Remote Enterprise Account Executive

Summary

Join Sourcegraph, a company that aims to make coding accessible to everyone, as an Enterprise Account Executive and be part of a team that strives to automate 99% of software engineering toil. You will have more responsibility, upside, and growth potential than anywhere else comparable. 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. Within three months, you will understand the superpowers that Sourcegraph provides a development organization, 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.

Requirements

• 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

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
• 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
• 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
• 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!)
• 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

Benefits

• Above-average salary
• Equity
• Generous perks & benefits