[Hiring] Regional Sales Director @Sourcegraph

Role Description

Sourcegraph gives engineering teams complete context to understand, oversee, and evolve large, complex codebases. As agent adoption grows across enterprise engineering, the need for that context is only getting more critical. Enterprise is our primary growth focus, and we need a Regional Sales Director who can lead a new business AE team, build pipeline, and close net new logos.

This is a frontline leadership role. You'll own enterprise outbound, coach your AEs, and step into deals when the team needs it. The opportunity is real. The expectation is that you help this team execute with more focus and urgency than before.

Within one month, you will…

• Complete 1:1s with your AEs to understand where they are with their business, what coaching needs they have, and what's blocking their pipeline development and deal movement.
• Get deep on our ICP, product, and current pipeline health.
• Meet your key partners across marketing, finance, and leadership.
• Set your key priorities (Objectives and Key Results) with your manager and develop an action plan to achieve them.
• Be running regular pipeline reviews, forecasting accurately, and holding the team accountable to the activity goal being tracked.

Within three months, you will…

• Have a clear plan for improving enterprise outbound pipeline generation across the team.
• Step into deals where your team needs support opening and closing.
• Have a baseline read on each rep's capability and career trajectory.

Within six months, you will…

• Have the team tracking against quota with improving pipeline coverage.
• Be operating independently with strong cross-functional relationships.

Within one year, you will…

• Be considered a top-performing team leader by consistently exceeding team goals.
• Cultivate a team of Account Executives that see consistent month-over-month success.
• Serve as a mentor, leader, or coach to other new peers of the team.

Qualifications

• 4+ years as a frontline enterprise sales manager, with direct experience leading teams of 6–10 AEs.
• Proven ability to hire, develop, and retain top sales talent, with a hands-on coaching approach to rep development and performance management.
• Consistent track record of accurate roll-up forecasting and disciplined pipeline management.
• Experienced in running structured deal reviews and inspecting pipeline with a repeatable qualification framework (e.g. MEDDIC/MEDDPICCC), with a track record of coaching reps to improve deal quality and close rates.
• Demonstrated history of building high-performing teams that hit and exceed revenue targets with strong seller participation across the board.
• Deep experience selling and leading teams that sell six-figure contracts into enterprise accounts, with a strong command of complex, multi-stakeholder sales cycles.

Nice to Have

• Background in developer tools or an adjacent technical domain, with enough technical fluency to earn credibility with engineering buyers and partner effectively with SEs.

Compensation

• The target compensation for this role is $180,000 USD base + $180,000 USD variable ($360,000 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. We expect the interview process to take 4.75 hours in total.

• Introduction Stage
  • Recruiter Screen [30m]
  • Resume Deep Dive / Hiring Manager screen [45m]
• Team Interview Stage
  • Peer - Jamie Lindsay & Karina O’Friel [45m]
  • Team interview with 2 direct reports [45m]
  • Working session with leadership [60m]
• Final Interview Stage
  • Values [30m]
  • Leadership [30m]

We check references and conduct your background check. You are welcome to request additional conversations with anyone you would like to meet, but didn’t get to meet during the interview process.