Sourcegraph

Sales

• Building and leading the team responsible for the fastest, highest-velocity segment of our business
• Define prospecting strategies, qualification criteria, and sales process
• Close hundreds of new logos annually
• Hands-on player-coach opportunity with AEs
• Partner with marketing to optimize conversion of product-qualified leads
• Develop ownership of SMB and MM accounts as growth engines

Regional Sales Director, SMB & Mid-Market

Financial Planning and Analysis

• Serve as the dedicated FP&A partner to Go-To-Market teams (Sales, Marketing) and executive leadership.
• Shape scaling strategy for a fast-growing AI-developer company and provide the financial lens on hybrid SaaS + usage-based model.
• Own GTM forecasting and reporting for enterprise and usage revenue streams.
• Build, deliver, and maintain revenue models across SaaS and usage streams.
• Influence investments and major decisions through financial analysis and insights.
• Lead GTM planning for headcount and spend; provide insights on sales capacity and marketing ROI.
• Establish methodologies for forecasting usage revenue and guide forecasting governance.
• Timeline deliverables: Within 1 month learn model and deliver initial analysis; within 3 months own GTM forecasting and deliver updated revenue model; within 6 months lead GTM planning and establish usage forecasting methodologies; within 12 months fully own GTM finance strategy and serve as go-to finance partner for Sales & Marketing leadership.

Revenue Finance and Strategy Manager

Account Executive

• Drive strategic selling of Sourcegraph products (Code Search and Amp) to enterprise customers
• Build territory plans to penetrate net-new logo accounts and expand existing customers
• Own customer relationships end-to-end as primary point of contact for engagement, account strategy, and growth
• Execute complex deal strategies and manage full sales cycle to meet pipeline and revenue objectives
• Collaborate cross-functionally with Solution Engineering, Customer Success, Product, Legal, and Engineering to advance technically unique or complex deals
• Identify champions, influencers, and key stakeholders; multi-thread with economic buyers
• Use product analytics to prioritize opportunities, forecast, and capture deal progress
• Provide product feedback and influence roadmap based on field insights
• Lead enablement and define best practices for high-value enterprise sales in an AI-first market

Strategic Account Director

• Drive net-new logo acquisition for Sourcegraph’s Mid-market territory focused on product-led users
• Ramp quickly on Amp and understand the agentic AI coding space and product differentiators
• Analyze the PLG funnel to identify PQLs and generate pipeline through outbound and PLG upsell
• Run discovery and closing calls; own first-touch demos and launch sales cycles
• Build trusted relationships with developers, engineering leaders, and executives; identify and nurture champions
• Multi-thread with economic buyers and close strategic opportunities into multi-year contracts
• Demonstrate Amp tailored to developer workflows and sell consumption/usage-based motions where relevant
• Collaborate with CSMs, Account Managers, Solutions Engineers, and Product to align on customer goals and drive consumption
• Contribute product feedback and influence roadmap based on field insights
• Meet performance goals: pipeline, new logos, and revenue; enable future AEs and help set PLG+AI sales playbook

Mid-Market Account Executive

• Research, analyze, and identify the best new accounts for us to go after, helping AEs focus on the right logos at the right time
• Provide the sales team with multi-touch point campaigns to build new pipeline
• Build account strategies, identifying signals of buyer intent, and enabling sales with data-driven targeting and prospecting playbooks
• Research markets, track competitor activity, and analyze customer adoption trends
• Establish feedback loop between Sales, Marketing, and Product to align GTM strategy to market dynamics
• Build market mapping, whitespace/TAM analysis, and prospect playbooks
• Partner with Marketing to design and launch multi-touch campaigns based on whitespace analysis
• Present quarterly insights to sales and marketing leadership and deliver annual market research report

Sales Strategy Analyst

Support Engineer

• Part of the Technical Success organization; supports developers by resolving issues and educating customers, identifying product improvements
• Within one month: learn product, deployments, configurations, our code base, and meet teammates; start troubleshooting with customers
• Within three months: troubleshoot with customers and contribute to handbook/documentation
• Within six months: observe trends and suggest improvements for onboarding, enablement, and product
• About you: Curiosity, compassion, and ability to communicate complex ideas; experience with Unix/Linux, Kubernetes, GitHub/GitLab/Bitbucket; 3+ years in a similar role

Regional Sales Director, SMB & Mid-Market

Revenue Finance and Strategy Manager

Strategic Account Director

Mid-Market Account Executive

Sales Strategy Analyst

Senior Support Engineer