[Hiring] Enterprise Account Executive @Sourcegraph

Role Description

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.

Here’s what you can expect in your first year:

• 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.
  • Start to hold new business meetings and build pipeline.
  • 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…
  • Be well versed in Sourcegraph’s Value Framework.
  • Understand the unique capabilities of Sourcegraph 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.

Qualifications

• 7+ years of B2B SaaS or software sales experience
• 3+ years of selling as an Enterprise Account Executive
• 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

Requirements

• Experience selling developer or engineering-focused products
• Familiarity with software development concepts, CI/CD, version control, or DevOps tooling
• Experience managing complex multi-year contracts
• Knowledge of security, licensing, and compliance requirements
• Vertical expertise in Financial Services, Insurance, Semiconductors, Auto-Manufacturing, or Retail.

Compensation

The compensation for this role is outlined below:

• IC5: $165,000 USD base + $165,000 USD variable ($330,000 USD on-target-earnings).

In addition to our cash compensation, we offer equity and generous perks & benefits.

Interview Process

Below is the interview process you can expect for this role:

• Introduction Stage
  • Recruiter Screen [30 min]
  • Hiring Manager screen with Regional Sales Director [30 min]
  • Resume Deep Dive [60 min]
• Team Interview Stage
  • Peer with an Account Executive & Solutions Engineer [45 min]
  • Sales Presentation with RSD, Global Head of Sales, CRO [45 min]
• Final Interview Stage
  • Leadership with Global Head of Sales [30 min]

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.