Enterprise Account Executive, US - East [IC5]

Job Description

Working hours 

🌎 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, specifically on the East Coast.

Preferred location:

• USA - East

Why this job is exciting

As an Enterprise 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 we’re thinking:

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.
• Build your territory plan to penetrate net-new logo accounts with a heavy emphasis on outbound and growing the footprint of your existing customers.
• Meet key partners in Customer Engineering, Technical Success, Product, Legal and Engineering teams - they will be key relationships for you throughout your deal cycle.

Within three months, you will…

• Understand the superpowers that Sourcegraph provides a development organization, and create compelling strategies to align Sourcegraph value to your prospect’s goals, needs, and objectives.
• Be a product expert, perfect your storytelling of use cases, demonstrate the product and convey real-world success stories of customers
• Identify champions, influencers, and key stakeholders in the decision process, and build trusted advisor relationships with them to help bring more engineering organizations onto the Sourcegraph platform. 
• Leverage a consistent sales process to continuously build and move pipeline forward (while regularly and accurately capturing updates and pipeline forecasts).
• Develop and negotiate complex enterprise level proposals and contracts.
• Work with our product team to be the voice of the customer and bring market insights to our roadmap.
• Consistently achieve your activity goals. 

Within six months, you will…

• Handle the full sales cycle to consistently meet and exceed pipeline and revenue objectives.
• Collaborate cross-functionally with Customer Engineering, Product, Legal and Engineering to successfully drive technically unique or complex Enterprise deals forward to completion.
• Deliver customer feedback to our teammates, including our engineers (who are the most customer-driven engineers you'll ever see--they care about making customers happy and closing deals!).

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.

About you 

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

You are a self-starter and thrive in an independent environment.  You possess internal motivations to be the best at what you do and perform at the top of the leaderboard.

Your skill-set:

• 5+ years of enterprise technical sales experience, SaaS preferred
• Proven track record of exceeding sales quotas, while leading with empathy
• Experience selling products with ASP >= $100k
• 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)
• Passionate about our mission and the potential for developers to improve the world

Nice to haves:

• Selling developer products and working closely with developers
• Proficiency with software development concepts
• Converting freemium or trial usage to large commercial contracts
• Experience with complex multi-year contracts
• Proficiency with security, licensing, and compliance requirements

Level

📊 This job is an IC5. You can read more about our job leveling philosophy in our Handbook.

Compensation

💸 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 target compensation for this role is $165,000 USD base + $165,000 USD variable ($330,000 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.

Interview process

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 5.5 hours in total.

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

• [30 min] Recruiter Screen with Kelsey Nagel
• [60 min] Hiring Manager screen / Resume Deep Dive with Jon Kishpaugh

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

• [30 min] Values
• [45 min] Peer with an Account Executive & Technical Advisor
• [45 min] Sales Presentation with Jon Kishpaugh, Account Executive & Technical Advisor

🎉 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 VP, Sales, Brock Perko
• [30 min] Co-founder & CEO with Quinn Slack
• 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.