# Commercial Account Executive, US [IC2]

**Company**: Sourcegraph
**Location**: Remote
**Work arrangement**: remote
**Experience**: senior
**Job type**: full-time
**Salary**: $91,500 USD base + $91,500 variable ($183,000 USD on-target-earnings)
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/sourcegraph91/jobs/6212118004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_79218d26-d97

## Description

## Job Overview

As a Commercial Account Executive, you will have significant responsibility, upside, and growth potential. You will play a pivotal role in helping Sourcegraph achieve its goals by winning high-visibility deals and crushing your annual quota.

## Responsibilities

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.

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 organisations.

- 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.

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.

## Requirements

- 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.

- Enthusiastic about Sourcegraph's 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.

## Compensation

- $91,500 USD base + $91,500 variable ($183,000 USD on-target-earnings).

## Benefits

- Equity.

- Generous perks & benefits.

## Skills

### Required
- B2B SaaS sales
- software sales
- sales quotas
- complex products
- interpersonal skills
- presentation skills
- verbal communication
- written communication

### Nice to have
- developer products
- engineering-focused products
- software development concepts
- CI/CD
- version control
- DevOps tooling
- complex multi-year contracts
- security
- licensing
- compliance requirements

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/sourcegraph91/jobs/6212118004?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)