Regional Sales Director, Sourcegraph
SMB & Mid-Market
$195-390k
OTE
$195k
BASE
+ Equity
More information about location
Universal code search for developers
Job no longer available
Universal code search for developers
101-200 employees
Job no longer available
$195-390k
OTE
$195k
BASE
+ 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 have demonstrable success in high-velocity B2B SaaS sales:
- 7+ years in B2B SaaS sales with 3+ years managing sales teams of 5-10 reps
- Proven track record managing teams that consistently hit or exceed quota (you can point to specific team attainment numbers)
- Experience in PLG-to-sales conversion environments where you've worked closely with Marketing/Product to convert self-service users into paying customers
- Track record in consumption-based or usage-based pricing models (bonus: developer tools, infrastructure, or AI products)
- Experience coaching teams that do self-generated outbound prospecting—not just working inbound leads
- You're a player-coach who thrives in the details:
- You don't just review pipeline reports; you listen to calls, join customer meetings, and actively coach reps on their approach
- You can diagnose why deals stall and prescribe specific actions to get them unstuck
- Track record of ramping new reps quickly in high-velocity environments
- You have strong technical aptitude:
- While you don't need to be an engineer, you can hold credible conversations with technical buyers about AI, code generation, development workflows, and software engineering productivity
- You understand how developers work and what motivates engineering leaders to invest in new tools
- Comfortable in the AI coding space and can articulate competitive differentiation against other tools in the market
- You're adaptable and thrive in ambiguity:
- You are energized by building processes, not just executing existing playbooks
- You are comfortable with rapid iteration—what works this month may need to change next month
- Foster team cohesion even when the path forward isn't perfectly clear
- Make data-driven decisions with incomplete information
- You bring hustle and grit:
- You set the standard for work ethic and activity levels—your team will follow your lead
- Bias toward action: you'd rather test and learn than wait for perfect information
- Comfortable with the intensity of managing a team targeting 200+ logos annually
- Resilient in competitive, fast-moving markets
What the job involves
- Sourcegraph is at an inflection point – our AI-powered coding agent, Amp, has fundamentally changed how we go to market. As a leader, you’ll be building and leading the team responsible for the fastest, highest-velocity segment of our business
- You're building the motion, not inheriting it: Amp Enterprise launched in June so the playbook for SMB/MM (sub-500 devs) is yours to write. You'll define the prospecting strategies, qualification criteria, and sales process that will scale this segment
- High-velocity, high-impact sales: Your team will close hundreds of new logos annually with fast, snappy sales cycles. This isn't relationship-based enterprise selling—it's about identifying signals, moving fast, and winning in a highly competitive AI coding market
- Hands-on player-coach opportunity: You'll manage a team of 6 AEs initially (growing to 10-12+ within 12 months), but this isn't a "manage from above" role, you’ll be in the deals with them, reviewing calls, refining pitches, and coaching in real-time. If you love being in the arena, this role is for you
- Hybrid PLG + outbound motion: You’ll not only be helping your team with self-generated outbound, but you’ll also be partnering with marketing to optimize the conversion of product-qualified leads from our user base. You'll also work directly with Marketing and Product teams to improve conversion rates and identify buying signals in product usage data
- AI coding market timing: Developers are rapidly adopting AI coding tools. You're selling into a market with massive tailwinds, where companies are actively seeking solutions. The challenge isn't convincing them they need agentic solutions, it's winning against in a noisy, crowded market where companies are investing in multiple tools at once
- Ownership of a critical growth engine: SMB and MM accounts represent the volume engine for Sourcegraph's growth. While Strategic accounts drive ARR concentration, your team will drive logo acquisition, market penetration, and the foundation for future expansion revenue
- You'll be operating in the "innovation zone" of a seasoned, established company that's transitioning from seat-based enterprise software to consumption-based AI products. You won't have perfect enablement materials, established processes, or a proven playbook but what you will have is the autonomy to build and a team hungry to learn
- If you thrive in ambiguity, love coaching reps to punch above their weight, and want to build something from the ground up rather than optimize an existing motion, this is the place for you
Application process
- We expect the interview process to take 5.5 hours in total
- 👋 Introduction Stage - we have initial conversations to get to know you better…
- [30m] Recruiter Screen - Kelsey Nagel
- [30m] Hiring Manager Screen - Aimee Menne
- 🧑💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…
- [30m] Peer Interview - Jon Kishpaugh
- [45m] Leadership Interview with two potential direct reports
- 🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holistically…
- [60m] Working session with leadership - Aimee Menne, Jon Kishpaugh, Connor O’Brien
- [30m] Values
- [30m] Leadership with co-founder - Quinn Slack
- [30m] Leadership/values with head of people - Carly Jones
- 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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