Named Account Executive, US-East [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, specifically on the East Coast.

Preferred location:

• USA - East

This is a first-of-its-kind role at Sourcegraph, purpose-built for sellers who thrive on deepening relationships and maximizing value within the world's most sophisticated engineering organizations. You'll own a book of named accounts, partnering with teams at companies transforming industries through software. If you're energized by strategic account growth over net-new prospecting, this is your opportunity to build something new.

Here’s what you can expect in your first year:

📅 Within one month, you will…

• Complete new hire onboarding with the support of your manager and onboarding buddy
• Immerse yourself in Sourcegraph's products and value proposition
• Meet your cross-functional partners (CSM, Support, Solutions Engineering, Professional Services)
• Begin to learn your named book

📅 Within three months, you will…

• Establish executive relationships within your accounts
• Identify expansion opportunities across business units
• Run your first cross-functional account strategy sessions
• Begin prospecting into new teams within existing customer footprints

📅 Within six months, you will…

• Drive measurable expansion revenue
• Develop repeatable playbooks for multi-threading into new teams within accounts
• Become a trusted advisor to your customers' engineering leadership
• Consistently hit retention and expansion targets

📅 Within one year, you will…

• Be recognized as a top performer in account retention and growth
• Contribute to refining the Named AE motion and mentor future hires as this team scales

You are a relationship-driven seller who thrives on nurturing and growing a strategic book of business. You take full accountability for your accounts building cohesive strategies, nurturing executive relationships, and orchestrating cross-functional teams to drive customer outcomes. 

You're not looking to chase net-new logos; you're energized by going deep, expanding footprints, and becoming a trusted partner to engineering leaders at complex organizations.

Your Skills and Experience:

• 7+ years of B2B SaaS sales experience with a focus on account management, renewals & expansion, or farming motions
• Proven track record of retaining and growing enterprise accounts
• Demonstrated ability to build and maintain executive-level relationships (VP+)
• Experience collaborating cross-functionally with CSM, Sales Eng, Support, and PS teams to drive customer outcomes
• Strong account planning and strategic thinking skills
• Comfortable navigating complex, multi-stakeholder environments

Nice to Haves:

• Experience selling to developers or engineering teams
• Familiarity with developer tools, code search, CI/CD, or DevOps concepts
• Background in consumption-based or usage-based pricing models
• Experience with MEDDPICC or similar sales methodologies

📊 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 target compensation for this role is outlined below:

• IC5: $180,000 USD base + $120,000 USD variable ($300,000 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 4 hours in total.

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

• [30 min] Recruiter Screen 
• [45 min] Hiring Manager screen / Resume Deep Dive with Revenue Leadership

🧑‍💻 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 a CSM & Solutions Engineer 
• [45 min] Sales Presentation with Revenue Leadership & Account Executive

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

• [30 min] Values
• 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.