accurately capturing updates and pipeline forecasts)
• Develop and negotiate complex enterprise level proposals and contracts
• Work with our product team to be the voice of the customer and bring market insights to our roadmap
• Consistently achieve your activity goals
• Within six months, you will…
• Handle the full sales cycle to consistently meet and exceed pipeline and revenue objectives
• Collaborate cross-functionally with Customer Engineering, Product, Legal and Engineering to successfully drive technically unique or complex Enterprise deals forward to completion
• Deliver customer feedback to our teammates, including our engineers (who are the most customer-driven engineers you'll ever see--they care about making customers happy and closing deals!)
• Within one year, you will…
• Be considered a top-performing Account Executive on the team by consistently exceeding your goals
• Set an example for new Account Executives, and assist in training, onboarding and motivating new Teammates

• 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 with Kelsey Nagel
• [30 min] Hiring Manager Screen with Jon Kishpaugh
• 🧑‍💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…
• [60 min] Resume Deep Dive with Jon Kishpaugh
• [45 min] Peer Interview with an Account Executive & Customer Engineer
• [45 min] Presentation with Jon Kishpaugh, Account Executive & Customer Engineer
• 🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holistically…
• [30 min] Values Interview
• [30 min] Leadership Interview with VP, Sales, Brock Perko
• [30 min] Leadership Interview with co-founder, 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