Commercial Account Executive, US [IC2]

Summary

Sourcegraph provides code intelligence and AI-powered tools that give engineering organizations visibility, context, and control across complex codebases. The Commercial Account Executive will generate new business, manage the full sales cycle, build and advance pipeline, close complex enterprise deals, and exceed revenue objectives while collaborating with cross-functional teams.

Responsibilities

• 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
• 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
• 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
• 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

Skills

• Successful candidates to be located in the United States
• 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
• 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

Qualifications

Must Haves

• successful candidates to be located in the United States
• 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

Benefits

• $91,500 variable compensation
• Equity
• Generous perks & benefits
• All-remote work arrangement