Strategic Account Director, Sourcegraph

• You are results-oriented, motivated, with a rare combination of entrepreneurial drive, technical curiosity, and executive presence
• You are laser-focused on generating new greenfield opportunities and driving expansion within the world’s most innovative enterprises
• 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
• 10+ years of B2B SaaS sales experience
• Proven ability to own customer relationships end-to-end, serving as the primary point of contact for engagement, account strategy, and growth
• Methodical approach to executing complex deal strategies
• Proven success selling to developers, engineering managers, and VPs of Engineering
• Comfortable navigating a hybrid motion (product-led + top-down enterprise)
• 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 leading complex, multi-stakeholder deals
• Expertise with security, licensing, and compliance requirements
• 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 Strategic Account Director, you won’t just sell software—you’ll drive a new way of working for developers
• This role blends technical depth, strategic selling, and product passion—perfect for someone who thrives in a fast-evolving environment and has proven success in managing high-value customer relationships, structuring strategic deals, and penetrating into key target accounts
• 📅 Within one month, you will…
• Learn about our products, Code Search and 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
• Build your territory plan to penetrate net-new logo accounts with an emphasis on targeted outbound while also expanding and taking ownership of key existing customers
• Meet key partners in Solution Engineering, Customer Success, Product, Legal and Engineering teams - they will be key relationships for you throughout your deal cycle
• 📅 Within three months, you will…
• Be a product expert, perfect your storytelling of use cases, demonstrate the product and convey real-world success stories of customers
• Design account plans for key accounts focused on expansion and create compelling strategies to align Sourcegraph’s value to your customers goals, needs, and objectives
• 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 build and advance a pipeline of complex, high-value opportunities, accurately capturing deal progress and weekly forecast updates
• 📅 Within six months, you will…
• Build trusted relationships with developers, engineering leaders, and execs
• Identify and nurture champions, multi-thread with economic buyers, and start to close strategic opportunities
• Collaborate cross-functionally with Solution & Field Engineering, Product, Legal and Engineering to successfully drive technically unique or complex Enterprise deals forward to completion
• Actively contribute product feedback to the team and influence our roadmap with insights from the field
• Handle the full sales cycle to consistently meet and exceed pipeline and revenue objectives
• 📅 Within one year, you will…
• Be a top-performing Strategic Account Director, exceeding pipeline, expansion, and revenue goals
• Lead enablement for future team members by defining best practices for navigating high-value enterprise sales in an AI-first market
• Be seen as a thought partner to product and execs as we scale Sourcegraph and Amp across our highest-value, most strategic customers

• 👋 Introduction Stage - we have initial conversations to get to know you better…
• [30 min] Recruiter Screen with Kelsey Nagel
• [60 min] Hiring Manager screen / Resume Deep Dive with Regional Director, Enterprise CSM
• 🧑‍💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…
• [30 min] Values
• [45 min] Peer with an Strategic Account Director & Solutions Engineer
• [45 min] Sales Presentation with Regional Director, Strategic Account Director & CSM
• 🎉 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
• [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