[Hiring] Sales Development Representative, Team Lead @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 becoming more critical. We need to tell this story more broadly, and need a SDR lead who can lead the buildout of our outbound prospecting motion by first doing while also concurrently managing an external outsourced function.

Within one month, you will…

• Complete your onboarding, going deep into our ICP, product, customer wins and losses, and recent and current pipeline.
• Learn our value framework and messaging house both of which will be critical to your personal success.
• Take over day-to-day management of our outsourced third-party SDR team: understand their current motion, targets, and output, and where the gaps are.
• Revamp our cold-call and LinkedIn messaging scripts, and start personally testing new messaging in-market.

Within one quarter, you will…

• Run a consistent outbound motion yourself — cold calls + LinkedIn — generating qualified net-new pipeline against a personal target.
• Tighten the outsourced team: QA their messaging, coach, and hold them to activity and pipeline goals.
• Turn what's working into a documented, repeatable outbound playbook — proven by your own results.
• Establish and hit net-new outbound pipeline goals across both your direct effort and the outsourced team.

Beyond one quarter (if the above is working), you will…

• Hire and lead an in-house SDR team, scaling the playbook you've validated.
• Own onboarding, coaching cadence, and pipeline targets for that team.

Qualifications

• 3+ years in outbound sales development / prospecting, with a track record of personally generating net-new enterprise pipeline via cold calling, email, and social.
• Player-coach mentality; you'll pick up the phone and prospect directly, not just manage.
• 0 → 1 builder: you've created scripts, cadences, and playbooks from scratch.
• Superb written and verbal communication; you can craft and A/B test messaging that converts skeptics.
• Able to sell into technical/engineering audiences and ramp on a technical product quickly.
• High agency, gritty, comfortable with ambiguity.
• Data-driven: you measure and iterate on activity → meeting → pipeline conversion.

Nice to Have

• Background in developer tools or an adjacent technical domain.
• Experience managing or coaching reps, or an outsourced/agency SDR team.

Compensation

• The compensation for this role is $98,700 USD base + $42,300 USD variable ($141,000 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 3.15 hours in total.

• 👋 Introduction Stage: Initial conversations to get to know you better [30m]
• Recruiter Screen - Trevor Houghton [45m]
• Hiring Manager Screen/Resume Deep Dive - Aimee Menne
• 🧑‍💻 Team Interview Stage: Delve into your experience in more depth and introduce you to members of the team, including cross-functional partners [30m]
• Cross-functional team collaboration - Mark Cochran
• 🎉 Final Interview Stage: Final round, where you gain a better understanding of our business and values holistically [30m]
• Values [60m] Working session - Aimee Menne, Jon Kishpaugh, Marketing

Learn More About Us

You can learn more about what it is like to work at Sourcegraph by reading our handbook. We are an ambitious team who are collectively working hard to build the most influential company in the world.