Commercial Account Executive, US [IC2]

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.