Regional Sales Director [M4]

🌎 While we hire almost anywhere in the world, we have a preference for someone to reside in the United States for this role. This role requires regular travel to meet with customers and prospects. We prefer candidates within a reasonable distance of a major airport. 

Preferred locations:

• United States

Sourcegraph gives engineering teams complete context to understand, oversee, and evolve large, complex codebases. As agent adoption grows across enterprise engineering, the need for that context is only getting more critical. Enterprise is our primary growth focus, and we need a Regional Sales Director who can lead a new business AE team, build pipeline, and close net new logos.

This is a frontline leadership role. You'll own enterprise outbound, coach your AEs, and step into deals when the team needs it. The opportunity is real. The expectation is that you help this team execute with more focus and urgency than before.

📅 Within one month, you will…

• Complete 1:1s with your AEs to understand where they are with their business, what coaching needs they have, and what's blocking their pipeline development and deal movement
• Get deep on our ICP, product, and current pipeline health
• Meet your key partners across marketing, finance, and leadership
• Set your key priorities  (Objectives and Key Results) with your manager and develop an action plan to achieve them.
• Be running regular pipeline reviews, forecasting accurately, and holding the team accountable to the activity goal being tracked

📅 Within three months, you will…

• Have a clear plan for improving enterprise outbound pipeline generation across the team
• Step into deals where your team needs support opening and closing
• Have a baseline read on each rep's capability and career trajectory

📅 Within six months, you will…

• Have the team tracking against quota with improving pipeline coverage
• Be operating independently with strong cross-functional relationships

📅 Within one year, you will…

• Be considered a top-performing team leader by consistently exceeding team goals
• Cultivate a team of Account Executives that see consistent month-over-month success
• Serve as a mentor, leader, or coach to other new peers of the team

We're not looking for someone who inherits a book of business — we want a builder. You've managed new business AEs and built outbound pipeline in competitive enterprise environments, selling into technical buyers — specifically engineering teams — where you've had to earn every deal through disciplined, value-led execution, not incumbency or brand.

You hold your team accountable, develop people intentionally, and aren't above getting into deals yourself when the situation calls for it. Your reps are better for having worked with you.

Your skill-set:

• 4+ years as a frontline enterprise sales manager, with direct experience leading teams of 6–10 AEs
• Proven ability to hire, develop, and retain top sales talent, with a hands-on coaching approach to rep development and performance management
• Consistent track record of accurate roll-up forecasting and disciplined pipeline management
• Experienced in running structured deal reviews and inspecting pipeline with a repeatable qualification framework (e.g. MEDDIC/MEDDPICCC), with a track record of coaching reps to improve deal quality and close rates
• Demonstrated history of building high-performing teams that hit and exceed revenue targets with strong seller participation across the board
• Deep experience selling and leading teams that sell six-figure contracts into enterprise accounts, with a strong command of complex, multi-stakeholder sales cycles

Nice to Have

• Background in developer tools or an adjacent technical domain, with enough technical fluency to earn credibility with engineering buyers and partner effectively with SEs

📊 This job is an M4.  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.

Your salary is determined by your pay band for the M4  job level. For determining pay bands, 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. Both U.S. and international locations are divided into one of four zones, determined by the cost of labor index for each area. The salary for a successful candidate will be based on level, job-related skills, experience, qualifications, and location zone. Please note that the salaries below may be adjusted in the future.

💰 The target compensation for this role is $180,000 USD base + $180,000 USD variable ($360,000 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 4.75 hours in total.

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

• [30m] Recruiter Screen 
• [45m] Resume Deep Dive / Hiring Manager screen 

🧑‍💻 Team Interview Stage - we then delve into your experience in more depth and introduce you to members of the team, including cross-functional partners…

• [45m] Peer - Jamie Lindsay & Karina O’Friel 
• [45m] Team interview with 2 direct reports 
• [60m] Working session with leadership 

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

• [30m] Values 
• [30m] Leadership 
• 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.