Senior Sales Development Representative (SDR) Lead - Outbound Prospecting

About Sourcegraph

Sourcegraph is a company dedicated to providing engineering organizations with full visibility and control over their complex codebases. As AI accelerates code creation, Sourcegraph ensures teams have the infrastructure to understand, oversee, and evolve their code. Their tools like Code Search, Deep Search, MCP, and Agentic Batch Changes empower engineering teams and AI tools to navigate massive codebases confidently and execute coordinated changes at scale.

Companies such as Stripe, Reddit, and Leidos rely on Sourcegraph to improve their shipping speed and quality. Backed by investors like a16z, Sequoia, and Redpoint, Sourcegraph operates as a globally distributed team with a focus on high agency, direct communication, and customer-centric values.

Why This Job is Exciting

Sourcegraph aims to give engineering teams complete context to understand, oversee, and evolve large, complex codebases. With the growing adoption of AI agents across enterprise engineering, the need for this context is critical. This role involves leading the buildout of an outbound prospecting motion, starting with personal execution and managing an outsourced SDR team.

Within one month, you will:

• Complete onboarding, diving deep into Sourcegraph’s Ideal Customer Profile (ICP), product, customer wins and losses, and recent/current pipeline.
• Learn the value framework and messaging house, both critical to your success.
• Take over day-to-day management of the outsourced third-party SDR team, understanding their current motion, targets, and output, and identifying gaps.
• Revamp cold-call and LinkedIn messaging scripts and start personally testing new messaging in the market.

Within one quarter, you will:

• Run a consistent outbound motion yourself, generating qualified net-new pipeline against a personal target.
• Tighten the outsourced team by QA-ing messaging, coaching, and holding them accountable for activity and pipeline goals.
• Develop a documented, repeatable outbound playbook, proven by your results.
• Establish and hit net-new outbound pipeline goals across both your direct efforts and the outsourced team.

Beyond one quarter:

• Hire and lead an in-house SDR team, scaling the validated playbook.
• Own onboarding, coaching cadence, and pipeline targets for the in-house team.

About You

This is a foundational role for Sourcegraph’s business. You will re-introduce the outbound prospecting motion and prove it out yourself before scaling it into a team. You are a hunter who loves cold calls, LinkedIn outreach, and engaging busy engineering leaders. You also think like a builder and coach, managing the outsourced SDR team, refining scripts and cadences, and creating a repeatable playbook.

Your skill-set:

• 3+ years in outbound sales development/prospecting, with a track record of generating net-new enterprise pipeline via cold calling, email, and social outreach.
• Player-coach mentality: you will prospect directly, not just manage.
• 0-to-1 builder: you’ve created scripts, cadences, and playbooks from scratch.
• Superb written and verbal communication; you can craft and A/B test messaging that converts skeptics.
• Able to sell into technical/engineering audiences and ramp on a technical product quickly.
• High agency, gritty, comfortable with ambiguity.
• Data-driven: you measure and iterate on activity, meeting, and pipeline conversion.

Nice to Have:

• Background in developer tools or an adjacent technical domain.
• Experience managing or coaching reps, or an outsourced/agency SDR team.