Commercial Account Executive, US [IC2]

🌎 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 a Commercial Account Executive, you will have more responsibility, upside, and growth potential than anywhere else otherwise comparable. We strive to make Sourcegraph the best company where exceptionally talented people can thrive. If you join us, we know you’ll make a big impact!  

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, meet & shadow current members of the Sourcegraph team, 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 to hold new business meetings and build pipeline
• Meet key partners in Customer Engineering, Product, Legal and Engineering teams - they will be key relationships for you throughout 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 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 value based 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 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.

You are a results-oriented, motivated, and strategic ‘hunter’ who shares our values and has a passion for all things sales and is laser-focused on generating new greenfield business. Specifically, you will play a pivotal role in helping us achieve our goals by winning high visibility deals and crushing your annual quota.

Your Skills and Experience:

• 2+ years of B2B SaaS or software sales experience
• 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 (be it with a developer, a CTO, another salesperson, or anyone in-between)
• Enthusiastic about our 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

📊 This job is an IC2. 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 $91,500 USD base + $91,500 variable ($183,000 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 4.5 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 & Customer Engineer or CSM
• [45 min] Sales Presentation with RSD, Head of Global 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.