Enterprise Account Executive, US [IC5]

🌎 While we are an all-remote company and hire almost anywhere in the world, we do require successful candidates to be located in the United States. 

Preferred location:

• USA 

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.

You are a results-oriented, strategic hunter who thrives in enterprise environments and has a proven track record selling to developers and engineering leaders. You excel at uncovering needs through rigorous discovery, navigating complex multi-stakeholder deals, and building consensus across technical and executive audiences.

You are highly motivated, self-directed, and energized by creating new opportunities and expanding your footprint within accounts. You take ownership of your pipeline and performance, and you hold yourself accountable for achieving ambitious goals.

Your Skills and Experience:

• 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

Nice to Haves:

• 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. 

📊 This job is an IC5. You can read more about our job leveling philosophy in our Handbook.

💸 We pay you an above-average salary because we want to hire the best people who are fully focused on helping Sourcegraph succeed, not worried about paying bills. As an open and transparent company that values competitive compensation, our compensation ranges are visible to every single Sourcegraph teammate. To determine your salary, we use a number of market and data-driven salary sources, along with your location zone, and target the high-end of the range to ensure we’re always paying above market regardless of where you live in the world. 

💰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 (because when we succeed as a company, we want you to succeed, too) and generous perks & benefits.

Below is the interview process you can expect for this role (you can read more about the types of interviews in our Handbook). It may look like a lot of steps, but rest assured that we move quickly and the steps are designed to help you get the information needed to determine if we’re the right fit for you… Interviewing is a two-way street, after all! 

We expect the interview process to take 5 hours in total.

👋 Introduction Stage - we have initial conversations to get to know you better…

• [30 min] Recruiter Screen 
• [30 min] Hiring Manager screen with Regional Sales Director
• [60 min] Resume Deep Dive 

🧑‍💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…

• [45 min] Peer with an Account Executive & Solutions Engineer
• [45 min] Sales Presentation with RSD, Global Head of Sales, CRO
• [30 min] Values

🎉 Final Interview Stage - we move you to our final round, where you gain a better understanding of our business and values holistically

• [30 min] Leadership with Global Head of Sales
• We check references and conduct your background check

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.