[Hiring] Strategic Account Director @Sourcegraph

Role Description

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:
  • 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 across our highest-value, most strategic customers.

Qualifications

• 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 top-down strategic motion
• 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., Omni) 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

Benefits

• Target compensation for this role is $180,000 USD base + $180,000 USD variable ($360,000 USD on-target-earnings).
• In addition to cash compensation, we offer equity.
• Generous perks & benefits.

Interview Process

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