Enterprise Account Executive [IC5]

Sourcegraph is a globally distributed company dedicated to providing engineering organizations with full visibility across their systems, precise context for AI agents, and the ability to execute coordinated code changes at scale. Their mission is to empower teams with tools like Code Search, Deep Search, MCP, and Agentic Batch Changes to navigate massive codebases confidently and make changes across hundreds of repositories simultaneously.

Companies like Stripe, Reddit, and Leidos rely on Sourcegraph to improve shipping speed and quality. Backed by investors like a16z, Sequoia, and Redpoint, Sourcegraph values high agency, direct communication, and customer-centric relationships.

Why this job is exciting

As an Enterprise Account Executive [IC5], you will have significant responsibility, growth potential, and the opportunity to 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 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 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 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.

About you

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 Sourcegraph’s 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