Remote Job Description

As an Enterprise Account Executive, you will have more responsibility, upside, and growth potential than anywhere else otherwise comparable. We strive to make Sourcegraph the best company where exceptionally talented people can thrive. If you join us, we know you’ll make a big impact!  Here’s what we’re thinking:

Within one month, you will… 

  • Begin 1:1’s with your manager, understand your 30-60-90 plan, meet & shadow current members of the Sourcegraph team, understand your quota, and delve into your territory.
  • Set your OKRs (Objectives and Key Results) with your manager and develop an action plan to achieve them.
  • Meet key partners in Customer Engineering, Product, Legal and Engineering teams - they will be key relationships for you throughout your deal cycle.

Within three months, you will…

  • Understand the superpowers that Sourcegraph provides a development organization, and create compelling strategies to align Sourcegraph value to your prospect’s goals, needs, and objectives.
  • Be a product expert and feel comfortable demoing and closing your first deal.
  • 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 continuously build and move pipeline forward (while regularly and accurately capturing updates and pipeline forecasts).
  • Develop and negotiate complex enterprise level proposals and contracts.
  • Work with our product team to be the voice of the customer and bring market insights to our roadmap.
  • Consistently achieve your activity goals. 

Within six months, you will…

  • Handle the full sales cycle to consistently meet and exceed pipeline and revenue objectives.
  • Collaborate cross-functionally with Customer Engineering, Product, Legal and Engineering to successfully drive technically unique or complex Enterprise deals forward to completion.
  • Deliver customer feedback to our teammates, including our engineers (who are the most customer-driven engineers you'll ever see--they care about making customers happy and closing deals!).

Within one year, you will…

  • Be considered a top-performing Account Executive on the team by consistently exceeding your goals.
  • Set an example for new Account Executives, and assist in training, onboarding and motivating new Teammates.

About you 

You are a results-oriented, motivated, and strategic ‘hunter’ who shares our values and has a passion for all things sales and is laser-focused on generating new greenfield business. Specifically, you will play a pivotal role in helping us achieve our goals by winning high visibility deals and crushing your annual quota.

Your skill-set:

  • 5+ years enterprise technical sales experience, SaaS preferred
  • Proven track record of exceeding sales quotas, while leading with empathy
  • Experience selling products with ASP >= $100k
  • Stellar interpersonal, presentation, verbal, and written communication skills, across all levels and personas (be it with a developer, a CTO, another salesperson, or anyone in-between)
  • Passionate about our mission and the potential for developers to improve the world

Nice to haves:

  • Selling developer products and working closely with developers
  • Proficiency with software development concepts
  • Converting freemium or trial usage to large commercial contracts
  • Experience with complex multi-year contracts
  • Proficiency with security, licensing, and compliance requirements

Interview process

  • You apply.
  • [30 min] Recruiter screen
  • [30 min] Hiring Manager screen.
  • [1 hour] Resume deep dive with Hiring Manager & VP Talent.
  • [1 hour] Presentation to Enterprise Account Executives & Hiring Manager.
  • [30 min] Technical Product Review with a member of our Customer Engineering team.
  • [30 min] Values Interview
  • [30 min] Department head interview with Gregg Stone, VP of Sales.
  • Any other informal conversations with people who you would be working closely with but didn’t get to meet during the interview process.
  • We check references & make an offer.