Commercial Account Executive

Sourcegraph is a company dedicated to providing engineering organizations with full visibility across their systems, precise context for AI tools, and the ability to execute coordinated code changes at scale. Their mission is to empower teams to navigate massive codebases with confidence and make changes across hundreds of repositories effortlessly. Companies like Stripe, Reddit, and Leidos rely on Sourcegraph to improve their shipping speed and quality.

Why this job is exciting

As a Commercial Account Executive, you will have significant responsibility, growth potential, and a high level of impact. Sourcegraph aims to be the best company for exceptionally talented individuals to thrive. Joining them will allow you to make a substantial difference.

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

📅 Within one month, you will...

• Begin 1:1 meetings with your manager, understand your 30-60-90 plan, meet and shadow current Sourcegraph team members, 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.
• Start holding new business meetings and build pipeline.
• Meet key partners in Customer Engineering, Product, Legal, and Engineering teams, who will be crucial relationships for your deal cycle.

📅 Within three months, you will...

• Be well-versed in Sourcegraph’s Value Framework.
• Understand the unique capabilities of Sourcegraph products and develop 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 value-based proposals and contracts, and surface market insights to the Product team to influence the 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 aligned with customer needs.

📅 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 Sourcegraph’s values and has a passion for sales, focusing on generating new greenfield business. You will play a pivotal role in helping Sourcegraph achieve its goals by winning high-visibility deals and crushing your annual quota.

Your Skills and Experience:

• 2+ years of B2B SaaS or software sales experience.
• A proven track record of exceeding sales quotas while leading with empathy.
• Experience selling complex products with ACV ≥ $30k.
• Stellar interpersonal, presentation, verbal, and written communication skills across all levels and personas.
• Enthusiasm for Sourcegraph’s mission and the potential for developers to improve the world.

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.